MFI s CHALLENGES TO USE CEDIT SCOING Cultural Constraint Challenge Solution Change esistance Scoring as a tool for challenging goals Lack of Developme

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1 HOW TO INTODUCE CEDIT SCOING FO MICOFINANCE LENDING LiSim September 2007

2 MFI s CHALLENGES TO USE CEDIT SCOING Cultural Constraint Challenge Solution Change esistance Scoring as a tool for challenging goals Lack of Development Vision Scoring as a Threat Intensive Training for all related staff Databases Availability Challenge Solution Not enough quantity and quality data bases Expert models

3 MFI s CHALLENGES TO USE CEDIT SCOING Technological esources Challenge Not enough and specific technological resources for the microfinance market Solution Technological tools may be adjusted from other massive segments Key factor for a profitable portfolio at microfinance

4 HOW DOES CEDIT SCOING AFFECT POLICIES Policies eview Scoring helps to validate aspects inside policies and improve all the approval process. Necessity Validation To accept risky population and to miss target population Avoid Policies Target Population High isk Low isk Policies Population Target Statistical Evaluation Decision eal isk Profile Low isk ejected Population High isk Low isk Approved Population High isk Total 100% Policy Evaluation Wrong Policy ight Policy ight Policy Wrong Policy Average isk

5 HOW DOES CEDIT SCOING AFFECT POLICIES Scoring Policies Multiples characteristics One single characteristic at a time A ange HIGH ISK AVEAGE HIGH ISK AVEAGE LOW ISK LOW ISK score A B C D E F G H I J K TOTAL Bad Total # Total % # PES % PES % % % % % % % % % % % % % % % % % % % % % % % % High isk = ejection A = Approve Average / High = Disbursement with short term, low amount, high interest. = eject Average / Low = Disbursement with average/short term, average/low amount, average interest rate Low isk = No restrictions. *Scoring keeps only basic policies Looks ight Clients Policies Looks ight Products Scoring To Current Products To Potential Clients

6 HOW DOES CEDIT SCOING AFFECT POLICIES Approval Process (Scoring Evaluation methodology) 1 Start First data collection (enough as to apply basic policies) Traditional Process 2 High isk (Automatically ejection) Yes Notification and Disbursement 3 No Basic and Bureau Policies application 3 Clients Database Average isk? Standard Evaluation No Yes 3 No Does the client fits the policies Scoring Yes Behavior Database Intensive Verification (Second Visit + eference consulting) Light Verification (eference consulting) Sociodemographic and Business Data Collection Segmented isk Evaluation Application Score Calculus End Match Verification? Yes 1 2 No 3

7 CLIENTS ELATIONSHIP TOUGH SCOING Collection Process: Behavior models to segment population and apply differentiated strategies regarding payment probability. Approval Process: Applications Models for new clients; More and best new clients CLIENT CYCLE Provisions estimation: enewal and Cross Sells Process: Behavior Models to improve the renewal and cross sells process regarding risk and consumption tendencies Behavior models for an accurate expected loss estimation. (as included in BASEL II)

8 SCOING SISTEMS MAINTENANCE It s extremely important to validate integrally the right implementation model. Implementation Stage Monitoring eports Data Quality ejection Levels Scoring Impact Maintenance Process A maintenance is required depending on an evaluation report alert Behavior Stability Scorecard Evaluation An integral review of the current variables behavior An evaluation of additional variables for possible inclusion in the model.

9 CONCLUSIONS Scoring implementation challenges have always alternatives of success. Scoring gets more attention to clients, due to it maximizes the approvals by reducing the policies and customizing the services offered to the client s risk. Integral risk management through predictive CM. The maintenance is important to guarantee the appropriate performance of the Score Card.

10 THANK YOU VEY MUCH FO YOU ATTENTION For additional information, please do not hesitate to contact me: Lilian Simbaqueba LiSim C.E.O Phone: Address: Cll. 94 A No. 11 A 39 Bogotá - Colombia

11 OU COMPANY LiSim ECUADO Av. La epública 307 y Diego de Almagro Oficina 7B. Tel: / Quito LiSim COLOMBIA Calle 94 A No. 11A-39 Tel : 57(1) Bogotá D.C. Colombia LiSim BOLIVIA Calle Benito Juárez #48 Casa 5 La Florida LiSim PEU Tel (5912) Av. José Pardo 223, Piso 9, Miraflores. La Paz Tel: Fax: Lima LiSim CHILE Simón Bolívar 5917 M Teléfono: (56 2) Santiago de Chile LiSim AGENTINA econquista 661 Piso 4 C1003ABM Tel (5411) Buenos Aires LiSim MEXICO S. De.L. de C.V. San Borja, 816-I. Colonia del Valle. C.P Teléfonos: (52 55) México, D.F. ventas@lisim.com

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