1、0A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)Bank Mandiri Trade Finance Operations Strategy ProjectName:BankMandiriTradeFinanceOperationsStrategyCountry：IndonesiaCity：JakartaConsultantsSquad:TeamledbytwoVPsandonePrincipleClientName：BankMandiriTotalpersonnelnumberinprojects：11fromA.T.

2、KearneyClientAddress:JakartaProjectPerson/Months,Length:ProjectStartdate:Oct.6th,2004Projectenddate:OngoingContractAmount(InUSD):ProjectLevel(headbranchlevel,districtlevel,localbranchlevel):Seniorconsultants(projectmanager/officer,coordinator)names&responsibilities:JohnMeinhold（VP&FinancialI

3、nstitutionsGroupHeadAsia)istheprojectofficerandtakesfullychargeoftheprojectscoordinationandimplementation.ProjectDescription：A.T.KearneydevelopstradefinanceoperationsstrategyforBankMandiri(thelargestbankinIndonesia)todefenditsleadingpositionandincreaseitsprofitability.ActualServiceDescriptionprovide

4、dbyyourcompany:Intermsofmethodology,A.T.Kearneydividedtheprojectintothreephases:diagnosis,designingandimplementation.Threefieldsarecoveredindiagnosisphase:overallTFSmarketattraction,competitivevisionandinternalperformance/ability.Fromthediagnosisresult,A.T.Kearneyknowsthekeyaspectsthebankshouldimpro

5、veandsuggeststhebanktoincreaseitscompetitivepowerbyfacingmarketneedsandimprovinginternalability.1A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)Bank Mandiri Trade Finance Operations StrategySituationApproachnThebankhadbeenfocusingonservingSMEssuccessfullythroughtradefinancestronglynHowe

6、ver,ithasbeenlosingmarketshareandneededtoturnthebusinessaround,andsubsequentlyexpanditaswellnStudiedmarketopportunities,recommendedrespondingactionsanddefinedexpectedbenefitsnClearlydefinedtasksandresponsibilitiesnImplementedtheactionplansinarobustwayResultsnIncreasedpenetrationofexistingcustomersnI

7、mprovedtradefinanceutilizationnBettertradeserviceprocessesnRegainedclientsleadershipstatusinthemarket2A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)Taishin International Bank P/S Organization Establishment/Implementation (process & services)ProjectName:TaishinInternationalBankP/SOr

8、ganizationEstablishment/Implementation(process&services)Country：ChineseTaiwanCity：TaipeiConsultantsSquad:TeamledbytwoVPsandonePrincipleClientName：TaishinInternationalBankTotalpersonnelnumberinprojects：over20fromA.T.KearneyClientAddress:TaipeiProjectPerson/Months,Length:ProjectStartdate:Sept.16,2

9、002Projectenddate:Sept.30,2003ContractAmount(InUSD):ProjectLevel(headbranchlevel,districtlevel,localbranchlevel):Seniorconsultants(projectmanager/officer,coordinator)names&responsibilities:WilliamTurner（VP&FinancialInstitutionsGroupHeadGreaterChina&NorthAsia)istheprojectofficerandtakesfu

10、llychargeoftheprojectscoordinationandimplementation.JoseAlphonsoSalaistheprojectmanagerforprojectphase1.ProjectDescription：A.T.KearneyhelpsTaishinInternationalBankredesignandintegrateitsprocesses,andcreatetheoperationcentertominimizecostandmaximizeefficiency.ActualServiceDescriptionprovidedbyyourcom

11、pany:Intermsofmethodology,A.T.Kearneydividedtheprojectintotwophases:First,wehelptheclientestablishitsP/Lorganizationandassesscurrentprocesses,thenwehelptheclientimplementP/L(processingandservices).A.T.Kearneyassistsclienttoredesignprocesseswhicharemorethan1/3ofitsoperationcostsandcombinemorethan500p

12、rocesses.Aftertheoperationcenterisbuiltandredesigningworkisfinished,costsavingwillbe3.9MUSDand200full-timeemployeepermonth.3A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)SituationApproach Theclientowneddifferentprocessesandservicelevelsineachdepartmentbeforeoperationcentralizationandth

