Microbusinesses: Small in Size But Not in Potential
Printer-friendly version (PDF) This week we continue our exploration of the four segments that comprise SME banking, beginning with the segment that is largest in total number of businesses but,…
SME: Four Segments Not One
Printer-friendly version (PDF) This newsletter begins a series that will focus on defining and differentiating the four key segments that make up a bank’s focus on SMEs or small and…
One More Time: The Case for Small Business Banking
Printer-friendly version (PDF) “Why should we bother with small businesses? Your own numbers say most banks lose money from small business loans.” – Retail bank head, Northeast “We are much…
Banks have capacity for unlimited meetings
Printer-friendly version (PDF) During a meeting with some executives from an alternative finance company, part of the discussion centered on how long it took to get through a bank’s vetting…
The Top Ten Things to Do in 2016 Is One Thing
Printer-friendly version (PDF) We all love lists, particularly those that relate to New Year’s resolutions for improving our businesses and ourselves. But the fact is that for most financial institutions…
Sam Eichenfield: Rest in Peace
Printer-friendly version (PDF) When I told my son, Sam, that the man he had been named after had died, he asked, “Was he a teacher?” I realized then that I…
Figuring out Who’s On First in Alternative Finance
Printer-friendly version (PDF) I began working in the alternative finance company (AFC) space over two years ago. For the uninitiated, at first alternative finance largely involved non-banks lending to consumers…
The Digital Dilemma
Printer-friendly version (PDF) There can be no doubt that providing a digital platform for consumers and small businesses has become a top priority for many banks and credit unions. Increasingly,…
Forming Alternative Finance Alliances
Charles Wendel discusses the changing relationship between alternative finance companies and traditional lenders, which has evolved from competitive to cooperative. He outlines the essential criteria that equipment finance companies should…
No More Cross Sales
Printer-friendly version (PDF) Several of our recent newsletters have focused on the critical importance and unparalleled value of deepening client relationships by selling more products to each customer, in particular…