SMB

Unlock Growth in the SMB Card Market

OVERVIEW

Business cards are a powerful tool for small businesses and the issuers which provide them. If managed properly, they will drive substantial value to all players in the ecosystem. To remain competitive, issuers need to drive volume and decrease marginal cost–but face substantial barriers in doing so.

CHALLENGES WE ADDRESS

High SMB fragmentation (in type, size, geography etc.) drives up operating costs and makes it hard for FI’s to scale their offering, and investment needs to be directed towards highest-potential SMB cardholders.

A lack of rigorous data analysis on SMBs drives up underwriting, write-offs, and compliance costs, reducing competitiveness, and the ability to make informed decisions.

SMBs require time- and people-intensive interactions, and FIs often lack the internal knowledge to optimize programs and cater to the complex set of unique needs of each SMB.

OUR CAPABILITIES

01 New Card Launch
We help clients evaluate options (inc. network selection and negotiation), develop strategies, and then execute the launch of new SMB card products.
02 Portfolio Diagnostic
We conduct in-depth analysis of your SMB portfolio health to identify key growth opportunities. We evaluate the outcomes and growth levers that impact these outcomes.
03 Hotspot Analysis
We analyze SMB account data to estimate size of wallet and issuer share for each SMB, creating a prioritized list of high potential targets.
04 Growth Playbooks
We prioritize actions across a range of customer scenarios, providing playbooks & talk tracks to effectively engage SMB’s.
05 RM / Sales Training
We embed our strategies and growth playbooks into relationship manager workflows, with live training provided to ensure proper execution.
06 Product Development
We conduct market research, build solutions, and help execute go to market plans related to SMB financial products.

OUR EXPERIENCE

CRG brings together industry veterans who have hands-on experience in the design, launch & operation of leading SMB programs.

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We leverage a deep network of relationships in the SMB ecosystem, to accelerate your change.

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We deliver flexible engagements which deliver real impact, without the overhead bloat of larger consulting firms.

Project Spotlight

Growing new vendor card spend by over $2 million each month, per Relationship Manager.

Implementing a “Save a Customer Campaign”, which led to an overall 20% increase in retention rates.

Helping a Global Fintech with the partner selection and subsequent launch of their small business card program.

Increasing the economic value of a new acquisition program by 20% in the first year.

SMB PRACTICE LEADER

Matt Baker

Matt is the former Head of Small Business at Visa where he was pivotal in formulating and executing innovative payment strategies for Visa clients, to drive growth in market share and card revenue. He has held senior positions at Visa, Mastercard and ANZ. He has worked in North America, Asia Pacific, Australia and Great Britain. He now works as a specialist advisor to SMB-focused FI’s and Fintechs.