Capturing the Operating Account and Selling TM Services

10:15 a.m. - 10:45 a.m.
While conversation about small business typically emphasize bank loans and many business bankers and small business bankers see themselves as lenders, most banks’ small business banking profits are driven by deposits. The critical jewel is the operating account, supported by fees from “money in” and “money move” and “money out” bank services. In many banks, treasury management penetration is less than 30%. This panel will discuss what they’ve learned about redirecting sales teams to capturing operating accounts and selling suites of TM services. Questions include: How do we position our value proposition? What should the small business TM product set include? How do we redirect bankers toward operating accounts and payment products? When and how do we deploy TM specialists in the small business space?