Unit of Value Driver

S.No. Value Drivers Key Objective Key Performance Indicators (KPI) Deliverables (Targets) Priority Measure Weightage
1 Financials Cost Alliances: onboarding Low cost/ High return alliances 20 alliances (Lahore)

Renegotiating current bank

Alliances: Effective Bank Sharing Negotiation sharing for paid tactical alliances
for every tactical campaign (As
many as possible)

Managing discount capping and

2 Managing for Value
Budget: Effective Alliance budget Utilization sharing by alligning it with current
budget constraints
Admin Expense Not Relavent
Profitability Customer: Increase in Card Spend Target for 2019: PKR 2B for alliancrs
Customer: Increase in Card Acquisition
Quantitative 30%
Strategy for last year and
compliance to the strategy this
year, alligning strategy for next
Business Initiatives, Delivery & Efficiency Alliances year on year Strategy year

Delivering tacticals efficiently for

Valentines day, Ramadan, Eids,
Independence day, Pakistan day,
Mothers day, new year, Christmas
and tacticals as per business
Alliances Tactical Campaigns requirements

Retention and maintanince of on

Alliances Retention going alliances to enchance value

Alliances collateral on atleast 60%

Alliances Branding Collateral of Paid alliances and Focs
Special/Other assignments
Time Management - Ensure all alliances are formed Timely Alliances communication
Operational Excellence and communicated timely and merchant management
Ensuring all merchants are
satisfied and dealing with Alfalah
customers correctly, avoiding
Alliances Management - Ensure smooth coordination errors and miscommunication at
between merchant onboarding and Alliances team all fronts
Ensure that all complaints
regarding Lahore alliances are
Complaint Management - Alliances and customer dealt with and customers are
dealing satisfied

Bridging the gap between alliances

3 Audit & Controls
merchant needs and other bank
Stakeholder Management - Merchants, Business, stakeholders such as business,
Brand Comm, Finance, Aquiring Brand Comm, Finance and aquiring
Cost Saving Initiatives Ensure effective and cost saving Alliances on the panel Qualitative 35%
Internal Audit Not Relevant

Approvals for new merchant

Ensure approvals from relevant product teams, legal onboarding, alliances SMS, Alfa
and compliance in processing communication material notifications, Website updates,
social media posts and calenders
Internal Control and alliances collaterals

Proper documentation of Foc Alliance partners Proper Merchant documentation

for legal and compliance

15%
 Cost approvals for alliances payments and collaterals Alligning with activation team for
through Internal Memos vendor approvals and collateral
exectuion
SBP Audit Not Relevant 15%
4 People Development Staff Development Not Relevant
Compliance with HR Policies Ensure compliance with Mandatory Leave
Observe official timings
Retention & Hiring Not Relevant
Performance Management Not Relevant
Ensure to attend 2 days of training in the appraisal 10%
5 Personal Development Personal Development year 10%
100%