News

Clarity Assists Super-Regional Bank to Increase Deposit and TM Sales Opportunities

April 15, 2018   Clarity has been engaged by a super-regional bank’s business banking team to assist in broadening the bankers’ approaches from loans, in which they generate top-of-the-industry performance, to include deposits and cash management services. The objective is to continue the team’s loan generation momentum while increasing the number and quality of deposit and … Read more »

Nick Miller to Chair 2018 SourceMedia Small Business Banking Conference

April 1, 2018   SourceMedia has invited Clarity President, Nick Miller, to return as Chairman and Master of Ceremonies for the November, 2018 Small Business Banking Conference, the industry-leading small business banking conference, now named “SmallBiz”.  Miller has served in this capacity for six previous conferences, collaborating with the SourceMedia team to develop program content and … Read more »

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 »