At the root of any productive relationship is a base of understanding about the activities and relationships in a customer’s environment and cash cycle.

Focus: Branch managers and small business bankers

Main Messages: Look beyond the immediate needs or transactions that led to your conversation to see the business and financial “big picture” of the small business you’re serving.

Learning Points: Participants develop conversational confidence based on:

• A visual frame of reference for business operations.
• An organized flow of questions and conversation that draw out important information about businesses and owners – visions, goals, people, products, and payment cycles.
• Increased ability to connect business owners’ operations and challenges to bank products and services that can address them.

Delivery:

• Classroom version: Half-day to one-day classroom session for teams and larger groups in meeting settings.