SINEEDGE CONSULTING PRIVATE LIMITED

Relationships First

Functional Consulting for Retail Lending Industry

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 Profile Overview

Formed in 2009, with the purpose of providing High-Quality consulting and support services to retail
lending industry in the areas of

• Execution of Business Improvement and Support Projects

• Risk Management, Policy design and development, Data analytics
• Target Segment Advisory, Customer Discussions, Customer Evaluation,
• Process Review mechanisms and Realignment, Measuring and Monitoring process
output and efficiency
• Systems Review, Functional Specs, Rule Engines implementation
• Basic and Advanced Functional Training

Services targeted to meet the specific requirements of

• Housing Finance Companies
• NBFCs
• Banks
• Private Equity investors interested in retail finance
• Other institutions associate with retail finance

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 Areas of Practice

• Design, development and implementation of retail lending policies, processes, functional

models and various other operational working models used in process

• Sineedge undertakes processing of loan applications through a centralized, paperless,

process out of Delhi-NCR.

• For Start-up lending institutions, setting up the entire business infrastructure in terms of
operating model, organization structure, team profiles, training material, business
workflows and other basics necessary to commence and run the business.

• Modelling customer assessment tools / rule engines for smarter customer evaluation /
Sales Interaction and Credit Discussion; Structures and Formats

• Managing the Personal Discussion process across multiple cities, through a network of
experienced agencies, further trained by Sineedge in PD execution and reporting.

• Data Maintenance and analytics – Data review, capture, granular analysis of portfolio data
to highlight stress points / portfolio risks and suggest policy & process amendments;
preparing detailed MIS packs for Management review

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 Areas of Practice - Continued

• Process & Policy review – Identifying gaps, Suggesting improvements, help

implementation

• Quality Assurance – File Reviews, Property valuation audits, Process compliance audits,
System audits

• Intensive Training Modules for different areas of retail lending – Sales, Credit, Collections;
Accounting basics; Banking basics and others

• Review of IT systems for functionalities, designing specifications, testing / implementation

• Review of collection strategy, processes, controls and efficiency

• Portfolio due diligence for acquisition / investment reviews / securitisation

• Portfolio valuations (done through a comprehensive proprietary model)

• Other services as per requirements

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 Policy and Process – Design and implementation

Activities that are covered under this practice include

• Designing and Development of Comprehensive Product policies used in lending
• Developing Underwriting norms for different customer segments
• Designing detailed process instructions to the team members so that the business begets a good
combination of people-oriented and process-oriented approach to delivery.
• Developing tools and calculators for income assessment of the customer and eligibility calculations for
different products and customer segments
• Designing and developing all different templates and formats (Personal discussions, Policy checklists,
disbursement checklists etc.)
• Design and implement a quality assurance process
• Build process flows to suit the geographical spread, infrastructure, systems and manpower
• Define data capture requirements and build MIS templates

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 Centralised Credit Processing Activity

• Under this activity, Sineedge assists its clients in getting their loan applications processed from a
centralized place (currently Delhi-NCR)
• This activity aims at helping the client improve the productivity of their high-cost senior credit
resources in the organization, without any compromise on quality and controls. It is more productive
if Senior Credit Resources use their time for critical tasks, instead of spending time in putting
together information in a loan application, and preparing credit reports, which can be done by
somewhat junior staff.
• Sineedge team scrutinizes, every file in the system thoroughly to ensure that all queries are raised at
one-go. Towards that end, the teams are remain trained to look at files with that level of granularity
and rigour. This also ensures quicker resolution of issues leading to files moving fast in the system.
• The Centralised team operates under the supervision of experienced personnel, focused at giving the
best quality output. The output is a comprehensive recommendation note that consolidates all the
relevant information in the file that is required for credit decisioning and also provides loan eligibility
calculation
• The output shared with the client will be consistent and uniform in quality, content, formats and flow.
• The Centralised Processing Team of Sineedge functions under clearly defined SLA framework and
ensure timely reverts on all cases.
• The process ensures that the TATs are strictly adhered to, eventually leading high-quality customer
service and satisfaction.

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 Technical Assistance for Business Infrastructure

• Depending on the customer segment focused on, assist the client in setting up all the
essential elements of business infrastructure to commence business and run it.
• Design and build an operating model that can be implemented for file sourcing,
processing, decisioning and disbursements.
• Depending on the medium to long-term goals of the organization, advise on the suitable
customer segments that must be targeted.
• Build a suitable organizational structure that is aligned to the business plan
• Build profiles of the team members that are required to be hired to deliver the business
plan of the organization.
• Design and oversee a timeline chart for various critical activities that would need to be
completed for successful launch of business.

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 Customer Assessment Tools / PD Structures – Informal
Segments
• Design and develop customer assessment models for assessing informal customer segments.

