>> Client Engagements: Energex - Development of Trading and Sales Processes

Development of Trading and Sales Processes between the Energex Retail Trading desk and the Sales Department. The processes included risk control mechanisms and authority levels for permission to close contracts. The project involved joint disciplinary teams to develop solutions that provided timely and accurate solutions.

Energex - Development of Trading and Sales Processes
Client
Disciplines	Business Process Review and Re-engineering
Situation	There were no processes between the trading desk, which purchases electricity, and the sales teams that close contracts with clients.
Challenge	The trading team were motivated to ensure that as smooth a contract as possible was entered into the hedge book. The Sales team were motivated to sell quantity regardless of margin.
Response	We established a cross-disciplinary team from the Sales and Trading teams as a reference group. A basic process was then established to determine the data that was required to undertake a customer sale. From this key decision points were developed based on the Corporate Risk Management policy. The processes were then developed to minimise risk to the company while ensuring that contracts could be signed as quickly as possible.
Outcome	Processes were established to ensure that the sales team consulted with the trading desk before closing major contracts. In addition, the sales team were provided with clear guidelines on the levels of authority for signing off margins on contracts.