Implementation Details and Resources

At PrecisionLender, we want you to win more deals, we want you to win better deals, and we want you to build stronger relationships with your customers. That process starts with the right implementation. This guide will provide an overview of the configuration of your Pricing Solution. Any additional modules licensed will be configured on a parallel track over the coming weeks.

Bank Resources Required

The size of the team from the bank will depend on how you choose to fill the roles below. Roles do not need to translate to one person. For some banks, the team is small and individuals fill multiple roles. For others, the teams are larger, and individuals from across the organization are pulled in to add their expertise for a few small decisions.

See Building the Winning Implementation Team for role descriptions.

 

Preparation for Implementation

Pre-Work Requirements

Below are pre-work activities the client must complete prior to the workshop. As a reminder, please do not share sensitive data such as, but not limited to, account, portfolio or social security numbers, CIF, or any other confidential information.

  1. Credit and Capital Data Request
    • Client Resource: Credit Expert
    • Estimated time: 60 minutes
    • Description: PrecisionLender will provide a template for collecting credit and capital data. Once completed and returned to PrecisionLender, we will analyze. This forms the basis of the credit and capital assumptions, in addition to setting recovery factor recommendations for collateral and guarantee types.
  2.  Whitelisting PrecisionLender
    1. Client Resource: IT Admin
    2. Estimated time: 30 minutes
    3. Description: Client needs to whitelist the PrecisionLender application, email domain and supporting domains according to this support article. This ensures access to the application and support site. It also ensures any email sent from a PrecisionLender employee will be delivered.
  3.  Complete Data Request
    • Client Resource: Data Expert
    • Estimated Time: 60 minute discussion,  3 -5 business days to complete request
    • Description:  PrecisionLender will provide documentation regarding the files and fields necessary to implement Relationship Awareness.  After an in-depth data request discussion, your data expert will be responsible for creating a first pass of your extracts prior to our onsite visit.  This will allow us to help you mitigate any data integrity issues and fill in the appropriate details with your team.
  4.  Gathering Recent Closed Deals
    • Client Resource: System Admin
    • Estimated time: 60 minutes
    • Description: Gather a set of recently closed loans. We enter these into PrecisionLender to test settings and build the data to set the initial ROE targets. Please see the Appendix for additional information.
  5.  Identifying Additional Materials 
    • Client Resource: System Admin
    • Estimated time: 60 minutes
    • Description: Gather and send the readily available materials described below. These will help us make recommendations when onsite.
      • Logo file: should be .jpg or .png and will be resized to fit 250 * 50 pixels
      • Pipeline Report: sample of pipeline, CRM process, and/or origination lifecycle in order to get a sense of mapping opportunity stages
      • Product list: how does the organization bucket its loans? Go broad, not granular

 

Additional Setup Elements to Consider

The setup items need to be gathered together prior to the onsite workshop. Review these in anticipation for discussions and send questions or concerns to your Implementation Manager.

  1. Overhead Structure
    • Client Resource: Credit Expert
    • Description: PrecisionLender provides each financial institution the ability to vary the cost of origination and servicing loans with multiple levels and even tier the cost within each level. PrecisionLender offers recommendations however, these are fully configurable and can be set to fit specific needs. 
  2.  Commercial, Deposit & Other Product Setup Defaults
    • Client Resource: System Admin, Executive Sponsor
    • Description: During the Implementation process, we set the product list and configure the defaults for each. In advance of the onsite, please review this Support Article to see the decisions we make onsite. Start making notes on questions/decisions where possible. This will help streamline the setup during the workshop. 
  3.  User Access Settings for Password and IP Restrictions
    1. Client Resource: IT Admin
    2. Description: In this support article, you’ll find information regarding the types of user access restrictions you can set within their instance.
  4.  Dependencies Relationship Awareness 
    • Client Resource: System Admin
    • Relationship Awareness 
      • Users: PrecisionLender can only map relationships from the core to users set up in PrecisionLender. Users who do not have an Officer Code (Responsibility Code, etc.) mapped will not own relationships in PrecisionLender until this update is made.
      • Products: The products set up in PrecisionLender are used for pricing as well as to map products from the core for Relationship Awareness. Your Relationship Awareness expert will guide you through this, but consideration of this dependency is recommended.
      • Collateral Types: Collateral types should be consistent across all commercial loan products. If collateral types are not consistent, mapping collateral on existing loans from the core will be difficult.
      • Risk Ratings: Risk ratings must be consistent across all commercial loan products.
      • Origination and Servicing Channels: Origination and servicing channels must be consistent across all commercial loan products.

 

Appendix A

Additional Information Regarding AV and Pre-Work Requirement of Gathering Recent Closed Deals for Testing:

Assumptions Validation (AV) is the process by which the financial institution tests its configuration of PrecisionLender before the system is rolled out to the rest of the organization. The concept is simple. Users will gather recently closed loans, deposits and fee accounts to test the settings and build the data necessary for setting the initial targets. The AV process has three main objectives:

  1. Verify that the product list is complete and that the default settings for each individual product are appropriate for the institution. Are there any products missing? Any obvious errors in the products’ default settings?
  2. Test a sufficient range of loan structures to validate the credit, overhead, funding and capital assumptions are reasonable. Are they directionally consistent and are the profitability results properly impacted by the different collateral types, risk grades and guarantees?
  3. Build a large enough sample set of recent accounts so that Target Returns can be determined for each product type and will be near market level.

The general rule for AV is the more opportunities that can be gathered and used for testing, the more comprehensive testing will be, and the more appropriate initial targets will be. At a minimum, we recommend the organization pull five opportunities per product type.

Below are the types of accounts we recommend your institution gather for testing purposes:

  1. Opportunities used for testing need to be recent enough to reflect current market conditions. While this definition will vary depending on the specific market and interest rate volatility, opportunities booked within the last quarter are usually sufficient. If possible, it may also be useful to also gather recent loans that were lost to competition as these can be good indicators of current competitive pricing dynamic.
  2. Opportunities should reflect a representative mix of quality and structure. We recommend the bank focus on deals that are commonly representative of the standard types of deals the bank does every day. Try and avoid loans that are unusual or outliers (unusually large deals, odd or atypical loan structures, absolute best and absolute worst credit, etc.).

How will we use this information to set the institution’s target returns?

During the implementation, PrecisionLender, with the help of the bank’s lending expert/ system admin and senior loan officers, will begin inputting these deals into the system. As multiple examples of the same product are entered, you will notice that the actual returns of each opportunity begin to coalesce around specific returns. This will help us identify what it takes to win in your market. Once we determine those competitive points for each product, we will discuss the bank’s appetite for each product type. The more aggressive your growth goals are, the lower the target return will be set in relation to the market. The less aggressive your growth goals, the higher the target will be set in relation to the market. See more information here: Setting the Target ROE.

AV Workbook:

We’ll provide a AV Workbook that you can use in gathering and collecting your recently closed deals. This will help you identify the details we’ll require per test loan.