13、eserviceforretailcustomerswasprovidedbybranchesinhighcost Theclientwaslackofeconomyofscaleininternalprocessing,ownedahigherrorrateandalongprocessingtime,madeanimbalancebetweenservicelevelandcustomervalue;branchesdidnthaveenoughtimeandattentiononsales Helptheclientinthetwo-phaseoperationcentralizatio

14、nproject:firstestablishedoperationserviceorganizationandassessedprocessestodefineoperatingmodelandgaininternalcommitment Thenconductedconsolidationandreengineeringthroughprocessmappingcriteria,BPRmethod,costbaseliningandsavinginitiatives MonitoredtheconsolidationplanningandimplementationResults Thec

15、lientundertookthelargest-scaleconsolidationprojectinitshistory,establishedamostefficientandcost-effectiveoperationcenter Consolidated500procedures,transferred2400staffsintheimplementationof12months Redesignedandreengineered512processes,whichwereover$3billionandaccountedforonethirdoftheoveralloperati

16、oncost Saved$3.9millionpermonthand200FTEsafterthereengineeringTaishin International Bank P/S Organization Establishment/Implementation (process & services)Nan to translate4A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)China Minsheng Bank Core Banking System Replacement Change Manag

17、ementProjectName:ChinaMinshengBankCoreBankingSystemReplacementChangeManagementCountry：ChinaCity：BeijingConsultantsSquad:TeamledbytwoVPsandonePrincipleClientName：ChinaMinshengBankTotalpersonnelnumberinprojects：15fromA.T.KearneyClientAddress:BeijingProjectPerson/Months,Length:ProjectStartdate:Oct.6th,

18、2004Projectenddate:OngoingContractAmount(InUSD):ProjectLevel(headbranchlevel,districtlevel,localbranchlevel):Seniorconsultants(projectmanager/officer,coordinator)names&responsibilities:LukeYang（VP)istheprojectofficerandtakesfullychargeoftheprojectscoordinationandimplementation.ProjectDescription

19、：A.T.KearneyhelpsChinaMinshengBanktoupgradeitscorebankingsystemtosupporttheoperationgrowth.ActualServiceDescriptionprovidedbyyourcompany:A.T.Kearneyassessedclientstargetoperationmodel,targetorganizationstructure,andoperationvisiontodecidetheframeworkfornewcorebankingsystem.Clientandwedecidedthetarge

20、toperationmodelanddesignednewcorebankingsystemuponit.Wealsohaveclientchoosesoftwarevendorsandusetheinternationalcompetitivebiddingmethodtochooseappropriatevendor.5A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)SituationApproach Thebankhasdevelopedthemanagementsystemsince2002,andbuiltthe

21、fundamentalbank-widebusiness/ITcapabilitiestoenhancebusinessgrowth Theclientdefines2004asthe“YearofTransformation”andfocusesonstrategy,organizationstructurereorganizingandBPR TheclienthopetoreplaceCBStosupportthecustomercentricbusinessmodelafterdataconsolidation Theclientseeksassistanceinchangemanag

22、ementofCBSreplacementprogram Madeassessmenttotargetoperatingmodel,targetorganizationstructureandbusinessprospectoftheclient,anddevelopedthenewCBSarchitecture Madeanalysisonnecessarytrade-offtodevelopthedefinitionofthetargetoperatingmodel,anddesignedthenewCBSbasedonthedefinition Madecomprehensive,tra

23、nsparentandstandardizedanalysisonvendors,developedRFPandcompletedthebiddingprocesswiththeclientResults Definedtargetoperatingmodel,identifiedthescope,architectureandrequirementsfornewCBS Definedthetransformationplanning,drovethestructuralchangeintransitiontotargetoperatingmodel Developedthephasedtra

24、nsformationroadmap AssistedintheselectionofbestinternationalcorebankingsolutionChina Minsheng Bank Core Banking System Replacement Change ManagementNan to translate6A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)China Minsheng Bank PMO Establishment & ImplementationProjectName:China

25、MinshengBankPMOEstablishment&ImplementationCountry：ChinaCity：BeijingConsultantsSquad:TeamledbytwoVPsandonePrincipleClientName：ChinaMinshengBankTotalpersonnelnumberinprojects：about20fromA.T.KearneyClientAddress:BeijingProjectPerson/Months,Length:ProjectStartdate:Feb.10th,2003Projectenddate:Jul.21

