Financial Services Institutions
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Pricing Analysis
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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
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You hire great people who are great at sales. Most, however, have gaps in their knowledge about cash management and treasury, restricting their success. Our training courses are designed to be effective, engaging, and targeted. Your staff will understand and apply their training, and you’ll see the results in their client interactions.
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?
Time-to-Revenue
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Sometimes your team makes a sale, but it seems like the implementation never starts, and therefore the expected revenue never materializes. Strategic Treasurer can work on your client’s behalf to get a stagnant process moving.
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 are 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 that 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.
Partnership Opportunities
Webinars
Strategic Treasurer hosts multiple webinar presentations annually, each addressing key areas of compliance, finance, or treasury. Webinars provide attendees with up-to-date, accurate information on the addressed topic, as well as key findings from surveys, analyst reports, and projects. Typically, webinars are co-hosted by solutions providers, who are able to provide additional insight and content from an alternate viewpoint. Webinars also provide the opportunity for attendees to earn free CTP credits.
Surveys
Strategic Treasurer provides quality primary market research through our annual surveys. These surveys are distributed for participation to our active contacts—all treasury and finance professionals. The results are calibrated and released in our survey results reports and webinars. This research provides a solid foundation from which we can advise. Practitioners are able to see how their firms align in comparison to others, which can be helpful in determining if your organization is on track, ahead of the curve, or lagging in a particular area.
Podcast
Webinar: Payment Hub Expansion | August 27
The growth in new payment rails, formats, and controls is increasing the complexity companies face. Managing the processes around more secure and “aware” payments is challenging enough with a single payment system. Many organizations are now dealing with numerous payment origination systems, all of which require continual updates. This session will offer practical guidance, tools, and considerations for companies facing payments complexity, focusing on the following points:
• Growth of payment complexity
• Challenges of keeping current
• Principles for managing payment complexity
• Payment hub foundations (payment hub, payment factory)
• Decision points in selecting payment solutions
Webinar: Three Essential Tools for Understanding Cash Management Pricing | August 6
The questions about bank fees come easy: Are we paying the right amount for our banking services? Are we being overcharged? How can we know when nothing is directly comparable and there is a lack of transparency? The answers, however, are far more difficult to find.
Understanding the “right amount” of bank fees requires understanding what others are paying and how these amounts are changing over time. Data forms the basis for this, but data must be presented clearly and understood to be useful. In this webinar, we will review select statistical and charting tools you can use to help your company better understand bank prices.
• Percentiles. Learn how percentile charts provide a basis for understanding what others are paying and where you stand. This creates easy visibility into what your expectations should be.
• Box and Whisker. This provides direct visibility into the band of pricing that exists in the market.
• Regression. Strategic Treasurer’s use of regression allows you to see the trend over time of the average price paid in the industry. Understanding the direction and influences can help you plan and better negotiate agreement terms.
To understand what is happening in the market and to negotiate favorable rates, you must have solid, up-to-date points of reference. This webinar will rely on the Feenix Guide to Bank Pricing to support various statistical and charting tools when reviewing your bank fees.
Webinar: Identifying and Addressing Business Deposit Challenges: A B2C Focus | August 8
Receiving payment from consumers can be even more messy than receiving it from companies. Payment by card, check, digital wallets, and cash all have challenges of their own. Whether physical or virtual, remote or in-person, each factor contributes some type of complexity. Companies with consumer customers need to simplify the complexity of handling various payment types, including the messiest form of all: legal tender – cash. Deposit and collections concerns regarding costs, liquidity, visibility, flexibility, and safety have different rankings depending upon the mode and method of collecting. This session will touch on the landscape of methods, challenges, and solutions used by companies and offered by banks and third parties:
● In-person: cash, check, card, digital wallets
● Remote: check, card, electronic
Webinar: 5 Steps to Modernize Your AR Processes | July 24
Join us to explore five steps for transforming and optimizing your accounts receivable (AR) processes. This session is designed to support companies at any stage of AR transformation, offering practical guidance on transitioning to automated and streamlined centers of excellence. The webinar will discuss five different steps that can help your team improve efficiency and visibility across your AR processes. Topics will include the following:
• Implementing end-to-end automation
• Employing a “single pane of glass” approach to visibility
• Streamlining virtual card processing
• Leveraging data for transaction processing
• Strengthening security and reducing risk to your customers
Webinar: Confronting Emerging Payment Threats | June 27
Protecting the payment process is more critical than ever. Criminals are deploying new and emerging payment threats, and these threats must be confronted. During this 50-minute presentation, we will cover essential strategies and technologies that can be implemented to safeguard your payment processes. We will explore the evolving landscape with digital payments, highlighting the latest trends and potential threats. Finally, we’ll examine the importance of training and maintaining your treasury team’s awareness of the vital role they play in supporting a secure payment environment.
Webinar: Treasury & Receivables: Value of a Comprehensive View | June 4
Acting in silos often comes easily to treasury, AR, and other areas, but the silo mindset is restrictive and limited. A comprehensive view, one that looks at the full process and all participants, offers far greater value for the organization and its partners. This view not only includes an end-to-end look within the company, but also includes external counterparties. “Optimizing part of the process suboptimizes the whole,” as the famous quote says, and optimizing the entire process requires an end-to-end to end-to-end look. This session explores how to:
• Improve overall treasury performance (liquidity, visibility, scalability)
• Strengthen AR (automation, reporting, defect reduction)
• Identify the parties that need to be part of the decision discussions
• Use third parties to secure trusted advice and understand leading practices
