Sageworks Steven Marting and Nick Miler from Clarity Advantage present how community banks and credit unions can make process improvements that equate to increasing demand and performance for small business lending.
4. 4
The premier conference for lending and risk
New expanded agenda to include lending, credit and portfolio risk!
• Learn:
» Sessions dedicated to lending, credit risk and
portfolio risk
» Led by industry experts to address your
challenges around growth and risk
» Earn CPE credits
• Network:
» More than 250 bankers from 130 institutions
attend
• Apply:
» 98% of attendees recommend the RMS to
community bankers
» Offers actionable insights to help banks grow
profitably and mitigate risk
Sageworks.com/Summit
14. Focus
• Are you about loan transactions (time sensitive
financing for CRE) or full relationship?
• Do you want C&I or not? Do you want credit card
or not? Do you want trade finance or not?
• Which types of people, companies, or transactions
will you focus on?
16. Differentiation
• Are you competing on price and structure or other
value paradigms (tangible, intangible)
• Why switch, why borrow from you, why consider you?
– Appetite for particular industries or types of transactions?
– Specific expertise in a particular business type?
– Snappy integration across the bank?
– Products beyond the loans (payables automation,
commercial card, etc.)
• Specialty – what do you want to “own” and be known
for in the market?
18. Reach/Market Coverage
• Reach - Where are they? How will you reach them?
• Market coverage
– Bodies on the street
– Telephone resources – opening conversations
– “Presence” in terms of branches or LPOs
– “Presence” on line
22. Market Communication
• Brand marketing
• Specific capabilities or appetites (e.g. tombstones)
• Relationship maintenance (e.g. sources of
referrals)
24. Compensation Plan
• Treasury management and deposit services
• Wealth management referrals
• Loans
– Production - New loan commitments
• CRE
• C&I
• Other (e.g. card)
– Growth - Average outstandings
– New names to the bank
31. Strategic Network Development
• Who do you want your networks to feed you?
• How are you managing time?
– Existing COIs
– New COIs (aligned with strategy)
– Current clients
– Formal and informal networks
– One to many opportunities (sponsoring, speaking,
writing)
39. 39
At ABC Bank, we want to get to know your
business and your concerns so that we can
create banking solutions that meet your
unique needs. blah blah blah
▌ Term Loans
▌ Real Estate Financing
▌ Revolving Lines of Credit
For more information, contact your branch
Business Lending
▌Unsecured Line of
Credit
▌Equity Financing
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