• The focus is on the estimation of income of the customer based on visit to his / her workplace,
understanding of the business of the customer - revenues, costs and profits, lifestyle
indicators, asset creation etc.

• The personal discussion is enabled through a structured questionnaire wherein information is

collected from the customer within a rigorous framework of questions with built-in validations.
This is supplemented with observations of business set up, stocks, customer behavior,
neighbourhood checks, discreet verifications etc. to get a sense of customer’s credit standing.

• The tools incorporate different algorithms that work in the background to analyse the inputs
collected from the customer.

• The display of output is tailored for relevance to the user, i.e. the output shown to the local
branch team could have limited display, while the output available to central team could have a
detailed display.

• These tools can be prepared with specialized inputs for any particular business / segment.

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 Customer Assessment Tools / PD Structures – Formal
Segments
• This involves reviewing the customer segment, policies & processes of the client & modelling credit
assessment applications / tools to enable smart and consistent customer evaluation.

• The Personal Discussion templates are designed taking into consideration specific requirements of
the client and the customer segments targeted.

• These tools are capable of evaluating with ease, complex segments such as self employed customers.
They incorporate comprehensive analysis of financial statements, cash flows, obligations and banking
along with critical non-financial parameters. For example,
Qualitative parameters among others include property review, workplace review, management
background, business seasonality etc.
Quantitative parameters among others include trends in profitability ratios, leverage, working capital
ratios etc.

• The tools also help in arriving at the actual funding gap in the business of the borrower. The same is
compared with borrower’s loan requirement to arrive at the appropriate funding amount.

• The tools help in arriving at a Customer Risk Profile defined in terms of a rating / score based on
financial and non-financial parameters and helps in a clear understanding of where the strengths and
risks lie in the transaction.

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 Managing Personal Discussion Activity across cities
• Sineedge works with a network of experienced Personal Discussion (PD) agencies across different
cities to assist its clients in conducting PD, as a part of their due diligence

• The process of working with the agencies and the client is discussed upfront and finalized.

• The contents of the PD report are mutually agreed with the client. Based on this, Sineedge designs
the PD questions to be raised and the PD reporting formats.

• The agencies in different locations are then trained and oriented in the process of PD, TATs, quality
aspects of the PD and contents of the PD report as agreed with the client.

• Sineedge is a single point of contact for the client and coordinates the PD activity in chosen cities.

• In this process, Sineedge centrally also looks after the quality aspects of the PD report before the
report is finally submitted to the client

• Sineedge maintains an activity tracking MIS, which is sent on a daily basis at a fixed time. This MIS
gives an updated status of all PDs that have been triggered, till the time the MIS is generated.

• Sineedge organizes regular interactions with the client to exchange feedback, discuss process /
quality issues and plug gaps if any.

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 Portfolio Analysis and Due Diligence

The following activities are covered in Portfolio due diligence (for securitization / buy-outs):
• Identifying the data / information needs for conducting the due diligence
• Comprehensive analysis of the data – Segmentation, Static Pool Analysis, Flow Rates, Loss Projections
(Analysis would be dependent on the availability of the data and client’s specific needs)
• Identifying the sample for verification of physical file, property valuations and title
documentation
• Conducting the due diligence for the sample identified
• Building a portfolio valuation model to construct the projected cash flows and the profit and
loss account for the pool identified for acquisition.
(The portfolio valuation model would include, analysis of delinquency strings, building flow rates,
resolution rates, static pool analysis, future amortisation of the pool incorporating the impact of
prepayments, cheque bounce analysis and other necessary analytical models to determine the valuation
of the pool.)
• Consolidating the findings and presenting the report

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 Quality Assurance

Quality Assurance and Audit assignments are customized as per the specific needs of the
client. Broadly the following are covered.
• Audit of customer files to assess the quality of underwriting and adherence to policy /
processes
• Property valuation audits – conducting cross-valuation audits for identified properties
• Review of Sales, Credit and Collection processes, infrastructure and efficiency
• Productivity Analysis for different functions as Sales, Credit and Collections
• Branch performance reviews
• Vendor audits

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 Basic Training Modules

• Product Training for different retail lending products (Mortgages, secured and unsecured
• SME Loans and Personal Loans)
• Lending basics
• Basics of Accounting
• Financial Analysis
• Priority Sector Lending
• KYC, AML and Fair Practices Code
• Basics of Risk Management
• Introduction to Basel Regulations
• Financial Management and Capital Budgeting
• Working Capital Assessment
• Training on MS Excel – Basic / Advanced

