Banks invest heavily in product development, security and controls, and relationship management in order to provide the best experiences for their customers. In a budget focused market, however, competitive pricing remains a key corporate driver in bank selection, so banks must maintain vigilance around their pricing models to keep their edge.
Bank Staff Training
Are your sales and relationship management staff the most trusted advisors of your top clients? You’d love to know that when your clients reach an impasse or need help, the first call is to your team. Every time. How can you hope to reach that level of trust with a client when most of your team is only focused on the bank’s products and solutions?
Your sales officers must hire representatives who need a thorough understanding of what really drives your corporate and commercial treasury clients. Your key clients and prospects are very busy. Your bank probably extends them credit, so your sales team can usually get an audience out of their sense of obligation. This only provides a very limited window, and making that time count is top priority—moving the meeting from ‘obligation’ to engagement. Through excellent and unique training, you can empower your sales team with techniques to learn your treasury clients’ goals and identify what stands in their way. They will present meaningful solutions to clients, or at least, have an educated conversation—the first step down a path to a solution and a deeper relationship.
A meaningful sales process will move you from the banker who pops in every few months to a trusted advisor. Strategic Treasurer’s senior consultants provide a unique, two-track training system to help you develop this process. As former practitioners, bankers and consultants, they offer unique insights that only a 360º perspective can afford. How are you going to reach your aggressive new goals each year?
Your client onboarding group is ready to help and does help in any and every way they can. However, the client has other obligations, numerous activities, and ample distractions. Dates keep slipping and goals are not met although reasons are given. Too much time is spent chasing, chasing and chasing…
In other instances, the implementation process may begin, but the services is under-implemented, left at only 50 – 75% of the expected level. The client declares a project to be complete when it is only partially implemented. The client is exhausted and has three other fires and two other projects that need work as well. This delays the project and lowers their satisfaction level.
As a result of all these delays, your team experiences loss across many spectrums—less revenue than was expected comes in; revenue is also lost as dates continue to slip and resources are required to pour more of their time into the project. All this adds up to an overall loss of profit for the bank.
Our team of experienced onboarders and implementers can help—we can meet with your client and help to establish a reasonable plan, distributing the work which needs to be accomplished on the client side between their team and ours. Oftentimes, with a little bit of background information, our team can complete many tasks and get things moving rapidly. You’ll quickly find your time to revenue decreased when partnering with our team.
In the aftermath of events, we often look back to analyze our decisions and experiences. We compare our prior expectations of how things would pan out against our current perspective. “Of course,” we may comment, “hindsight is always 20/20.” We may say this in an attempt to console ourselves or others…
Host Craig Jeffery has a crucial conversation with Royston Da Costa of Ferguson plc on how cybersecurity has escalated in importance over the past few years as criminals have become more automated, persistent and patient with larger financial payouts for their crimes.
Join Craig Jeffery of Strategic Treasurer and Jack Sevier of Comdata for a webinar on adding card to your payables.
Craig Jeffery and Alexa Cook cover the 12th period results from the Global Recovery Monitor. Top headlines include significant challenges in the work from home environment, vendor payments slowing down, organizational outlook on liquidity positions, economic improvements, and health and financial normalcy.
Special Host Meredith Zonsius interviews the author of The Strategic Treasurer: A Partnership for Corporate Growth, Craig Jeffery, on the Wirecard scandal. They discuss what led to this event, the early warning signs, and what treasury groups and C-Suite executives should learn from this situation.
Coffee Break Session Host Alexa Cook talks with Stephanie Villatoro, Senior Consultant at Strategic Treasurer, to discuss how common payment types have changed over the last few decades, the various shifts taking place across the corporate’s use of them today, and more.