Corporate and Commercial Banking / Revenue Growth Analytics

Revenue Growth Analytics

BCG Expand provides corporate and commercial banks with a unified suite of benchmarking, market sizing, and analytics capabilities—enabling institutions to understand competitive position, quantify growth opportunities, and optimise performance across the full banking value chain.

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The Challenge

  • ✔Limited visibility into profitability gaps across segments, products, and regions
  • ✔Ineffective or overly complex RM and coverage models
  • ✔Difficulty assessing productivity across front-line and support roles
  • ✔Lack of standardised comparisons for revenue mix, balance-sheet structure, and cost efficiency
  • ✔Inability to pinpoint which parts of the business drive under- or over-performance
  • ✔Fragmented data that prevents leadership from seeing a holistic performance picture

How we can help

Peer-Aligned Performance Benchmarking

We benchmark profitability, growth, productivity, cost efficiency, and balance-sheet strength against named peers and global markets to provide a clear, comparable view of competitive positioning.

Granular Diagnostic Analytics

We analyse product-level and segment-level performance — including revenue mix, volumes, NIMs, loan composition, deposit structure, and industry/SME dynamics — to uncover structural gaps and improvement levers.

Strategy-Linked Insight Translation

We convert benchmarking insights into targeted, actionable priorities that help leaders strengthen competitiveness, optimise resource allocation, and focus investments where performance improvement will have the greatest impact.

Client success stories

Benchmarking supported improvements in profitability, cost efficiency, and return on capital by highlighting specific revenue, cost, and balance-sheet levers.
Analysis of RM productivity and specialist utilisation identified clear opportunities to strengthen coverage and sales effectiveness.
Insight into revenue mix, deposit composition, loan structure, and RWA density improved balance-sheet decision-making.
Peer comparisons enabled leadership to prioritise targeted performance-improvement actions based on best-practice potential.

Case Studies

North American Commercial Bank

Conducted a comprehensive analysis of TM and commercial banking performance, including product penetration, bank primacy, revenue mix. Evaluated coverage model effectiveness and productivity of TM specialists, alongside deposit composition, cost of funds, and personnel cost drivers.

Top-Tier European Bank

Assessed organisational and financial complexity across business lines, legal entities, geographies, and product mix. Identified structural drivers of cost, capital usage, and performance variance to support simplification and efficiency initiatives.

Leading Japanese Bank

Benchmarked Transaction Banking and Trade Finance divisions across global peers, analysing organisational structures, KPIs, coverage models, and support functions to highlight best practices and operational improvement opportunities.

Major Australian Bank

Performed an operational excellence review including deep dives by segment. Evaluated staff productivity, process efficiency, FTE distribution, and turnaround times to identify opportunities for operating model optimisation.

The Challenge

  • ✔It is unclear whether they are capturing a fair share of clients’ banking wallets
  • ✔Cross-sell and penetration opportunities are hidden within fragmented datasets
  • ✔Product, industry and client-tier performance varies widely and is difficult to quantify
  • ✔Pricing competitiveness and ECR decisions lack standardised peer comparison
  • ✔Wallet gaps often exist across fee, deposit, and transaction banking products
  • ✔Revenue growth and attrition drivers remain opaque without decomposition
  • ✔High-value industries and client tiers cannot be prioritised without detailed analytics

How we can help

Wallet and Revenue Opportunity Sizing

We size client-level wallet potential across industries, tiers, and products to reveal targeted revenue and cross-sell opportunities.

Penetration, Pricing & Cross-Sell Gap Analysis

We identify where adoption, pricing, or cross-sell gaps exist, quantifying the uplift potential across key client and product segments.

Commercial Growth Prioritisation

We turn analytics into targeted growth strategies by segment, industry, and product, informing sales focus and revenue planning.

Client success stories

Large US regional bank Diagnosed a 25–45% revenue gap driven by smaller clients and low TM penetration.
Mid-size US regional bank Identified fee and deposit wallet gaps, despite steady lending performance.

Case Studies

Large US Regional Bank

Diagnosed a 25–45% revenue gap vs peers, driven mainly by smaller clients and low Treasury Management product penetration. ~45% of TM clients earned < $1K annually, signalling significant untapped fee potential across key industries.

Mid-Size US Regional Bank

Identified fee and deposit wallet gaps despite stable lending performance. Sized uplift through wallet- and penetration-based levers and used the benchmark gap to set short- and long-term targets.

The Challenge

  • ✔PxV growth and attrition drivers are not visible without decomposing transaction-level data
  • ✔TM service pricing often lacks consistent benchmarking vs peers
  • ✔Revenue leakage goes undetected across client tiers and product families
  • ✔Clients at risk of attrition cannot be identified early without behavioural analytics
  • ✔TM service usage varies significantly across segments, industries, and sizes
  • ✔Pricing, ECR, and fee structures may be misaligned to market norms
  • ✔Institutions cannot accurately assess value contribution across TM service lines

How we can help

Transaction-Level Pricing Benchmarking

We benchmark pricing for 100+ Treasury Management services using AFP-code granularity to reveal underpriced services and margin opportunities.

PxV Growth and Attrition Decomposition

We break down performance into discrete drivers—new clients, pricing changes, churn, and volume shifts—to isolate true sources of growth and leakage.

Targeted Revenue and Retention Strategy

We translate insights into re-pricing, retention, and revenue actions that support Treasury Management growth objectives.

Client success stories

TM pricing benchmarking across 100+ services revealed underpriced items and supported a targeted repricing programme.
Deposit and attrition analysis identified behavioural drivers by balance tier and highlighted savings opportunities through ECR adjustments.

Case Studies

US Bank – Treasury Management Repricing Programme

Benchmarking of 100+ granular TM services using transaction-level AFP-code data revealed underpriced services and revenue leakage, supporting a targeted re-pricing strategy.

Large US Regional Bank – Deposit & Attrition Analysis

Transaction-level analysis exposed attrition drivers by balance tier; ECR benchmarking highlighted savings opportunities and informed fee/pricing adjustments.

Exhibits

BCG's Commercial Banking Benchmarking Data Products

Overview of TMetrics and CoBRA

Read report here

"The corp. banking benchmark has become a core element of our annual strategy review and has proved to be a sound basis for our commercial plan."

Head of Strategy A leading European Bank

"Our long-term strategy exercise would not have been possible without your partnership and robust, detailed market sizing analysis."

Head of Corporate Strategy A large Middle East bank

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