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Funds transfer pricing for profitability measurement

While bankers have generally become more sophisticated in their understanding and execution of profitability analysis, all too often, they are limiting their potential for success by failing to utilize tools such as funds transfer pricing Read More

By |2022-09-15T09:44:12-05:00February 24th, 2016|Comments Off on Funds transfer pricing for profitability measurement

Reducing bank courier expenses

In today’s sluggish economy, banks are looking under every rock for cost savings in order to show better earnings growth. One source of expense control, however, has been hiding in plain sight: the cost of Read More

By |2022-09-15T09:45:07-05:00February 17th, 2016|Comments Off on Reducing bank courier expenses

Becoming the bank your customers love

Like many other large, complex and regulated industries, the very foundation of banking is being challenged, to the point that we often hear the saying,“Banking is necessary; banks are not.” Yet, here we are today Read More

By |2022-09-15T09:43:21-05:00February 1st, 2016|Comments Off on Becoming the bank your customers love

Millennials on banks and money

There’s been a lot of debate about millennials and their likes and dislikes. I myself cite regular surveys that millennials would rather go to the dentist than visit their bank and that surveys of millennials Read More

By |2023-02-23T16:06:12-06:00December 11th, 2015|Comments Off on Millennials on banks and money

Five ways to make cross-sell more effective

It’s common knowledge that it’s easier and cheaper to sell to existing customers than to attract new ones. However, according to studies that I conducted at two major banking institutions, many cross-sell efforts result in Read More

By |2022-09-15T09:44:00-05:00December 1st, 2015|Comments Off on Five ways to make cross-sell more effective

Embedded analytics for smarter sales

Bankers need help selling to demanding, savvy customers in all channels. But it’s a challenge to provide personalized, needs-based product and service offerings at the point-of-sale without possessing in-depth knowledge of every banking product.

Today Read More

By |2022-09-15T09:43:52-05:00November 23rd, 2015|Comments Off on Embedded analytics for smarter sales

Building the sales justified branch network

Stretching back to the 1980s, a key worry with branch consolidation has been customer attrition, or the risk that accountholders will take their business elsewhere if their anchor local branch is closed or merged with Read More

By |2022-09-15T09:43:27-05:00November 20th, 2015|Comments Off on Building the sales justified branch network

Three steps for attracting millennial customers

It’s a simple fact: Millennials are your future customers. Already the largest group in the workforce, the leading edge is now in their 30’s and reaching an age when they have stable jobs, are forming Read More

By |2022-09-15T09:45:44-05:00November 13th, 2015|Comments Off on Three steps for attracting millennial customers

Four principles for capturing customer value

The last five to seven years in retail banking have been dominated by the arrival of omnichannel, that is, a bank’s ability to allow the customer to pull a tailored customer interaction through the customer’s Read More

By |2022-09-15T09:44:04-05:00November 6th, 2015|Comments Off on Four principles for capturing customer value

Three steps for managing customer wait times

Customer wait time is one of the most reliable leading indicators of customer satisfaction in retail because, well, customers don’t like to wait. And if they do have to wait, they express the opposite of Read More

By |2022-09-15T09:45:45-05:00November 3rd, 2015|Comments Off on Three steps for managing customer wait times

How to keep more profitable deposits

Bankers throughout the country are increasingly focused on both attracting properly-priced funds and creating more practical, customer-centric ways to retain quality deposits. It’s no secret that retaining appropriately-priced deposits is a more cost-effective proposition than Read More

By |2022-09-15T09:44:24-05:00October 19th, 2015|Comments Off on How to keep more profitable deposits

Three priorities to set for 2016

Many banks are now in the midst of their budget and planning seasons, aimed at improving efficiency and performance in 2016. The continued low interest rate environment, limited growth opportunities and more non-traditional competitive threats Read More

By |2022-09-15T09:45:44-05:00October 9th, 2015|Comments Off on Three priorities to set for 2016

Cam Marston on banking the Millennials

Bankers well understand the importance of the Millennials (born 1980 to 2000) to their future business. They are, after all, the next generation coming through the pipeline, following Generation X (1965-1979) and the Baby Boomers Read More

By |2022-09-15T09:43:29-05:00October 5th, 2015|Comments Off on Cam Marston on banking the Millennials

Four steps to getting branch transformation right

Perhaps the single most important threat facing the banking industry is the fundamental change in the way consumers and small businesses use branches. Routine service transactions are being displaced by online and mobile, causing branch Read More

By |2022-09-15T09:44:05-05:00September 25th, 2015|Comments Off on Four steps to getting branch transformation right

Building buzz with social media

How do banks build buzz with social media? I’m not going to make you wait until the end of my article to get the answer. So here it is: they need to increase engaged subscribers Read More

By |2022-09-15T09:43:27-05:00September 21st, 2015|Comments Off on Building buzz with social media

Three steps for mobile marketing

Consumers have embraced their mobile devices to check balances, make payments and conduct other financial activities, giving marketers the ability to reach them more easily. But, to take advantage of this access, bank marketers need Read More

By |2022-09-15T09:45:45-05:00September 1st, 2015|Comments Off on Three steps for mobile marketing