January 15, 2018 Nick Miller, Clarity’s founder and president, will speak twice at the Deluxe Exchange conference in Boca Raton, Florida, on February 6 and 7. Miller’s presentation is entitled “Can the Leopards Change Their Spots? Boosting Sales Focus on Cash Management and Deposit Services.”
While most conversations about commercial banking emphasize lending and many commercial bankers and business bankers see themselves as lenders, deposits and service fees are key to boosting relationship profitability and return on assets. The critical jewel for bank relationships is the operating account, supported by fees from “money in” and “money move” and “money out” bank services.
Roughly half of all mid-sized companies consider cash management at least as important as credit, yet, in many banks, treasury management penetration is less than 30%. Banks are now attempting to capture a larger share of this business, but they haven’t changed that fundamental focus on loans.
This presentation will discuss critical management strategies for redirecting sales teams to capture operating accounts and sell suites of TM services.