End Cross Selling
Printer-friendly version (PDF) In preparing for next week’s webinar on cross selling, I have been speaking with some present and former bankers about how to make cross-selling work both for…
My Digital Experience
Printer-friendly version (PDF) Some newsletters take weeks to write, marinating in my mind until the ideas begin to form and themes emerge. This one wrote itself at about 11AM today….
Vendors To Banks: You’re Fired!
Printer-friendly version (PDF) Here is a somewhat surprising phenomenon. A small, but we think increasing number of vendors in the finance and payments spaces, are limiting their reliance on or…
Is Small Business a Way Station or a Career?
Printer-friendly version (PDF) Just this week I was trying to reach the head of a regional bank’s small business group. He emailed back that he had switched jobs and I…
Dear Senator Warren
Printer-friendly version (PDF) Dear Senator Warren: The recent Senate hearings and your comments directed at Well Fargo’s CEO have certainly caught the attention of my clients, U.S. commercial banks. No…
Why Things Don’t Change in Business Banking
Printer-friendly version (PDF) Past newsletters (and many client projects) have focused extensively on the attractiveness of the small business market and detailed the actions required to succeed in that space….
The Perils of Cross Selling and How to Avoid Them
Printer-friendly version (PDF) Recent new stories about Wells Fargo and its cross-selling misadventures have put a harsh spotlight on a practice that many banks pursue and increasingly emphasize. Successful cross…
Relationship Management in the 21st Century…and 20th…and 19th
Printer-friendly version (PDF) Last time, we highlighted the challenges that banks face in successfully implementing an effective approach for relationship building. Hurdles include new and more agile competitors, a sometimes-skeptical…
Relationship Management, Yes! Relationship Managers…Maybe – Part I
Printer-friendly version (PDF) As banks pursue growing revenues and deepening client relationships, many find themselves in a fight for which most are ill suited; in some cases they do not…
Selling to a Bank: Advice to Vendors and Banks
Printer-friendly version (PDF) In recent weeks I have had the opportunity to review 20+ proposals from alternative finance (alt fin) companies in response to RFPs from banks evaluating potential lending…