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,…
Focuses on improving performance in small business and middle market banking.
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,…
At most banks the state of the small business banking they offer, that is, their ability and willingness to serve the needs of small companies, is at its nadir. Despite…
Imagine if day-after-day and year-after year you threw out 40 percent or more of the food you had worked hard to buy. You have carried that food home, unpacked it,…
Small business banking largely remains an execution business, one in which the day-to-day actions of the bank result in success. That is not to denigrate the importance of strategy. Banks…
It is no secret that banks need to do more with less. Lower branch profits, higher regulatory and compliance costs, higher costs of credit, more dollars required for technology and…
Recently, we were speaking to a client about the various approaches he might take to improve his bank’s small business and commercial banking sales processes. He expressed frustration about the…
In the last week, the headlines of two articles appear to tell very different stories about prospects for small business borrowers and their lenders. One article states “Banks Ready to…
Many banks continue to approach their commercial customers with the same set of loan products. Many may be missing an opportunity to strengthen customer relationships by expanding their product set…
Executive Summary: FIC’s last newsletter discussed the importance of banks focusing on cost reduction if they are to generate strong earnings in 2012. This newsletter, written with the input of…
Next month, I am speaking at a small business banking conference on the topic “Why Banks Can’t Deliver What Small Businesses Want.” The fact is that many small businesses believe…