UBL Operations Management

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INTRODUCTION

UBL established on November 7, 1959 and is one of the major commercial banks

of Pakistan. UBL has assets of over Rs. 620 billion and a solid record of accomplishment of fifty

years - in addition to the convenience of 1121 branches serving throughout the country and at

several overseas locations. UBL having an integrated network with 17 overseas locations gives

direct access to a comprehensive range of better banking facilities to help monitoring business

internationally.

UBLs branches includes names of countries Bahrain, Qatar, Republic of Yemen, UAE, U.S.A.

and others and its subsidiaries are allocated in U.K. and Switzerland. Its subsidiaries include

names and locations entitled as United Bank AG Zurich, Switzerland, United National Bank

Limited, UK (Joint venture with NBP), UBL Fund Managers Limited and United Executors and

Trustees Company Limited. Its associate company is Oman United Exchange Company, Muscat

and UBL Insurers Limited.

UBL provides a variety of convenience availabilities to its customers. Along with the benefit of

choosing from the largest product portfolio, you will get efficient personalized banking services.

UBL experts assist the right mix of banking services that helps manage the varied financial

situations that one may come across.


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MISSION

UBLs mission is to serve all your corporate needs and ensure your full

satisfaction through product innovation, personalized banking, and top notch service.

UBLs mission statement itself tells its serving abilities that it looks for satisfying needs of its

customers first. It defines of three major important characteristics product innovation,

personalized banking (through customer close interacting relationship) and top-notch service.

The CBG department of UBL defines corporate banking in Pakistan. Among the local banks,

UBLs CBG is the pioneer in providing innovative solutions to its diversified and satisfied

customer base. UBLs CBG considers being a major player in the financial market of Pakistan.

VISION

To be the premier organizations operating locally & internationally that provides the complete

range of financial services to all segments under one roof

UBLs vision statement is to be the leading financial service provider around the globe. The

vision statement is vast and UBL is putting its many efforts in achieving its mission and vision

possible.


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SWOT ANALYSIS

STRENGTHS

UBL offering customized products and services aggressively better than its competitors Improved operational efficiency as to its past Courteous Customer service and fast delivery of online and offline services Marvelous Image and Reputation of the bank in the eyes of its customers Extensive branch network UBL product positioning is very effective UBL target the segment like salaried person, business people and self employed person 1100+ branches all over Pakistan Stands in the list of profitable bank in stock exchange Overseas Branches Attractive Salaries and incentives for employees Personnel of UBL are well trained. Majority of employees have many years of experience

in banking sector and are an asset for the bank.

WEAKNESSES

No standardization in terms of branches some of the branches are very attractive andmost of the branches are not very good like other branches.

In some regions, urban areas of Pakistan service of UBL is not good as compared to otherprivatized banks

The application time is also quite lengthy. UBL is a step behind in using new technology as compared to other banks Security system in most of the branches is not up to the mark.


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OPPORTUNITIES

Bank can extend its network in other cities of Pakistan like other for remotecities, it would increase their sales.

Proper orientation of employees in all branches can help them to cope up with foreignbanks

By bringing new technology and modern business processes will bring the change andincrease their profitability

After improving call centre services enhancing of UBL network can be done

THREATS

Large and increasing competition. High operating costs


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CORPORATE BANKING GROUP (CBG)

The Corporate Banking Group focuses on attracting and servicing large portfolio customers.

CBGs forte is providing exemplary customer service using the "Single Window" concept and

product superiority. The Relationship Management team manned by highly qualified individuals

from the industry has steadily expanded customer base and continues to enhance UBL cordial

relations with our esteemed clients.

Despite the sluggish economic growth in recent years, UBL outperformed all the other local

banks in the corporate banking sector primarily due to CBG's emphasis on establishing and

enhancing relationships with foreign/local blue chip and middle market customers thereby

capturing significant market share.

UBL PRODUCT/SERVICE RANGE

CORPORATE FINANCE

Loan Syndication Structured Finance Term Finance CertificatesFINANCE/CREDIT EXTENSION

Local Currency Facilities Overdrafts Demand Finance Working Capital Finance Import Financing Receivable Discounting Pre and Post Export Financing LMM Funding


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TRADE

Documentary Letters of Credit. Documentary Collection Funds TransferINVESTMENT/CASH MANAGEMENT

Current & PLS Accounts Foreign Currency Cash Collection Utility Bill Collection Capital Market Hybrid Products FX Spot, Forwards and Hedging Rice/Cotton Financing for GinnersCBGOffers full spectrum of services

(Reference Source:https://www.ubl.com.pk/corporate/services/)
https://www.ubl.com.pk/corporate/services/https://www.ubl.com.pk/corporate/services/https://www.ubl.com.pk/corporate/services/https://www.ubl.com.pk/corporate/services/


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RELATIONSHIP BANKING

Its relationship banking comprises of the following steps and procedures.

