Enterprise -> Finance
By: Daniel Melo, Principal Consultant for FICO Europe, the Middle East and Africa, FICO
Published: 12th September 2013
Copyright FICO © 2013
Naturally, people do not like to hear from a collections department. Finding a way to communicate with customers that minimises their discomfort and embarrassment is central to a successful collections strategy. Mobile technology provides this alternative by enabling a different kind of communication, with SMS and automated reminders replacing the unsettling live call from a hungry collector agent.
For collections organisations, the benefits of targeted, automated, mobile communications are higher customer satisfaction and fewer complaints. With the ability to work large volumes of cases in a short time, they can also identify accounts with issues early and focus agent time on these more complicated delinquencies.
The quickest and most scalable method is usually an automated call, text or email to a mobile device. However to fully leverage the potential of automated contacts to mobile devices, collections organisations need finely targeted, even customer-specific, communications strategies to coordinate strategy execution across all channels, capture results and manage follow-up.
Analytics and business rules can be used not only to segment delinquent groups based on credit risk but to determine which channels and sequence of actions are most likely to be effective based on risk, customer preference and the results of past contacts. Automated, intelligent communications solutions use scores and data from numerous sources to determine the best contact strategy for each customer at the current point in time.
Well-targeted automated messages are generally well-received because they’re less embarrassing and awkward than talking with an agent. Customers can often privately and conveniently resolve the delinquency themselves using self-service options for making a payment or even negotiating a payment plan. Here are some examples:
One of the secrets to raising your success with mobile collections is segmenting your audience not only by debt type and days overdue but by preferred communication message and communication type. For example, FICO’s research with UK clients using our own FICO Adeptra Risk Intervention Manager shows differences in channel response depending on variables such as whether an automated call has a male or female voice. We have observed greater rates of automated resolution with the male voice, but also higher rates of disconnect. Female voices create a higher rate of requests to speak with a live operator, and overall lead to a slightly higher conversion rate.
Mobile engagement doesn’t fully replace live collectors—some customers will always want to speak to an agent. However it is a critical part of a successful collections strategy, particularly if you are competing for payback in a debt-stressed environment. These days, unfortunately, that’s most of the world.
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