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Home/Banking Strategies/Small Business Banking

Retail and Small Businesses – The Missing Link

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. Equifax data analysis shows that up to 21% of consumer accounts may be held by small business owners or principals. These individuals often tap traditional Read More

By |2020-05-27T18:01:08-05:00February 20th, 2013|Comments Off on Retail and Small Businesses – The Missing Link

Resolving the ‘Turf’ Issues in Small Business Banking

Consultants and other industry experts frequently offer their solutions for success in small business banking. Whether focusing on social media or payments or segmentation or some other recommended approach, each perspective offers some valuable insights into how to best serve the small business market. However, before any of these tactics can be successfully implemented, banks need to Read More

By |2020-05-27T18:01:08-05:00February 8th, 2013|Comments Off on Resolving the ‘Turf’ Issues in Small Business Banking

Digging Deeper to Serve Small Businesses

It is accepted wisdom throughout the industry that small businesses represent banks’ best opportunity for higher spreads, improved fee income and superior relationship profitability. Yet, we find that few banks are actually succeeding in doing what it takes to effectively penetrate this segment and unlock the profit potential. It’s not for lack of trying. Many banks put Read More

By |2020-05-27T18:01:09-05:00January 11th, 2013|Comments Off on Digging Deeper to Serve Small Businesses

Serving Small Businesses the Non-Traditional Way

U.S. banking organizations have traditionally struggled to serve smaller businesses. During the past four to five years, we’ve seen an even greater disconnect between banks and the “smallest of the small,” meaning sole proprietorships, micro-businesses and start-ups. Although this category (less than $250,000 in annual revenue) constitutes nearly 90% of U.S. businesses, they pose a formidable challenge Read More

By |2020-05-27T18:01:09-05:00January 7th, 2013|Comments Off on Serving Small Businesses the Non-Traditional Way

The Miserable State of Small Business Banking

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. Despite all the hype from banks about how they support small businesses, the reality is substantially different and more businesses are recognizing this gap. What’s happened to bring banking to this Read More

By |2020-05-27T18:01:10-05:00December 10th, 2012|Comments Off on The Miserable State of Small Business Banking

Value-Based Innovation for Small Business Lending

The frustration of small business owners with U.S. banks is well known. Despite political pressure on banks to loosen the purse strings, pent-up demand for loans continues to build following the imposition of restricted credit standards in the wake of the 2008-2009 financial crisis. In the second quarter of 2012, only 33% of all small and medium size enterprises Read More

By |2020-05-27T18:01:11-05:00October 30th, 2012|Comments Off on Value-Based Innovation for Small Business Lending

Loan Recycling for Customer Relationships

The signs that credit remains tight abound. The Federal Reserve’s Senior Loan Officer Survey shows that banks are demanding additional collateral, more cash flow and more equity. The National Small Business Association found that 43% of surveyed small business owners needed funds but could not get financing. Bankers might want to step back and ask themselves: What Read More

By |2020-05-27T18:01:13-05:00August 8th, 2012|Comments Off on Loan Recycling for Customer Relationships

Small Business Still the Charm

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. But Richard Dailey, CEO of the $215 million-asset Apollo Bank in Miami, asserts that a community bank focused on small business customers Read More

By |2020-05-27T18:01:13-05:00August 1st, 2012|Comments Off on Small Business Still the Charm

Solving the Puzzle of Small Business Banking

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. The typical small business – and its owner – needs products and services more complex than those offered to consumers but less robust than those used by large corporations. How Read More

By |2020-05-27T18:01:28-05:00November 28th, 2011|Comments Off on Solving the Puzzle of Small Business Banking

Serving Small Business with Treasury Management

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. This provides a challenge for bankers seeking to build their small business customer base. What products can you provide to attract them? One answer is Treasury Management, those back-office, behind-the-scenes services that Read More

By |2020-05-27T18:01:29-05:00September 21st, 2011|Comments Off on Serving Small Business with Treasury Management

New Technology for Lending to Main Street

Delivering capital to the millions of restaurants, small retailers and local service businesses in America poses a unique challenge for the banking industry. Such businesses represent a huge market, their demand for capital is strong and they are an important (and vocal) part of their communities. Yet, serving this segment has historically been difficult as these businesses Read More

By |2020-05-27T18:01:30-05:00August 22nd, 2011|Comments Off on New Technology for Lending to Main Street

Tactics for Success in Small Business Banking

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. This sector of the market has been vastly fragmented over the past three to five years as banks found themselves restricting lending and credit due to the economic crisis and Read More

By |2020-05-27T18:01:31-05:00July 11th, 2011|Comments Off on Tactics for Success in Small Business Banking

Getting Small Business Banking Right

While employment, manufacturing and retail indicators appear to point to an economic recovery, there remains a disturbing trend amongst America’s small business owners. As the National Federation of Independent Business (NFIB) recently stated in a report: “Even as demand for credit begins to rise and as companies again start to expand ... the environment for small business Read More

By |2020-05-27T18:01:33-05:00March 29th, 2011|Comments Off on Getting Small Business Banking Right