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Proactive Opportunity

Proactive Opportunity Spotting With EQ Riskfactor

01 September 2022
Dan Smith Dan Smith Account Director, EQ Riskfactor

In this month’s Expert’s Corner we hear from Account Director, Dan Smith who explains all about proactive opportunity spotting with EQ Riskfactor. To bring the subject to life Dan shares three portfolios that can help lenders to have positive conversations and present opportunities to clients.

When we think of using EQ Riskfactor, the first thing that comes to mind is fighting fraud, spotting negative trends and generally trying to reduce risk of loss. EQ Riskfactor is primarily a risk analytics tool. However, with the vast library of data, measures and analysis available you can also use this information to support proactive and positive solutions for your clients.

High Commitment Portfolio

Increased Limit Opportunity

Setting a portfolio with your Commitment at Alert or Caution (Caution means that the client is hitting 70% + of their Limit and Alarm 80% +) alongside a Risk Score (normalised) of less than 40, will present some strong contenders for limit increases.

A Risk Score of less than 40 suggests a strong performing client. When you look at Risk Score components and see an Alert or Caution on the commitment then it clearly shows that the client is close to the top end of their limit.

By using the Risk Score measure within the criteria you will hopefully only see clients who qualify for the increase through underwriting as the Risk Score is looking at a number of different key measures across the facility.

High Growth Portfolio

Growing Clients – With Proactive Contact

If you choose a portfolio with sales up by over 30% and commitment levels of over 75% you will quickly see clients that are growing and borrowing. You can then use this information to start proactive conversations and discuss potential limit increases.

By including the Cash vs Sales portfolio and not alarming you can easily view clients that you wish to have a positive and proactive conversation with as the cash vs sales is at an acceptable level.

Again in this example above we have tried to find a way of discounting out clients who may not get through an underwriting process for increases. Cash vs Sales here is going to make sure you are seeing clients that have the growth in sales but are also collecting cash in line with their growth which is vital.

Debtor Increase Portfolio

Customer Base Increasing (Debtor Module Required)

This portfolio shows clients that have increased their debtors by more than 30% over the last 90 days. This is where we hold debtor information.

This is an opportunity to discuss potential growth, understand the client’s debtor base further and also review debtor protection with those clients.

This portfolio is only going to be available if you are using the Debtor Module. This module provides real insight into your clients’ customers. It also provides payment data and comparisons and where two clients have the same debtor you can compare performance across the facilities. As with all EQ Riskfactor portfolios, you can set up subscriptions so that you can receive reports directly to your inbox.

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