Barriers to Branch Selling: “It’s a Crock”
Last week, at the American Banker’s Small Business Banking Conference, I led a panel discussion of small business bankers focusing on how to get the branch to proactively sell to…
The Middle Market: Cost Reduction and Productivity Opportunities
Key Message: More banks are expressing concern about their near-term expectations for their middle market banking groups in 2008. Taking steps now can improve productivity, cross-sell, and customer service. Executing…
Back to Basics: Credit and Risk Management
Key Message: Small business portfolios continue to perform well. So far, they have experienced none of the volatility nor losses of other lending business. Lenders can continue to produce strong…
Back to Basics in Small Business: Organize within Retail
Key message: While some exceptions to this rule exist, in general a bank’s small business organization should be part of the retail group. The decision process used by small businesses…
Back to Basics in Small Business: Begin with the Branch
Key Message: In order to determine the right segmentation cutoffs for your bank, begin with the branch. The more you can give the branch to do, the better, but the…
Linking Private and Commercial Banking – Part II
Key Message: Effectively linking Private and Commercial Banking requires setting a unified strategic direction and then tirelessly implementing the key tactical requirements for success. The roadblocks to success are significant,…
Linking Private and Commercial Banking
Key Message: Banks need to link their commercial and private banking/wealth management efforts. At a minimum, failing to do so reduces potential revenues. In the worst case, a bank’s inability…
What is Small Business, Anyway?
Key message: We all use the term “small business” as if it were a homogeneous market. In fact, it is extremely diverse. Success with this segment requires that each financial…
In Praise of Commerce Bank
Since our last newsletter, Vernon Hill, the head of Commerce Bank (based in Cherry Hill, New Jersey) has resigned, apparently due to regulatory issues. In light of this, some analysts…
The Misery of C&I Lending
Today, despite an increasingly difficult profit environment for bank loans, many banks continue to pursue C&I lending. Reacting to more aggressive competitors and a more demanding commercial customer, bank management…