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 Advanced Training Modules

• Advanced Credit Appraisal (this module would be customised taking into

consideration client’s policies, will cover big ticket assessment and special
situation assessment)
• Advanced Accounting with focus on analysis of financial statements
• Assessment of self employed customers and structuring high-value loans
• Data Analytics & Portfolio Mgmt. - Segmental Analysis & practical use of MIS
• NPA Management and Provisioning Norms
• Property assessment and risks
• Builder Loans – controls and evaluation
• Other customised training as required by the client

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 Functional support for IT Systems

For clients going in for new IT systems :

• Review different systems and functional capabilities. (data fields available, ease of navigation,
modules available, external interface, compatibility with other systems such as
• DMS, flexibility of usage, configurability of work flow stages, efficiency of the rule engine, upload
facility, field validations etc.)
• Based on clients policies and processes, define functional requirements of the system
• Work with the client & supplier in design, implementation and testing of functional specs
• Migration of data from existing database into the new system
• Post Migration testing / audits

For clients already having a system :

• System review / audits to see that the system delivers correct results as required by the policies /
processes of the organisation

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• PNB Housing Finance Ltd.
• Pacific Century Regional Developments
Limited
• Pasha Ventures Pvt. Ltd.
• India Shelter Housing Finance Limited
• Shubham Housing Development Fin Co. Ltd.
• Indo Pacific Housing Finance Limited
• DigiKredit Finance Pvt.Ltd. (SME Corner)
• BankT&D Consulting Ltd. (UK)
• KPMG Advisory Services Pvt. Ltd.
• Religare Finvest Limited
• India Mortgage Guarantee Corporation
• Sharekhan Financial services Limited
• Hero Housing Finance Limited
• The Green Malabar Finance Ventures Ltd.
• Centrum Financial Services Limited
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Our Clients
• Centrum Housing Finance Limited
• AMITY Institute of Training and Development
(Allahabad Bank & Union Bank of India)
• Vastu Housing Finance Corporation Limited
• Apac Housing Finance Private Ltd.
• Janasha Financial Services Ltd.
• Destimoney Enterprises Pvt. Ltd
• Essel Home Finance Limited
• Manibhavnam Home Loans Limited
• Magma Fincorp Limited
• DHFL Firstblue Housing Finance Limited
• Disha Microfin Pvt. Ltd.
• Encore Asset Construction Company Pvt. Ltd.
• Capital Trust Limited
• Clix Capital Private Limited
• Save Financial Services Limited
 Management Team Profiles

Sitaraman Swaminathan (Sita) – B.Com, MBA

Over 24 years of experience in the retail lending industry; has worked at senior positions managing
different loan portfolios with different organizations including Indian companies and multinational banks
in India. Organizations worked in include, Gruh Finance Limited, Deutsche Bank, Standard Chartered
Bank, ABN Amro Bank, AIG and HSBC. Currently Director in Sineedge Consulting Private Ltd

Professional summary
• Skilled in creating end-to-end, full-fledged risk management infrastructure for retail lending –
sourcing through disbursements to collections
• Expert in retail lending; managed businesses and risks across diverse organizations; experienced in
Mortgages, SME Loans, Auto loans, Personal Loans and other retail term loans.
• Skilled in creation of technology infrastructure for smooth processing of loans, having evaluated and
worked on leading loan systems / modules offered by different reputed technology vendors in India
• Skilled in business analytics and segmentation MIS for retail loans – use of MIS to build segmental
and delinquency trends, flow rates, resolution rates, static pool analysis and loss projections

Linked-in profile link : http://in.linkedin.com/in/sitaramanswaminathan

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 Management Team Profiles

Neville Seth (Neville), – B.Com, ACA

Over 20 years of experience in Financial management, Accounting and retail lending industry in India.
Work experience spans across Indian companies and multinational organizations in India. The
organizations worked for include ICICI Bank, Bridgestone, Indiabulls Financial Services Ltd, AIG and GE
Money. Currently Director in Sineedge Consulting Private Ltd

Professional summary

• Experienced in setting up and managing large underwriting shops for mortgage business and
underwriting large ticket structured transactions
• Skilled in evaluation of diverse customer segments, properties and complex transactions across the
country
• Expertise includes financial modeling, system design, rule engine set up, structuring customized
tools such as complex calculators required for processing
• Experience of designing retail and SME products, policies and procedures and driving their
implementation

Linked-in profile link: http://in.linkedin.com/pub/neville-seth/8/755/956

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 Contact Details

Sitaraman Swaminathan
Mob No - +91-9910112704
Email – sitaraman@sinemanagement.com

Neville Seth
Mob NO - +91-9871040392
Email – neville@sinemanagement.com

Website: www.sineedge.com

Address: A – 211, Pioneer Urban Square, Golf Course Extension Road, Sector 62,
Gurgaon – 122002, Haryana, India

Ph: +91 124 6540211

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SINEEDGE CONSULTING PRIVATE LIMITED
BUILDING VALUE TOGETHER

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