Finding new clients that should qualify for taking out loans isa highly challenging task in the post-crisis world, and banksshould undergo structural changes to grapple with the newchallenges, says Laszlo Diosi, head of OTP Bank, a medium-sizedHungarian-held player.
"I work 12 to 14 hours a day not because things are going bad,but because I'm involved in micromanagement. I am closely lookingat all the bank's processes to make changes. We cannot conquer thenew world with the old reflexes. Before, you could sell anything toanyone, now it is very difficult to find new opportunities," Diosisaid.
At present, the bulk of banks' business comes from therefinancing of existent loans, with a battle to win over clientsfrom peers.
Diosi's ambition for this year is for OTP to become moreflexible, so that it would be able to adapt to emergingopportunities. However, this means more than "whipping" the salesforce to bring new clients, with a review of all internal processesbeing necessary.
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