Turning scorecards into revenue, with Graham Whitley (Quid Pro Consulting)

How to Lend Money to Strangers

Brendan le Grange

Business, Careers, Fintech, Management, Lending, Credit, Banking

4.9 • 43 Ratings

🗓️ 12 July 2021

⏱️ 34 minutes

🔗️ Recording | iTunes | RSS

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Summary

Last week, we set the scene, and in doing so we allowed ourselves to keep the conversation high-level and somewhat academic in nature. In the corporate world, we’re seldom afforded such a luxury, however.

Instead, if questions of lending strategy are to be given their due attention from the Board, they need to be shown to be delivering quantifiable value. In episode two of How to Lend Money to Strangers, I address this with Graham Whitley of Quid Pro Consulting.

Graham has been building scorecards and scorecard-driven lending strategies for over twenty years in developed and developing economies. Crucially, though, he is also willing to stand behind the revenue-generating power of those strategies by linking his consulting fees to measured improvements.

I speak to him about what he looks for when he builds a new lending strategy, how scorecards and business strategy interact, how he adapts when working in less-than-ideal data environments, and because it was so important to our shared experience, we also spend some time speaking about how to effectively implement and leverage champion/ challenger strategies.

You can find a full written transcript of the show at https://www.howtolendmoneytostrangers.show/episodes/episode-02

And you can read more about profit models for retail lending here https://www.howtolendmoneytostrangers.show/articles/what-does-a-lender-look-like-on-the-inside

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Transcript

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0:00.0	Saudi Arabia's economy is transforming. What's behind it? The Public Investment Fund, or PIF.
0:07.1	It's one of the largest sovereign wealth funds in the world, creating 13 new sectors,
0:12.2	66 companies, and more than 500,000 direct and indirect jobs so far. PIF is also the first
0:19.5	sovereign wealth fund to issue a green bond supporting Saudi Arabia's 2016 Net Zero emissions target.
0:26.6	Find out more at pif.gov.sa.
0:32.4	Some of the engagements that I'm busy with at the moment, I'm so convinced that
0:35.7	not a brilliant but it just a good scorecard can bring value to business that I'll engage with
0:39.9	the clients and the payment of the contract will only come through if certain uplift in revenue or
0:46.3	take it admittedly.
1:16.3	Welcome back to How to Land Money to Strangers, the podcast about consumer credit strategies
1:24.2	around the world. In my first episode I spoke to Raymond Anderson about the long history
1:29.4	of risk assessment and the more recent history of credit with scorecards, but scorecards
1:35.1	like everything else in life must pay their own way. So today I welcome friend of the show,
1:41.0	20-year veteran of scorecard building and chief risk offers of a higher, Graham Whitley of
1:45.7	Quid Pro Consulting. We're talking about the sometimes messy process of turning scorecards into
1:52.0	real and measurable business benefits and the role test and learn strategies play in this.
2:04.0	You spend a lot of time building scorecards and building strategies, but you've also spent
2:08.5	a lot of time thinking about how to turn those into business value. That's really what I want to
2:13.4	talk about today. But let's start with a quick introduction of your background in
2:18.4	credit risk analytics, what you've done and your experience and then a little bit on the type of
2:23.6	work that you're doing now. I've registered it's actual science and then I joined the capital one
2:28.8	of the bank clients in South Africa and with them I moved to not some in the UK where we're
	...

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