Publications and Webinars

Be a Top Relationship Bank for Your Clients

Evaluate Your Payments Platform to Grow and Retain Commercial Clients

2021 is the year to create a strategy to grow your commercial banking relationships by leveraging your bank’s payments platform. Listen to your commercial clients. They will speak to their needs related to accepting credit and debit cards, invoicing their vendors, and detailed transaction reporting on deposits and payments. This article suggests five ways to improve your payment product offerings to meet your clients’ needs and grow commercial relationships. Read More...

Developing a Client Selection Strategy

Whether your bank is large, small, regional or international, it is imperative to have a stated client selection strategy. A strategy will define which clients are appropriate to engage and retain based on the institution’s revenue goals. The strategy includes attributes such as desired industries, acceptable geographies, and the range of products that are offered. By developing a client selection strategy, executive management can clearly define which clients prospects to pursue. In addition, the strategy guides sales and relationship management, informs operations and underwriting, and supports the efforts of compliance. This article is a guide for sales management but can be informative to key partners in the bank. Read More...

Exiting Relationships: Ten Steps to a Successful Client Exit

Financial institutions are developing client selection strategies to align with the institution’s risk appetite. If your institution has developed a client selection strategy, it can be used to guide the sales organization in client acquisition. With the implementation of your client selection strategy, you may learn that your financial institution has current client relationships that fall outside the acceptable parameters of your strategy. This article suggests an approach that can be used to exit those unacceptable relationships. Read More...

New Business Account Opening Regulations

Don’t Go Digital Without Understanding these Regulations

Despite being well into the 21st century, many small business account openings still occur in the branch, generally due to the lack of a satisfactory digital experience, regulatory requirements, or both. Now that digital account opening is taking hold with consumers, financial institutions are trying to offer a fast and convenient experience for small business customers as well. Making business account opening digital may seem daunting, but the first step in evaluating technology solutions is to understand what regulators look for in a new account process. Read More...

Webinars and Presentations

The Role of Predictive KYC in Fighting Money Laundering – Client Selection Strategies BankInfoSecurity (2021)

"Five ways to build your business in the COVID-19 environment." Panelist at the Executive Roundtable -- Hosted by CareerMinds (2020)

“The New FinCEN CDD Rule: A Dialogue on the Beneficial Ownership Requirement for Customer Due Diligence” Financial Crimes & Compliance Executive Forum, Charlotte, NC (2017)

Know Your Customer Requirements - Are You Prepared for More Regulatory Scrutiny? Treasury Strategies (2015)

“The Future of Big Data and Mobility” sponsored by The Conference Board, New York, NY (March 2012)