Data Solutions

Data Strategy for Institutional Banking Analytics Enablement

Challenge

A leading Europe-based universal bank aimed to redefine how data was used within its Institutional Banking and Markets (IB&M) division. The objective was to transform data from a passive reporting asset into a strategic commercial product that could deliver insight-led value to institutional and government clients.

The challenge lay in creating a data strategy that positioned analytics as a core component of client engagement — enabling relationship teams to deliver data-driven advisory, targeted solutions, and measurable commercial outcomes.

Key issues included:

• Disconnected data assets across transaction banking, risk, and markets functions.

• Lack of a unified framework for transforming analytical insights into commercial products.

• Limited internal capability to educate and enable frontline teams to leverage analytics in client conversations.

• Absence of structured data governance and cross-divisional delivery alignment.

The goal was to design a commercial data strategy that treated analytics as a new product line — scalable, client-facing, and revenue-generating.

Solution

Harmonic Strategy acted as Lead Consultant to design the data and analytics strategy for the bank’s institutional coverage function, positioning data as a strategic enabler of business growth.

1. Commercial Data Strategy Development

   • Defined the data-as-a-product vision and framework for the institutional banking division.

   • Established an analytics value chain — from data sourcing and enrichment to insight packaging and client delivery.

   • Created a product taxonomy for internal and external data services, enabling monetisation of analytical insights.

2. Governance & Operating Model Design

   • Designed a cross-functional Data Governance Framework linking Relationship Management, Transaction Banking, and Markets teams.

   • Formed a Data Council with defined RACI roles to manage data quality, stewardship, and ethical use across institutional clients.

   • Embedded governance checkpoints within the client lifecycle to ensure compliance and control over data use in advisory contexts.

3. Analytics Platform & Client Insight Enablement

   • Mapped institutional data flows across multiple platforms — payments, trade, and market data — to create a unified analytics repository.

   • Enabled real-time insights delivery through interactive dashboards and visual analytics tools.

   • Developed modular analytics products such as liquidity heatmaps, trade flow visualisers, and sector benchmarking models.

4. Internal Capability Building

   • Delivered targeted education programs for coverage teams on data-driven client engagement.

   • Created playbooks and client insight templates to guide front-line bankers in using analytics to identify growth opportunities.

   • Established a cross-divisional engagement process for bringing new analytics solutions to market, with clear handoff points between strategy, data, and technology teams.

5. Performance Measurement & Monetisation

   • Defined KPIs for measuring adoption and impact of data products — including revenue contribution, NPS uplift, and client retention metrics.

   • Developed pricing and packaging models for offering premium data analytics services to top-tier clients.

   • Implemented an ROI dashboard to track the commercial performance of data initiatives across the IB&M portfolio.

Key Deliverables

• Data-as-a-Product Strategy & Operating Framework

• Data Governance & Stewardship Model

• Unified Analytics Platform Blueprint

• Client Insight Enablement Toolkit (Playbooks & Dashboards)

• Commercial KPI Framework and Monetisation Model

• Data Council Governance Charter

Client Benefits

• Positioned data as a revenue-generating product, not just an operational asset.

• Enhanced client engagement through insight-led advisory and tailored analytics.

• Strengthened data governance and risk control across institutional functions.

• Improved collaboration between relationship management, analytics, and delivery teams.

• Established measurable ROI and performance tracking for all data-driven initiatives.