David is a recognized authority on business strategy and change management with over 20 years of senior management experience at “Top 10” banks and leading community banks. He is president of Peak Performance Consulting Group, which helps banks and credit unions achieve superior revenue growth, sales and distribution effectiveness and cost efficiency.
Two very different banks appearing at BAI Retail Delivery 2013 show how marketing success depends on utilizing each institution’s competitive advantages.
The more channels the bank offers, the more customers use, so avoid over-investing in those that don’t make a significant difference to your customers and your own bottom line.
If customer service gets great lip service at your bank, but short shrift from IT, there might be a good reason: lack of solid and usable metrics behind the business case.
As customer transaction activity declines in branches, hyper-local sales and marketing strategies are required to bolster branch network profitability.
Banks have the opportunity to nearly double their business banking profitability by digging deeper into small business sub-segments to find unmet needs.
Effective bank-at-work programs require a target market strategy, relationship sales process, segmented offers and deep penetration of the employee base.