Talking Stick Resort
9800 E. Indian Bend Road
Scottsdale, AZ 85256
Track: Sales & Channels
Thursday, November 10, 2011
Segment demarcations among branch, small business banker, business banker, and middle market bankers continue to change, influenced by market composition, delivery economics, distribution strategies and internal politics. Why are any set of sales and credit size chalk lines the right ones? This session focuses on potential factors besides sales and credit size that should influence where your bank draws the lines, whether they are solid or dotted, and how you know when its time to move them.
The challenges of attracting, retaining, and expanding small business relationships in the branches are well known: deer in the headlights fear of business conversations, low conversation frequency, incentive compensation plans that favor consumer sales, insufficient information systems, etc. This session will focus on efforts by two banks to surmount these issues.
Imagine having one comprehensive personal banking, small business banking, and wealth management relationship that small business owners could access from wherever they live, work, or vacation around the world in 40 countries and territories worldwide. Now imagine the headaches of working across disparate operating models, goals, and compensation as well as client ownership and silo management issues. In this session, we will hear from a bank that has successfully taken significant steps to build and deliver a national and international Premier value proposition by reducing internal barriers and providing "one team" client experiences.
To attract new clients and increase operating revenue, bank marketers are adjusting their marketing strategies. On line is shifting from information and client transaction management to attraction and retention tactics at all points in the sales cycle. This session will present both original research on small business on line behavior and proven tactics and tools for engaging small businesses on line to generate leads, nurture prospects, and create long-term relationships with valuable customers.