Consultoría para el Banco Pichincha: Segmento mediana empresa
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Date
2021-12-03
Journal Title
Journal ISSN
Volume Title
Publisher
Pontificia Universidad Católica del Perú
Abstract
El Banco Pichincha es una entidad bancaria con capital ecuatoriano y tiene
operaciones en Perú con el objeto de ser un intermediario financiero e impulsar el
crecimiento sostenible de los clientes, colaboradores, accionistas y del país; desarrollando su
actividad bajo la normativa de la Superintendencia de Banca, Seguros y AFP. El objetivo de
la consultoría fue analizar el segmento mediana empresa, core de negocio para la institución,
e identificar ventanas de oportunidad para el crecimiento tomando en cuenta diversos
factores, donde los hallazgos fueron orientados a resolver problemas de operatividad en
procesos y manualidad en los mismos, en donde la competencia lleva ventaja, principalmente
en el producto descuento de facturas donde ha retrocedido sustancialmente su negocio. Para
llegar a esa afirmación se ha realizado diversas entrevistas con expertos en el negocio
bancario, de factoring y del banco Pichincha cuyo feedback fue relevante para el análisis de
las principales causas y problemas, tales como (a) Lentitud en evaluación y aprobación de
líneas de crédito de descuento de facturas en el segmento de medianas empresas, (b) Se
solicita entrega de documentos para desembolso en físico, (c) No se cuenta con herramientas
digitales y (d) El proceso es manual, por ende, el desembolso no es inmediato; los cuales no
le permiten cumplir sus objetivos comerciales.
En ese sentido, se ha generado una propuesta que les permita facilitar la vida de los
clientes así como de los ejecutivos, la cual consiste en la implementación de una herramienta
digital que acelere la automatización de los procesos críticos del producto, la misma que ha
sido evaluada bajo diferentes escenarios y otorgan una recuperación de la inversión de USD
1.2M entre cuatro y cinco años con un VAN de PEN 691M y TIR de 17.4%; además,
permitirá a los ejecutivos incrementar la prospección de clientes y con ello la participación de
mercado, también presentará un frente más competitivo ante las instituciones financieras que
tienen el mismo producto.
Banco Pichincha is a bank with Ecuadorian capital foundation which has operations in Peru with the aim of being a financial intermediary and promoting customers’ sustainable growth, also as workers, shareholders, and the country, developing its activity under the regulations of the Superintendency of Banking, Insurance and AFP. The objective of this consultancy was to analyze medium-sized companies’ segment, business core and identify window opportunities for the growth, taking in consideration several factors, where the findings were oriented to solve problems in manual processes, focusing the fact that the competition has an advantage on that matter, specially product discount of invoices, where it has attacked substantially its business. In order to reach this statement, various interviews have been conducted with experts in the banking, factoring and Banco Pichincha businesses whose feedback was relevant for the analysis of the main causes and problems, such as (a) Slowness in evaluation and approval of invoice discount lines of credit in the medium-sized business segment, (b) Delivery of documents is requested for physical disbursement, (c) There are no digital tools and (d) The process is manual, therefore, the disbursement is not immediate; which do not allow them to achieve their business goals. In that sense, a proposal has been generated that allows to make their customers and staff lives easier, which consists in the implementation of a digital tool that accelerates the automation of the critical processes of the product, the same that has been evaluated under different economic scenarios and get a return of the investment of USD 1.2M at about four of five years with NPVof PEN 691M and RIR of de 17.4%;; also, it allows the executives to increase the amount of customers’ projection and with that, market share. In addition, the institution will become more competitive among other banks who offer the same product.
Banco Pichincha is a bank with Ecuadorian capital foundation which has operations in Peru with the aim of being a financial intermediary and promoting customers’ sustainable growth, also as workers, shareholders, and the country, developing its activity under the regulations of the Superintendency of Banking, Insurance and AFP. The objective of this consultancy was to analyze medium-sized companies’ segment, business core and identify window opportunities for the growth, taking in consideration several factors, where the findings were oriented to solve problems in manual processes, focusing the fact that the competition has an advantage on that matter, specially product discount of invoices, where it has attacked substantially its business. In order to reach this statement, various interviews have been conducted with experts in the banking, factoring and Banco Pichincha businesses whose feedback was relevant for the analysis of the main causes and problems, such as (a) Slowness in evaluation and approval of invoice discount lines of credit in the medium-sized business segment, (b) Delivery of documents is requested for physical disbursement, (c) There are no digital tools and (d) The process is manual, therefore, the disbursement is not immediate; which do not allow them to achieve their business goals. In that sense, a proposal has been generated that allows to make their customers and staff lives easier, which consists in the implementation of a digital tool that accelerates the automation of the critical processes of the product, the same that has been evaluated under different economic scenarios and get a return of the investment of USD 1.2M at about four of five years with NPVof PEN 691M and RIR of de 17.4%;; also, it allows the executives to increase the amount of customers’ projection and with that, market share. In addition, the institution will become more competitive among other banks who offer the same product.
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Keywords
Consultores de empresas--Planificación estratégica, Bancos--Perú, Pequeñas y medianas empresas--Perú