26、st,2004ContractAmount(InUSD):ProjectLevel(headbranchlevel,districtlevel,localbranchlevel):Seniorconsultants(projectmanager/officer,coordinator)names&responsibilities:WilliamTurner（VP&FinancialInstitutionsGroupHeadGreaterChina&NorthAsia)istheprojectofficerandtakesfullychargeoftheprojectsc

27、oordinationandimplementation.ProjectDescription：A.T.KearneyprovidesChinaMinshengBankwitheffectiveprojectmanagementforitslarge-scaleoperationtransition.ActualServiceDescriptionprovidedbyyourcompany:A.T.KearneyhelpstheclientdeveloptheeffectivePMOstructure,buildmanagementmechanismforoperationtransition

28、,buildPMOoffice.ThePMOofficehelpthebanktolaunchmorethan10prioritizedprojects,designprocessesandtoolsforprojects,andprovideinstructionontheoverallITinfrastructure.7A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)SituationApproach Theclienthastoconductmanysystemimplementationinitiativesdur

29、ingthelarge-scaletransformation,andmakeschangestotheclientsorganizationstructureduetothecomplication Theclientneedstoestablishaformalorganizationstructureforplanningmanagementtoensurethesuccessfulimplementationofthetransformation Wedevelopedplanningmanagementin3phases:FirstinitiatedtheoverallPMOinph

30、aseI ThentookPMOintooperationinphaseII,andfocusedonthecoordinationofplanningmanagementandguidetospecificinitiatives TransitionPMOtoMinshenginphaseIII,anddevelopeddetailedstandardstoensuretheclientsoperationofPMOResults Systemizedcommunicationmechanismacrossallinitiatives Designedtheoveralltransforma

31、tionplan,developedrelatedmechanismsandtools,andprovidedsustainingguidetoprojectimplementation Designedtheinitialban-wideITarchitecturetoguidethedevelopmentofeightmajorsystems,andmaderecommendationonthefuturedirectionoftheITarchitecturechangeinMinshengChina Minsheng Bank PMO Establishment & Imple

32、mentationNan to translate8A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)Ta Chong Bank Core Banking System ReplacementProjectName:TaChongBankCoreBankingSystemReplacementCountry：ChineseTaiwanCity:ConsultantsSquad:TeamledbyoneVPandonePrincipleClientName：TaChongBankTotalpersonnelnumberinpr

33、ojects：8fromA.T.KearneyClientAddress:ProjectPerson/Months,Length:ProjectStartdate:Oct.15th,2004Projectenddate:OngoingContractAmount(InUSD):ProjectLevel(headbranchlevel,districtlevel,localbranchlevel):Seniorconsultants(projectmanager/officer,coordinator)names&responsibilities:LukeYang(VP)isthepro

34、jectofficerandtakesfullychargeoftheprojectscoordinationandimplementation.ProjectDescription：A.T.KearneyhelpsTaChongBankreplaceitscorebankingsystem.ActualServiceDescriptionprovidedbyyourcompany:BusinessteamandITteamfromA.T.KearneyhelpsTaChongBankreplaceitscorebankingsystemandprovideguidelines.9A.T.Ke

35、arney/BankofChina108319_MacrosDRAFT (Work-In-Progress)Ta Chong Bank Core Banking System ReplacementSituationApproachnNewmanagementwasappointedtostrengthenthislistedTaiwan-widebanknTradeserviceandbank-widecorebankingsystemsareoutdatedwhichcauseinefficiencyandmanualworksnTheBankwouldliketoselectandsta

36、rttorevampitssystemsandprocedureswithinonequarternFormedjointworkingteamwiththeBanksbusinessandITspecialistsnPerformedanalysisandconductedworkshopstoevaluateanddeterminecurrentandfuturebusinessandtechnicalrequirementsnReviewedoperationalprocessestoimproveefficiencyandplannedforprocesscentralizationn

