Less May Be More in Generating Growth
For many banks, offering fewer products to fewer types of customers will be the path to increased revenue growth and larger profits. This may seem to be counterintuitive in a…
Forget the Secret Sauce in Banking
Years ago, I was setting up a meeting with a top ten bank prospect whom I had met at a conference. While on the phone he asked, “Do you have…
The Middle Market: How Banks Can Capture A Major Growth Opportunity
Most middle market banking groups are failing to achieve their potential. As banks struggle to generate new revenue, more are increasing their focus on middle market companies (typically $10…
What Exactly Does FIC Do?
Since FIC has existed for 20+ years and I have consulted longer than that, last week I was a bit surprised when a banker asked me the above question. He…
Accentuate the Positive in Strategy
Bank strategies need to be reviewed and revised regularly as markets, competition, and opportunities change. But many bank executives seem to view strategy like the proverbial can of worms that…
Small Business Training: Great Idea But When?
Recently, I received a call from a reporter who was writing about banks increasing their training activities in the small business and commercial spaces. The training centered on strengthening product…
Revitalizing the Relationship Manager
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…
Accentuate the Positive in Strategy
A consulting colleague of mine, Liz Bentley, has developed a thriving practice in executive coaching. As part of her diagnostic work she often begins her analytic process by conducting 360…
Does the RM Model Need Redesign?
My last newsletter focused on the fall of the commercial banking RM from something approaching the status of rock star (ten years or more ago) to today’s rules based functionary….
Putting the Line In Charge Again
When I began my career as a commercial banker several decades ago, it was a position of significant prestige meriting respect from both the customer and bank support staff. Internally,…