Last week BAI Banking Strategies published my attached article on the changes banks should consider to the relationship manager’s (RM) role, a theme I have discussed in the past several newsletters. Twenty years ago the RM’s had across the board responsibility for sales, underwriting, and monitoring of loans. Today, most RMs are solely sales people, often without credit responsibility and in many cases lacking sufficient knowledge or responsibility. These RMs now offer less value to customers. In short, at most banks, today’s RM model no longer works and needs to be reassessed.