Analyze Need

The Analyze Need step leads you through the need analysis with the customer. In this step, you can analyze the customer's need, their loan requirement, the envisaged loan contract and, if applicable, property. This analysis helps to determine eligible sales products to meet the customer's need.

Information about a need entered on the overview page of the banking opportunity is automatically made available in this step. The Need Category and Need Type are used as central control elements in the Analyze Need step. The need category categorizes customer needs which act as a control element for further need analysis. The Need Type is used as a subcategory of the need category. Each need type can have different values depending on the need category. The available fields in the Analyze Need step vary according to the specified need category and need type.

You can choose only one need category for an opportunity. Once you have saved the customer's need, you cannot change the need category within the same opportunity. If you want to use a new need category, you must create a new banking opportunity.

You can choose the need type only once for each need item. Once you have saved the customer's need, you cannot change the need type within the same need item. If you want to use a new need type, you can do the following:

You can define your own values for the need category and need type in Customizing. If you want to use your own fields in the need analysis, you can configure your need category and need type accordingly. For more information, see Enhancing the Need Analysis Step.

Select Product

Based on the information entered in the Analyze Need step, the system proposes eligible products that meet the customer’s need. The system triggers Business Rule Framework Plus (BRFplus) rules to determine the eligible products for the captured need. The system also executes various checks in this step, for example it checks if the loan-to-value ratio is met or if the age of the business partner is within the specified range.

Products are determined for editable and new needs only. The proposed products are displayed in a list.

You can select the products in which the customer shows interest. When you proceed to the next step, a banking customer quote is generated in the background for the selected sales products. For more information about banking customer quotes, see Banking Customer Quote.

Select Variant

In this step, the system displays default variants for each product that was selected in the previous step. You can change the important parameters of a variant by changing the data directly or by copying the variant to a new variant. You can, for example, change the loan term, annuity amount, payment frequency, and condition fixing data.

You finally select the product variant for which you want to determine the price and payment conditions and calculate the payment plan.

For more information about the product variants in a banking customer quote, see Maintenance of a Product Variant.

Determine Price and Calculate Payment

In this step, you determine the price and calculate the payment plan for your chosen product variant. You can copy the provided standard price and payment conditions and create new individual conditions within the limits maintained in BRFplus. If available, you can also apply special prices and change them within the limits allowed for the relationship manager.

The system uses enterprise services to retrieve the standard prices and calculate the payment plan from the account-managing system. For more information about the price determination for a banking customer quote, see Price Determination for a Banking Customer Quote

Maintain Personal Financial Statement

In this step, you can retrieve the personal financial statement of an existing customer by choosing Search or you can create a new personal financial statement by choosing Personal Financial Statement. You can also create a new personal financial statement by copying an already existing statement. To do so, search for the personal financial statement and then choose (Copy). This creates a new personal financial statement. If there were any changes done in the earlier statement the system issues a pop-up before copying, asking if you want to save the changes or not. After copying the new personal financial statement is linked to the Loan Wizard process and the earlier one is decoupled.

In order to analyze the customer's financial situation and to decide whether to approve the loan, the relationship manager can calculate the following ratios by using the Calculate Ratio pushbutton:

The system calculates the personal financial statement ratios based on the provided personal financial statement data (assets, liabilities, income, expenses).

For more information about the personal financial statement, see Personal Financial Statement.

Manage Collateral

In this step, you calculate new collateral constellations to identify either free collateral value or a coverage gap and store the data in the related banking customer quote. You can read existing collateral constellations from a collateral-managing system. You can analyze the collateral constellation and create further collateral constellation details. You can edit and delete the collateral agreements, scope, and charges that have been created in the CRM system. You can also create individual valuables and use them to calculate the collateral constellation.

For more information about maintaining a collateral constellation in a banking customer quote, see Maintenance of a Collateral.

Document Handling

In this step, you can store the documents required for the related banking customer quote. To do so, you can read a checklist for the documents that must be available for the banking customer quote. The checklist is displayed according to the BRFplus rules maintained for the available document types. If the document types are attached in Enterprise Content Management, then the corresponding attachment status is displayed. You can check if the required documents are available. If yes, the checklist status is set to Complete. If no, the checklist status is set to Incomplete and you can upload the missing documents in the related case. You can choose to waive-off documents in this step. The system does not check waived-off documents when it checks whether the checklist is complete.

For more information about integrating the document checklist in a case, see Document Management in the Case.

Business Partner Additional Information

In this step, you can complete the required business partner information. You can add employment details and address details for the business partner. You can execute an internal rating for the business partner and display information about their creditworthiness. You can also capture the clearing account information for the banking customer quote.

For more information about maintaining a clearing account in a banking customer quote, see Maintenance of a Clearing Account.

Finalize Offer

In this step, you can finalize the banking customer quote for the customer. Important data relating to the offer is summarized.

You can display the previously calculated results of the personal financial statement and, if required, you can calculate the collateral constellation. Once the offer has been accepted by the customer, the banking customer quote is sent for adjudication by the bank and the status of the banking customer quote is set to released. For more information about the status management for a banking customer quote, see Status Management for a Banking Customer Quote.