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 »
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 »
[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 »
[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 »
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 »
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 »
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 »
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 »
March 10, 2016 At the Consumer Bankers Association “CBALive!” conference this week, Clarity President Nick Miller shared perspective about the use of big data in increasing sales force productivity. Speaking yesterday in a Small Business track panel led by Gail Gandy, Senior Vice President from Wells Fargo Bank, Miller joined fellow panelists Frank Aloi from … Read more »
January 18, 2016 Clarity President, Nick Miller, will join Bill Hippensteel (BAI), Mary Beth Sullivan (Capital Performance Group), and Rob Berini (Genpact) to judge entries in the Barlow Research Associates 2016 Monarch Innovation Awards. Designed to highlight what’s new and innovative, particularly in the small business banking space, industry partners and banks submit entries. This … Read more »
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