37、Designedevaluationprocessandproofofconceptscenariostoassessproviderstrackrecord,functionality,technology,implementationandpricingforastringentyetefficientformalbiddingprocessResultsnEvaluationofsystemprovidersisstillinprogress;initialnegotiationandimplementationplanningwithshortlistedprovidershavest

38、artednHighlypraisedbytheBanksCEOandCOOforin-depthknowledgeandabletocompletevariouscomplicatedtasksontimenEffectivetransferofknowledgetotheBanksworkingteammembers;Thisensuressmoothtransition/implementationandvalueaddtoteammembersexperience10A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)

39、Development Bank of Singapore (DBS) Vickers merger acquisitionProjectName:DevelopmentBankofSingapore(DBS)VickersmergeracquisitionCountry：SingaporeCity:SingaporeConsultantsSquad:TeamledbytwoVPsandthreePrinciplesClientName：DevelopmentBankofSingapore(DBS)Totalpersonnelnumberinprojects：over20fromA.T.Kea

40、rneyClientAddress:ProjectPerson/Months,Length:ProjectStartdate:Feb.15th,2001Projectenddate:Dec.31st,2001ContractAmount(InUSD):ProjectLevel(headbranchlevel,districtlevel,localbranchlevel):Seniorconsultants(projectmanager/officer,coordinator)names&responsibilities:KimGhatalia(Principle)takescharge

41、oftheprojectsimplementation.ProjectDescription：A.T.KearneyhelpsDBSdesign,establishitsoperationcenterandintegrateitsprocessesaftertheM&AwithVickers.ActualServiceDescriptionprovidedbyyourcompany:A.T.KearneyhelpstheclientassessoverallperformanceandfindkeyperformanceimprovementareaaftertheM&A.We

42、adjusttheVickersorganizationaccordingtothatofDBSandbestpracticeintheindustrytointegratethetwo.Alsowehelptheclienttodesignkeypositionsandresponsibilities,implementnewprocesses,andintegratetradefinanceoperationprocesses.11A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)Development Bank of

43、Singapore (DBS) Vickers merger acquisitionSituationApproachResults BankYwasacquiredbybankX;Weareinvitedtomakeanalysisanddiagnosis,assesstheoverallperformanceandconfirmthekeyareasforperformanceimprovement TheprojectaimstointegratebankYintobankXandidentifyareasforfurtherimprovement Westartaprojectfocu

44、singonthreekeyworkstreams:reorganizationandimplementation,SMEstrategyandcustomerinformationmanagement ReorganizationandimplementationWeadjustedtheorganizationstructureofbankYbasedonbestpracticeandorganizationstructureofbankXtomakebankYfocusonbusinessandintegratedintobankX Weconductedaseriesofchanges

45、,includingresourcereallocation,neworganizationstructure,andkeyresponsibilitydesign;branchstructureredesignispartofreorganization,includingtocentralizetransactionprocessestoselectedbranchesforSME Developedtheneworganizationstructure Designedkeyorganizationsandrelatedresponsibilities Developedthenewro

46、lestructure Developedthenewbranchstructureandreportlines ImplementedthenewoperationprocessesforbranchesandconsolidatedthetradefinanceoperationprocessNan to translate12A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)Bank of East Asia (BEA) Branch RestructuringProjectName:BankofEastAsia(BE

47、A)BranchRestructuringCountry：ChinaHongKongSARCity:HongKongConsultantsSquad:TeamledbyoneVPandthreePrinciplesClientName：BankofEastAsia(BEA)Totalpersonnelnumberinprojects：11fromA.T.KearneyClientAddress:ProjectPerson/Months,Length:ProjectStartdate:Jan.8th,2001Projectenddate:Mar.31st,2002ContractAmount(I

48、nUSD):ProjectLevel(headbranchlevel,districtlevel,localbranchlevel):Seniorconsultants(projectmanager/officer,coordinator)names&responsibilities:DouglasEricJackson(Principle)andWilliamYin(Principle)takechargeoftheprojectscoordinationandimplementation.ProjectDescription：A.T.Kearneyhelpstheclientper

49、formtransformationofitsbranchesfromdeposittakerstointegratedserviceproviders.TheexpectedincrementalprofitofthisprojectisUSD400millionannually.ActualServiceDescriptionprovidedbyyourcompany:A.T.Kearneyhelpstheclientsbranchestransformationtointegratedfinancialserviceproviderswhichareabletosell,provideo

