Curt Raffi
Aug 17, 2022

Banks are missing an opportunity by not offering solutions that can track expenditures, monitor shortfalls or surpluses, and calculate 'what if' scenarios.

In this hyper-regulated and politically correct world, many banks will not admit that, at their core, they dislike banking small businesses.

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Most institutions interested in expanding business loans to customers and prospects lament the fact that they lack the ideal complement of top tier bankers.

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At the close of 2013, the Thomson Reuters/PayNet Small Business Lending Index (SBLI) reached its highest point in seven years.

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The combination of increasing regulation, continuing sluggish economic conditions and rapidly changing consumer expectations is shrinking the revenue potential of the demand deposit account.

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The banking industry has sadly lost its small business banking mojo in the past five years.

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Just as baby boomers are predicted to have a large impact on entitlement programs, so are they also poised to be a primary driver of small business formation in the next decade and beyond.

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Last month, Inc.

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In the intensive search for new sources of profitable revenue, many financial institutions are missing one untapped source: cross-selling and upselling to existing retail consumer customers who also are small business owners.

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Consultants and other industry experts frequently offer their solutions for success in small business banking.

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It is accepted wisdom throughout the industry that small businesses represent banks’ best opportunity for higher spreads, improved fee income and superior relationship profitability.

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The state of small business banking at most banks, that is, their ability and willingness to serve the needs of small companies, is at its nadir.

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The signs that credit remains tight abound.

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Community banks are struggling in many areas of the country and there’s been much industry commentary on how this category of financial institution will have a difficult time competing with larger banks in the future.

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Bankers have long puzzled over how to serve small business customers profitably, given that this market falls into a fuzzy grey area between retail and commercial banking.

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In today’s sluggish economy, small businesses have not been showing much appetite for taking out loans, although there have been recent signs of a thaw.

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Banks across the nation continue to robustly target the small business customer as a prime source of revenue and differentiation although the going has been tough lately.

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While employment, manufacturing and retail indicators appear to point to an economic recovery, there remains a disturbing trend amongst America’s small business owners.

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