Charles has extensive experience as a banker and a consultant and is a well-known public commentator on financial services industry issues. Beginning his career with Citibank as a commercial lender, he also worked as a merchant banker with Schroders and Bankers Trust and as a consultant with Mercer Management Consulting and McKinsey & Co. before founding FIC Advisors in 1995.
Successful cross selling is the closest thing in banking to a ‘secret sauce’ for profitability, but it isn’t easy.
To improve sales to small businesses, bankers need to make sure they’re calling on the right prospects and handing off the sales process to the right units.
Bank technology is way too important to be left to the technologists, which is why line involvement is needed to shape technology decisions.
Yes, leadership is key to a bank’s success, but so is the internal culture and methodology for handling day-to-day issues in a consistent manner.
While there is no “secret sauce” to success in banking small business, focusing on several discrete activities and getting them right will move you in that direction.
Banks that truly want to ‘walk the walk’ in small business banking need to do the analytical and structural work crucial for success.