German Commercial Bank

Financial services

Development of corporate
banking product strategy

Situation
• Client undertaking a fundamental review of its commercial strategy and
operating model (on group and divisional level)
• Strategy& and PwC mandated to review and refine the product strategy and
revenue planning, supporting previously defined Corporate Banking strategy

Actions
• Comprehensive baseline analysis for corporate banking and structured
finance product suite (incl. revenue by type per product category etc.)
• Deep dives on cash management, export financing, ‘Schuldscheine’ and
receivables securitization (incl. market assessment, detailed product cost
analyses, evaluation of options along the value chain etc.)
• Evaluation of possible beyond banking offering relevant to bank’s client base
• Development of refined product strategy incl. future value proposition,
ambition setting and derivation of capability gaps
• Definition of levers to increase cross-sell
• Modelling of the strategic plan into alternative future financial scenarios (top-
line, profitability, main balance sheet metrics/ ratios)

Results
• Product strategy and revenue planning approved by management board and
shareholders
• Immediate implementation of product strategy in sales planning
Contact: Robert Bischof, Felix Becht, Johannes Gärtner
Strategy& Date: Aug 2019 – Dec 2019