News

Clarity President Nick Miller to Speak at February Deluxe Exchange

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 … Read more »

Branch Manager Small Business Capabilities

January 4, 2018  An $11 billion regional bank has retained Clarity to provide small business training to its branch managers. The training will be conducted in several phases during the 2018 calendar year.  The bank will deploy Clarity’s “Talking Business with Small Business” program to provide foundational financial and conversation skills.  Clarity will then provide … Read more »

Loan Officer Development

December  10, 2017  Clarity is pleased to announce that the firm has been retained by a $12 billion regional bank to assess the company’s sales culture across multiple locations, to recommend strategies for further developing mid-career and senior lenders’ skills and capabilities, and to recommend an approach to transitioning senior credit analysts into junior lender … Read more »

Aligning Commercial Credit with the Line

September 25, 2017 – Clarity President, Nick Miller, spoke today at the Sageworks 2017 Risk Management Summit.  During his presentation, “Transforming ‘Lenders’ into ‘Bankers and Advisors’”, Miller spoke about challenges of aligning the credit policy and underwriting teams  with line bankers and provided a six-element framework for increasing the alignment and the value provided to … Read more »

Is Your Bank CFPB/OCC’s Next Sales Practices Target? Part 1: Stop “Selling”

[April 20, 2017] Waiting for the knock on your door? Our first check point in evaluating our clients’ consumer and small business sales practices is context: “What is the bank’s philosophy?” Read more »

Wells Fargo Timing: Symptom of Broader Failure

[April 18, 2017] The timing of the Wells Fargo case is symptomatic of a broader failure. The general theory about “why this happened” is that branch incentive programs were wrong (widget-based) and that sales managers were far too aggressive in pushing sales staff to sell more. All true, well documented. However: People tend to “go … Read more »

Cross Selling in the Middle Market

Sales Goals and Cross Selling Products in the Middle Market – Barlow First Friday webinar – Nick Miller (Clarity Advantage) and Ned Miller (MZBierly) join Barlow’s Ray Johns and Emily Anderson to discuss the current state and strategies to improve performance.  Since 69% of middle market companies expect NOT to apply for additional credit in … Read more »

What’s the Role of Branches in Small Business Banking?

November 3, 2016  Nick Miller, President of Clarity Advantage, will discuss strategies for serving business customers through bank branches with panelists from TD Bank and Astoria Bank at the American Banker Small Business Banking Conference. Please join us on November 9-11. Read more »

Small Business Banking Conference 2016 – Clarity President, Nick Miller, Returns as Chairman

June 6, 2016    Source Media’s Small Business Banking Conference,  November 9 – 11, 2016, will be chaired by Nick Miller, Clarity Advantage’s President.  Miller returns for his sixth year as Conference Chairman,  partnering with Michele Davidson, Source Media’s Conference Director, to develop the program and serve as Master of Ceremonies on site.  The conference, solely … Read more »

Nick Miller Leads “Branch Transition” Panel at Source Media Retail Banking Conference

April 9, 2016     Clarity President Nick Miller led a panel, “Choosing the Challenges,” focused on the challenges of transitioning branches to a “universal associate” model.  Panelists  David Kerstein (President, Peak Performance Consulting Group),  Jimmy Allen (Group EVP and Director of Retail Banking, Broadway Bank), and Duane Duck (Senior Vice President, Sales Strategy Manager, Bank of … Read more »