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          Case Study: Banco BMG S.A.

          Banco BMG S.A. logo

          Banco BMG listens for warnings with Nexidia Analytics

          Since 2018, Banco BMG has partnered with NiCE Nexidia Analytics and a customer experience consultant to transform its business and enhance services.

          View story

          Download PDF version

          Additional Case Studies

          Banco BMG Transforms Customer Retention and Sales with Interaction Analytics
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          Banco BMG Transforms Customer Retention and Sales with Interaction Analytics

          Banco BMG listens for warnings with Nexidia Analytics
          Case Studies

          Banco BMG listens for warnings with Nexidia Analytics

          ABN AMRO Lisa Langenkamp - NiCE Nexidia Customer Case Study
          Case Studies

          ABN AMRO Lisa Langenkamp - NiCE Nexidia Customer Case Study

          View All Case Studies

          Customer Story

          • CUSTOMER PROFILE
          • THE BEFORE
          • DESIRE TO CHANGE
          • THE SOLUTION
          • THE RESULTS
          • THE FUTURE
          • What can NiCE do for you?

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          CUSTOMER PROFILE

          Banco BMG wanted to take a proactive approach to scoring customer relationships that could be headed for legal or regulatory action. The company applied NiCE Nexidia Analytics to flag conversations with these characteristics, then created a special agent team and workflow to try to resolve the difficult situations.

          THE BEFORE

          A quest for transformative ideas

          Banco BMG began working with NiCE Nexidia Analytics and customer experience consultant in 2018 to find opportunities to transform its business and find novel ways to improve services. Speech analytics have been responsible for a number of innovative improvements since then, and the company wanted to expand on these early successes to improve other business outcomes.

          DESIRE TO CHANGE

          Staying in good graces

          The bank knew that, hidden in the more than 550,000 calls it fields every month, a small number of customers are dissatisfied enough to escalate their complaints to a lawsuit or regulatory filing. By understanding the customer journey up to that breaking point, Banco BMG reasoned that it could reduce the number of high-risk outcomes by taking swift action to address those customers’ concerns. In effect, the bank wanted a new KPI in its call center: verbal dissatisfaction cues from callers.

          THE SOLUTION

          Building a Lawsuit Prediction Model from past experience

          Banco BMG identified nearly 25,000 customers who had initiated legal proceedings over an 18 month period, and analyzed the more than 170,000 interactions associated with those customers. That analysis became the basis for a new predictive model which is now applied to all new interactions.

          The organization wanted more than the KPI and more than a predictive model to provide early warnings. The real goal was to reduce the overall incidence and cost of these highrisk situations. The bank picked two of its best customer service agents, provided additional training, and gave them a new exclusive duty: to make things right with these customers on the edge.

          THE RESULTS

          Strong warning signals and a high success rate

          The Nexidia analysis flagged several strong indicators of trouble, including:

          • Multiple calls to deal with the same problem
          • Direct threats of escalation to an outside authority
          • Direct mentions of dissatisfaction
          • Remarks showing frustration or loss of confidence, such as “I give up,” “I’m tired,” or “I can’t stand it anymore.”
          • Complaints about missing information
          • Complaints about slow resolutions or a lack of response
          • Requests to see the legal documents governing an account

          From these indicators, Banco BMG generates daily alerts of callers who meet one or more of these criteria. These alerts are forwarded to the specialists, who quickly analyze the cases and call the customers with a resolution or a targeted request for more information.

          This specialist team reaches out to hundreds of clients each month. Early results show that the specialists resolve 62% of these high-risk issues, referring the rest with a refined and high-priority support ticket for further action by the bank.

          THE FUTURE

          More to learn, more to improve

          As the program continues and the bank gains more long-term data about the effects of the early intervention in high-risk situations, it will be able to study the impact on customer satisfaction and Net Promoter Scores. From the initial analysis and early months of interventions, Banco BMG has already identified opportunities for improvement in several departments including the contact center, marketing, ombudsman, and product development functions. And the Lawsuit Prediction Model program is being considered for other Banco BMG business units, such as insurance.

          The project will also further explore the differences in voice profile between customers who actively mention taking legal or government action while on the call from those who never mention those topics but use phrases that indicate high levels of frustration, impatience, or loss of confidence. The hope is to identify even more potential threats which might otherwise sound like normal or neutral interactions.

          “NiCE Nexidia Analytics helped us build a predictive model for customers with the potential to take legal action. Through daily alerts and a team of experts, we quickly analyze these cases and call the customers with solutions.”

          CLIENT SERVICES SUPERINTENDENT
          BANCO BMG

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          FABIO MAGALHAES DE SOUZA

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          ABOUT

          Banco BMG S.A. provides a wide range of retail and wholesale banking services including credit, finance, and investment products to 9.1 million customers, primarily in Brazil.

          INDUSTRY

          Financial services

          WEBSITE

          www.bancobmg.com.br

          LOCATION

          Headquartered in São Paulo, Brazil

          AGENTS

          950 agents

          GOALS

          • Identify legal and regulatory threats
          • Intervene before high-risk clients escalate to outside authority

          PRODUCTS

          NiCE Nexidia Analytics

          FEATURES

          • Phonetic and tone analysis of customer interactions
          • Database of over 170,000 past interactions meeting desired criteria
          • Workflow tools to escalate high-risk encounters to specialists