50、perationservicesanddevelopproducts.Wedesignnewbranchperformanceevaluationsystem,methodsandtoolstosupportsalesandsuccessfullyachievethetransformationgoal.13A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)Bank of East Asia (BEA) Branch RestructuringSituationApproachResultnTheclientisaleadi

51、ngbankinHongKongwithoneofthelargestbranchnetworksnBankingmarketinHongKonghad,however,becomeincreasinglycompetitivewhichcalledforimprovementinsalesandprocessingefficiency,especiallyinbranchoperationsnA.T.Kearneyassistedtheclienttotransformitsbranchnetworkintoaneffectivesales-orientedorganizationthrou

52、ghaddressingthefollowingkeyleverswiththefollowingactionsteps:Restructuredthebranchorganizationintosales,P&SandproductdevelopmentDesignedasmaller,butstrongerbranchnetworkImprovedprocessefficiencythroughcentralizationandotherinitiativestoreleasetimeforsellinginbranchDesignedsalesenhancementinitiat

53、ivesandsupporttoolsDevelopedeffectivebranchperformancemanagementsystemnA3-monthpilottestwasconductedtodemonstratetheeffectivenessofoursalesenhancementinitiativessignificantsalesimprovementwasachievedacrossallproductswithaveragesalesgrowthofover80%nTheprocessredesignedeffortthroughelimination,central

54、ization,streamlining,andautomationcouldrelease20-30%ofbranchtimeforsellingnEstimatedannualincrementalprofitcontributionfromoverallprogramwasoverUS$40M案例摘要14A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)Commonwealth Bank of Australia Future Financial Services PlatformProjectName:Commonw

55、ealthBankofAustraliaFutureFinancialServicesPlatformCountry：AustraliaCity:ConsultantsSquad:TeamledbyoneVPandtwoPrinciplesClientName：CommonwealthBankofAustraliaTotalpersonnelnumberinprojects：about10fromA.T.KearneyClientAddress:ProjectPerson/Months,Length:ProjectStartdate:Jul.16th,2001Projectenddate:Fe

56、b.28th,2002ContractAmount(InUSD):ProjectLevel(headbranchlevel,districtlevel,localbranchlevel):Seniorconsultants(projectmanager/officer,coordinator)names&responsibilities:DavidHovenden(VP)istheprojectofficerandtakesfullychargeoftheprojectscoordinationandimplementation.ProjectDescription：A.T.Kearn

57、eyhelpstheclientbuildnewfront-endfinancialservicesplatformtomeettherequirementofallchannels.ActualServiceDescriptionprovidedbyyourcompany:A.T.Kearneysolvetheproblemofnewplatformtransition.Webuildcandidatelistforallthesolutionsbasedontheprinciplethatthecandidateplatformsfunctionsshouldmeettheneedoffu

58、tureoperationmodel.WealsobuildtheimplementationplanandthesuitablefinancialmodelstoanalyzeP/Lofallplatformsquantatively.15A.T.Kearney/BankofChina108319_MacrosDRAFT (Work-In-Progress)SituationApproachResult AmajorAustralianbankwhichprovidefullrangefinancialservicesrequiredtodevelopafrontendbusinesspla

59、tformtoadaptallthechannels Adoptedunique“usabilitylab”approach,andsolvedissuesontransitiontothenewplatform Conductedtheapproacharoundaninteractiveandhighly-coordinatedphasedplan,andidentifiedthebestsoftwaresolutionearly Focusedonquicklyviewingcurrentsolutions,selectingsolutionsbasedeasyofassessment,

60、andfinalizingthesolution Focusedonunderstandingtheimplicationofthefinalsolutiontobusiness,andvalidatingthefeasibilitythrough“usabilitylab” Adoptedrepeatedwaytofacilitatetheadjustmentofthetargetoperatingmodelbasedonthefinalsolutionsfunctionalityandfeatures Identifiedthefinalsolutionlistbasedonhigh-levelcriteria Developedtheimplementationplantosolveissuesrelatedtobusinessandorganization Developedt