Page 41 - Banking Finance July 2020

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first meeting and also do not lose your heart if you are not officers of your Bank. Update the data in excel from time
getting lead in the first meeting. Instead be in touch with to time with filling details like contacts made, status of lead,
them regularly so that they can remember you in case of follow up made till we get the loan proposal etc.
financial assistance required by them in future from our
Bank. 5. Industry Association as a source for lead
generation in large numbers:
We should maintain a referral register and keep a proper
record of all referrals and update the same periodically to The objective of any industry association is to support the
members for their growth and development and solve their
know the status of each referral which are contacted and problems which they are facing by co-coordinating with all
what are the outcomes of each referrals, whether converted the stake holders like government departments, banks &
into real business or not.
financial institution etc. Industry association could be at
district level or state level or at national level. Such
4. Preparation of profile of the Region / Districts
associations have large number of members. Such
in the region: associations will have data of its member in terms of their
For preparing the profile of the district / region, the data name, address, business they are doing & their performance
can be obtained from various sources like websites of govt. etc. Thus if we approach Industry Association and have
departments like dcmsme.org, websites of the units in the liaison with them on regular basis, we can get the details of
district, local industry association & also by visiting various their members to whom we can approach for lead
industrial estates / areas and market enquiries etc. Find out generation and business development. The Industry
the major economic activity / major industries in the district Association will be knowing the financial needs of their
/ region, their business performance in terms of sales & members and can facilitate banks to get leads for business
profit etc. Create the data base in structured excel format. development. Thus liaison with Industry Association is also
Prepare the list of top performing units / units having good a good source for generating large number of leads. Create
reputation in the district with details like name, address, a data base in excel of the members of association contacted
contact numbers etc. which can be contacted for lead for future use and update the data with the developments
generation. from time to time.

Find out the major competing banks in the district / region Industry Association usually organize meeting of members
and try to find your market share. If our market share is periodically. Request the head / official of association to
less than industry average, then we should undertake inform date & time of such meetings so that we can attend
market promotional activities for lead generation to get at the meeting and meet large number of members and give
least to get average market share. power point presentation of various MSME schemes of your
Bank. We can also put our stall and display our schemes and
Once the profile of the district is ready, we can contact units interact with the members to know their financial
having good reputation / performance by telephonic calls, requirements if any. Handover our loan application forms,
sending e-mails or personal visit to the units. Find out credit information form etc and follow up till you get the
whether they are satisfied with their existing banker. If not, proposal.
ascertain whether they are looking for new bank. Enquire
whether they are undertaking any expansion / 6. District Industries Centre (DIC) / Ministry of
modernisation project and are in need of additional finance.
Tell them about your Bank's strength in terms of wide Corporate Office (MCA) as a source for lead
network, technology, various MSME schemes, USPs / key generation:
features of various MSME schemes. Handover them our loan By visiting office or website of ROC/DIC etc. we will come
application forms, credit information form etc. Follow up till to know about new units registered/new companies formed
you get proposal from them. Invite them to our Branch / and also details of existing units like their name, line of
CPC to for further discussion.Do prepare the list of units activity, place of activity and nature of project, business
which are not to be approached due to bad market performance etc. which will help us to in planning for lead
reputation / unsatisfactory credentials for future use by new generation for extending our financial support to such units.

BANKING FINANCE | JULY | 2020 | 41