Assess and understand customer needsUBL ensures on the name of customer satisfaction. It deals with its customers in a way

that can both satisfy UBL and them. To capture the ultimate goal UBL ensures on

understanding and assessing its customer needs.

Providing advice on business needs:

UBL also work, as an advisor for those who want a healthy business life to ensure goodprofitability. It provides advises on business needs to its customer so that they can engage

a nice sustainable advantage.

Helping in finding Viable Financial Solutions for Business Problems :UBL is a solution recommender by which organizations having finance problems can

have the opt. of UBL at first hand service.

Acting as a primary contact for its customers:UBL acts a primary contact for its customers, as of its always highly performing

capabilities UBL has no need to hide its name as a customer satisfier for its customers.


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CORPORATE FINANCING CORE TERMINOLOGIES

RELATIONSHIP MANAGER

Relationship Managers typically handle operational details. Working as a liaison between

different groups of people, a relationship manager facilitates communication, deals with

complaints, resolves problems and coordinates planning. However, if we talk about UBL, its

relationship manager work of Corporate Financing Group is to deal with its clients in terms of

loan or investment transactions. Businesses rely on relationship managers who utilize excellent

communication and analysis skills to coordinate complex and interdependent activities.

RELATONSHIP ASSOCIATE

In UBL Relationship Associates work under the Relationship Managers in order to fulfill the

goal of the relationship management when relationship manager brings the client, the

relationship manager then gives the responsibility to the Relationship Associate to tackle up with

that client.

STANDARD CREDIT APPLICATION

It is an application form, which provides the essential information and details required by most

creditors, regardless of what type of credit an individual needs.

BROWSER BASIC FACT SHEET (BBFS) AND ECIB

These are sheets provided by internal bank resources (BBFS) and the central bank (ECIB) to

ensure the clients defaults from any other banks or their personal information of any crime

charges or further bankruptcy. ECIB is a report, works as a central authority and State Bank of

Pakistan provides this report to all commercial banks in order to reduce crime and defaults of

Banks operating in Pakistan.


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CREDIT ADMIN DEPARTMENT (CAD)

The indicators, which mainly reflect the high quality of banks management, are its

prudent financing decisions, proper control of finance and prompt recovery. In this regard, the

credit policy of bank plays very important roles; it provides the overall framework,

responsibilities, and authorities and facilitates decision-making. Credit department performance

is subject to a defined policy on credit control exercised by the SBP. SBP affect credit decisions

through the weapons of bank rate, open market operations, variable reserve requirements,

selective credit restrictions and prudential regulations.

Credits operations are undertaken in accordance to banks credit policy. The policy strictly

prohibits violation of SBP/Local central banks rules and suggests financing of self liquidating,

cash flow supported and well collateralized transactions, which equate the principle of lending

(safety, liquidity, dispersal, remunerations and suitability).

UBLs CAD is responsible for monitoring and analyzing of clients documents and figure out the

flaws from it. It carefully rectifies the documents and capture the image of falling of them under

the SBP and UBL policy. It also checks the routing sheet based on Annual, Interim and Quarter

basis. CAD is responsible to communicate with RM in terms of loan approved when it is

approved. The final Disbursement Authority Certificate after negotiating with the client is also

made by CAD.

CREDIT RISK DEPARTMENT (CRD)

This department work is to further analyze client borrowing limit and client ability of paying

back. Basically, it does the work of measuring risk or uncertainty of providing loan to the client.

It also measures the interest rate that should be given to the client for borrowing. After

completing all the calculations and forecasting he forwards the case to CAD.


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ECIB

ECIB is the short form ofElectronic Credit Information Bureau, which is located

in Pakistan. ECIB is software for monitoring credit reports FPR Pakistan. The State Bank of

Pakistan monitors the Software and all the Financial Institutions in Pakistan are required to havethis software installed. A monthly process updates the reports at the State Bank end.

DISBURSMENT AUTHORITY CERTIFICATE

It is a certificate, which contains all the elements of loan transaction as prove loan is passed. It

includes many necessary details of which the major important points are the opening date of loan

provided, the maturity date of loan provided and the limits of loan.
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CORPORATE FINANCING OPERATIONS

RM and RAbrings Clients

RA starts

process; fillsBBFA and First

SCA is placed

CAD checksthrough Routing

Sheet and check

under policies of

UBL and State

Bank

CRD analyses the

risk patterns

CAD gives thewords of

approved, not

approved or

things needed

to RM

RM

communicates

about the loan

transaction to

the client

CAD doeschecklist and

issues DAC

Loan istransferred to

the client

CORPORATE

FINANCING

OPERATION

PROCESS


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Following are the procedural steps followed:

STEP 1

Corporate and Investment Banking Groups (IBG)

1. Relationship Manager (RM) and Relationship Associates (RA) are core importantpersonnel in banking who deal with clients regarding corporate financing.

