Commercial Banking

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Winning the competition for commercial lending

Lending serves as the lifeblood of financial institutions—and commercial lending, in particular, occupies a key place in most of their portfolios. But the size and complexity of these loans makes them much more time consuming to execute. As a result, they often represent a disproportionate share of the balance sheet compared to consumer-focused financing. So is the Read More

By |2020-05-27T17:58:10-05:00March 20th, 2019|Comments Off on Winning the competition for commercial lending

Checking in to a new profit center: Hospitality lending as a commercial portfolio essential

Commercial loans signal the beginning of long-term business banking relationships—and promise a major source of revenue. What’s more, the sectors ripe with opportunity are plentiful: manufacturing, energy and healthcare are all popular examples of commercial verticals that banks consider as they source new lending opportunities. But—and here’s the challenging part—many lenders fail to recognize the low-hanging fruit Read More

By |2020-05-27T17:58:11-05:00February 25th, 2019|Comments Off on Checking in to a new profit center: Hospitality lending as a commercial portfolio essential

Commercial escrow goes anywhere, anytime

With anytime/anywhere/any device access moving deeper into the banking stack, commercial escrow is also beginning to transform. At least a dozen banks, ranging in size from middle-market institutions to Tier 1 powerhouses, currently promote some type of self-service escrow management. Today, such tools range in sophistication from online submission forms to full-featured portals. Regardless, it’s a sure Read More

By |2020-05-27T18:00:06-05:00September 7th, 2016|Comments Off on Commercial escrow goes anywhere, anytime

Automating loan decisions for small businesses

It’s no secret that small business loans historically offer small profit; in fact, there is little economic difference in funding a $100,000 loan versus a $1 million loan. However, even though these loans may not always be the biggest movers to a bank’s bottom line, this type of lending is essential to establishing and building lasting relationships Read More

By |2020-05-27T18:00:08-05:00July 15th, 2016|Comments Off on Automating loan decisions for small businesses

Linking private and business banking

One way for banks to increase banker productivity and per-customer profitability is to better link their commercial and private banking/ wealth management efforts. Serving both the commercial and personal wealth requirements of a business not only builds revenue but also increases account stickiness and improves client retention.Only after starting my own business did I realize how intimately Read More

By |2020-05-27T18:00:09-05:00June 24th, 2016|Comments Off on Linking private and business banking

Incentives for business customer profitability

Many bank CEOs find strategic plan execution more difficult to manage than strategic plan setting. The reason is that CEOs can control every aspect of a strategic planning session but not every step of implementation. The problem is that the minutia of daily bank life creeps in and dominates the time of employees, who are ultimately the Read More

By |2020-05-27T18:00:37-05:00February 3rd, 2015|Comments Off on Incentives for business customer profitability

Venturing, Cautiously, into International Trade Finance

Global commerce is bringing down barriers around the world, including the barrier to bankers entering into International Trade Finance (ITF). Companies of all sizes are being pulled into cross-border commerce by the forces of supply and demand, facilitated by the Internet and fueled by shifting and unequal labor force costs. The question for banks is, should they Read More

By |2020-05-27T18:00:40-05:00September 12th, 2014|Comments Off on Venturing, Cautiously, into International Trade Finance

Seeking Efficiency in Corporate Real Estate

As banks struggle to push their share prices back up to something resembling pre-crisis levels, many are missing cost savings opportunities hidden in plain sight: in branch network facilities and the corporate real estate (CRE) portfolio. Smart management of these assets can improve an institution’s efficiency ratio by simultaneously reducing operating costs and improving productivity, thus impacting Read More

By |2020-05-27T18:00:43-05:00May 14th, 2014|Comments Off on Seeking Efficiency in Corporate Real Estate

Improving the Commercial Lending Experience

Delivering “Best-in-Class” customer service to commercial clients is an often-expressed commitment in bank vision statements. So, why do so many banks find it difficult to deliver on that promise? Unless a consistent, across-the-board commitment to best-in-class service is held by everyone in the bank’s commercial lending group, including credit analysts, loan administrators, doc prep, processors, loan assistants Read More

By |2020-05-27T18:01:03-05:00August 5th, 2013|Comments Off on Improving the Commercial Lending Experience

The Future of Branches: Reinvention

Many industry analysts and practitioners clearly believe the future of retail banking requires a dramatic reduction in the absolute numbers of bank branches across the U.S. In a recent column, banking investor and analyst Tom Brown went as far as to say that “sprawling branch networks are about to become high-cost millstones.” There’s a problem with this Read More

By |2020-05-27T18:01:31-05:00June 24th, 2011|Comments Off on The Future of Branches: Reinvention