• Dave Kerstein_resized
    David Kerstein Oct 5, 2018

    Five ways to score big with small businesses

    Banks can nearly double business banking profits. The secret? Dig deeper into small business sub-segments to find unmet needs.

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  • Comparative analytics in commercial banking

    Claude A. Hanley Jr. Aug 21, 2015

    As commercial banking becomes more important to institutional profitability, bankers need to develop comparative benchmarks in this area similar to those used in retail banking.

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  • Making small business loans profitably

    Jul 7, 2015

    In order to originate small business loans profitably, banks need to increase cross sales, improve internal systems and/or partner with alternative lenders.

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  • Solving the small business dilemma

    • Mary Beth Sullivan
    • Rolland Johannsen
    Mar 27, 2015

    Serving small businesses effectively requires business practices, organizational constructs, and value propositions targeted to this particular market segment.

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  • Strategy First for Small Business Lending

    Paul Schaus Dec 15, 2014

    Small business lending requires a strategy that enables you to clearly define and measure success.

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  • Asking the Right Questions in Small Business Banking

    • Paul Schaus
    • Litz Van Dyke
    Aug 4, 2014

    Banks that want to participate in small business lending should understand how asset-based lending differs from uncollateralized consumer lending.

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  • Designing Products that Small Businesses Really Need

    Elizabeth Whalen Jun 3, 2014

    Banks that have been innovative in designing new products for small businesses say they first ascertain the real needs of those customers.

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  • Singles, Not Home Runs, for Small Business Success

    Charles Wendel_resized
    Charles B. Wendel May 16, 2014

    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.

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