2. Client deals with these two personnel in order start his/her financing process.3. RM is head, as number of RA is working under him.4. RM recommends RA according to client profile.5. RA might be working with many clients, or it may work with one, depending upon size

of client transactions with bank.

STEP 2

Client request RA to start process on his/her financing, in exchange of mortgage or security that

he/she have deposited which is up to 125%. That is the time when first SCA (Standard Credit

Application) is place. SCA is not based on product type, but for individual client.

1. RA responsibility is to start working on BBFS (Brower Basic Fact Sheet)2. On other hand, ECIB, which is a report, requested from UBL to Central Bank to assist

client credit and borrowed history.


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STEP 3

Once paper work is complete regarding BBFS and ECIB, RA hands over the

documents to CAD (Credit Admin Department) for further analyzing; if more requirements are

in need from client to provide.

1. Monitoring and Analyzing of document is done by CAD, and they try to figure out flawsin clients documents.

2. UBLs CAD goes through all documents under the policies of State Bank and UBL.3. If document fails at this stage, it is send back to Corporate and IBGs RM for further

consideration.

4.

If documents clear the stage of CAD, it is forward to CRD (Credit and Risk Department).5. Routing sheet is check on basis of Annual, Interim, and Quarter basis.

STEP 4

CRD (Credit Risk Department) tiers for managers to sign. This may include 3-4 managers, and

even a president of UBL. Depending upon Client profile and Financing limit.

1. CRD job is to further analyze client borrowing limit and client ability of paying back.2. CRD is also responsible to set interest margin range after reflecting on from which

industry client belongs to, such as sugar and textile industries are charge higher interest

while refineries and OMC are charge less in comparison.

3. There might be a point in transaction on which CRD may demand client to cover certainpoint; such as Current Ratio should be 0.75:0.6 more making loan is made.

4. After conditions are met Loan is approved by CRD, and case is forward to CAD forfurther processing.


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STEP 5

CAD (Credit Admin Department) brings under notice of RM that loan is approved

and UBL is agreed to finance this client, after certain adjustment and requirement covered by

client.

As for risk of client getting default bank goes for following risk averse documents options:

Letter of continuity Personal Guarantee Letter of hypothecation of stock D.P Note Mortgage Deed NIC of executants and witness Stock report Insurance policy Party profile

STEP 6

Now RM (Relationship Manager) tells client that loan can be disbursed, ready to utilize. One

more important thing here, which RM has to take care off, is the nature of loan,

1. Either it is Running Finance, which is for 6month to 1year after that it cleanup or it isTerm Finance, which is borrowable for one time. With collateral of 125%

2. Here RM would set KIBOR plus Interest on transaction, which is yet to be made, afternegotiating with client. Taking into account range provided by CRD.

3. RM may demand collateral against loan security depend on condition, client profile andUBL policies. In name of beneficially UBL.

4. After Negotiation is done RM would forward case to CAD (Credit Admin Department)for DAC (Disbursement Authority Certificate).


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STEP 7

CAD (Credit Admin Department) will issue DAC (Disbursement Authority

Certificate) with three major things mention on it.

Date- Opening Date Loan- Maturity Date Limits- Open and Maturity

1. Checklist is done for Property Name, Offer Letter, and Documentations2. CAD is responsible after loan is made, for its recovery. That is why UBL use inspection

team, which throw research on client profile and provided documents.

3. CAD dispatch loan amount to desire branch, which is requested by client.STEP 8

Branch work as a collection and lending body of loan to final client.

1. Either the loan amount is transfer into new current account for client.2. Alternatively, it is transfer to old current account of existing client.


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EFFECTIVENESS AND FLAWS IN OPERATIONS

Besides having so many steps and processes still there are cases whereclients get default due to unstable business activities and fake documents.

The I.T based operating softwares and systems in corporate financing process they areusing is still not much efficient (according to them) to have a faster processing.

Despite of global resection the party being defaulted UBL is still providing loan at acollateral of 125% which say itself not a save side.

High costs incurring; RM manager can alone handle the job No RA is needed further.

Internalization not strong; leaked databases have been found in UBL. When RA and RMcome goes to any other organization UBL loses its clients mostly.


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RECOMMENDATIONS

Have a more stable process to reduce the chances of error.

They say they are managing implications of new I.T. based systems in order to be moreadvanced and competitive but the time remaining to implement that software is 6

months. It should implement it as soon as possible.

They should provide loan at the rate between 30% to 35% at least in order to minimizerisk patterns.

For few clients with good profile RA is required but this position should be eliminatedfrom the process to reduce cost.

Another aspect of advancement of technology; they should keep open information ofclient databases in the organization not restricted to RA and RM only.

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UBL Operations Management

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