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Summary
In today's competitive banking environment, institutions that thrive aren't just making good loans — they're building deep, loyal deposit relationships and developing diversified revenue streams that don't depend on interest rate cycles. At the center of every high-performing bank's deposit and fee income strategy is a skilled, trusted banker. During this webinar, we’ll discuss strategies and tactics bank managements teams can develop to position relationship managers to drive two of the most critical elements of long-term bank profitability: deposit growth and fee income.
Developing a strategic framework for attracting more deposits and cross-selling additional services:
- Defining competitive sales strategy – goals, targets, tactics
- Preparing the organization to implement the strategy
- Providing essential training and coaching elements
- Tools needed for Commercial Lending teams to succeed:
- Targeting small business opportunities using the S&P Capital IQ Pro Commercial Prospecting solution
- Leveraging Vertical IQ's industry research to become a trusted partner for businesses
Speakers
Clarity Advantage
Nick Miller
President
Nick Miller assists commercial and small business banking sales teams to generate more profitable relationships, faster, by closing the gap between when clients hope for or expect from their bankers and what bankers deliver. He has consulted with community, regional, and money center banks and credit unions in the US, Canada, and Mexico on sales strategy, implementation of new sales initiatives, business partner alignment, value propositions, sales process, customer experience, sales support and enablement, and staff skills development and training. He has written extensively on marketing and selling to small business clients and prospects, developing trusted advisor relationships, and value-based conversations. His “Weekly Sales Thought” column circulates globally and his articles have been published or quoted in journals including ababankmarketing.com, BAI Banking Strategies, Sales & Marketing Management, Commercial Lending Review, The RMA Journal, and American Banker. Nick is a co-founder of the leading industry intelligence platform, Vertical IQ; the American partner for small business content strategy provider The Small Business Company; and a director on the board of the Irish software company, Econiq. He lives in Cambridge, Massachusetts with his spouse, four guitars, a baritone horn, dozens of books on small boat sailing, and a treasury of bright bow ties.
S&P Global Market Intelligence
Maureen McKenna
Head of Partnerships and Business Development
Maureen McKenna is the Solutions Lead for U.S. Commercial Banks at S&P Global Market Intelligence. In this role, she produces segment specific thought leadership and identifies opportunities for Commercial Banks to partner with S&P Global to leverage our full suite of products. Maureen started her career with SNL Financial in 2008 and has been producing training seminars and executive level conferences for professionals at US Commercial banks for the last 14 years. Maureen gradated from the University of Virginia with dual degrees in Economics and Psychology.
S&P Global Market Intelligence
Tim Grinham
Commercial Banking And Lending Product Specialist
Tim Grinham has 20+ years in the financial industry focused on residential lending, asset management, commercial workout and commercial lending. Prior to joining S&P Global, Tim was the Vice President of Business Banking at Berkshire Bank. Tim worked with businesses between $1MM- $25MM in revenue and was known as an SBA Lending Expert.
Questions?
Please contact us if you need more information or have trouble accessing the webinar.