Commercial Pricing Strategies
Get the latest pricing strategies, news, and tactics from the leaders in commercial banking.
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Read more6 Ways Your Bank Can Price Better for Risk
When the economic cycle inevitably turns, how your bank fares will likely depend on how well it prices for risk. Here are 6 ways risk gets mispriced and thoughts on how to correct those mistakes.
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The State of Commercial Banking Report
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Read moreWhat Commercial Bankers Should Do When Clients Test Them On Price
How should bankers handle those moments when their clients "test" them on their deal price? Are there ways to avoid that moment? Or, if it's inevitable, to actually benefit from it?
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Read moreMeeting ECB Profitability Standards
The European Central Bank's recent review of bank profitability and business models found widespread deficiencies and set new requirements. What must your bank do to meet the ECB's new standards?
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Read moreWhy Does Fee Incidence Vary From RM to RM?
We took a deep dive into our data to uncover why fee incidence varies from RM to RM and what the top RMs do to beat the competition.
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Read moreIs It Time for Your Bank to Implement Performance-Based Pricing?
How widespread is the practice of performance-based pricing? And should your bank consider implementing this pricing practice? Gita Thollesson has the answers.
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Measuring RM Performance: Proving Impact & Dispelling Myths
How valuable are your bank's top RMs? What do they do that produces better results than their peers? And how can you take what makes these RMs great and scale it to the rest of our sales team?
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The State of Commercial Banking: Jan. 2019 Market Analysis
Get insights into what happened across the U.S. commercial lending market in 2018, as well as insights on why these trends occurred and thoughts on how some banks rose above the rest.
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Read moreHow Banks Can "Uberize" Deposit Pricing
What deposit strategies and tactics should banks be employing in a rising rates environment? And what lessons can Uber offer on how to attract and retain properly priced deposits?
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Read moreWhat's Driving Value at Banks?
Banks measure all sorts of key performance indicators. Jeff Marsico of The Kafafian Group explains which metrics show the strongest connection to how financial institutions are valued.
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Read more3 Problems You Avoid When You Have a Pricing Tool You Can Use Earlier in the Deal Process
What would happen if you could use your pricing tool earlier in the deal process? Well, you'd avoid these three common problems, for starters.
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Read moreCalculating Cost of Funds: Strip vs. WAL Funding, Part 2
Calculating cost of funds using Weighted Average Life (WAL) funding is easier than Strip funding, but Strip is more accurate. How much does that accuracy matter?
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Read moreWinning Tactics of the Top Commercial RMs, Part 2
What separates the best commercial relationship managers from the rest? A look at how top RMs deliver tangible value, act as trusted advisors, and find ways to outmaneuver the competition.
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Read moreCalculating Cost of Funds: Strip vs. WAL Funding
Some banks calculate cost of funds using Weighted Average Life (WAL) funding, while others use Strip funding. What are the differences between them and which method should your bank choose?
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Read moreHow Poor Pricing Kills the Impact of Your Bank’s Cost-Cutting
Cutting costs in the bank's back-office commercial loan operations won't help you if your front-end pricing process is broken. Fixing pricing first has a much greater impact on the bottom line.
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Read moreDoes Your Commercial Bank Have a CRE Dependency?
If your commercial bank has grown reliant on CRE loans, it could lead to trouble in the future. How can your bank steer clear of this danger?
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![Improving Pull-Through Rates With Better Tactics and Better Tech [Podcast]](https://content.cdntwrk.com/mediaproxy?url=https%3A%2F%2Fcontent.cdntwrk.com%2Ffiles%2FaHViPTY1NjM0JmNtZD1pdGVtZWRpdG9yaW1hZ2UmZmlsZW5hbWU9aXRlbWVkaXRvcmltYWdlXzVhYjk0NmYyYWQ3YmEuanBnJnZlcnNpb249MDAwMCZzaWc9ZmJlZThmNjJjZDdhYjIyYWE2ODUzZmE1MWI5MTZhZGI%25253D&size=1&version=1544199372&sig=f8e01a204dd7771cee9d8f205bc74511&default=hubs%2Ftilebg-blogs.jpg)
Read moreImproving Pull-Through Rates With Better Tactics and Better Tech [Podcast]
Jim and Dallas discuss insightful and interesting tactics to help you improve your pull-through rates in this episode of the Purposeful Banker.
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Read moreLoan Pricing & Profitability Modeling - Setting (and Updating) ROE Targets
How to set your target return on equity (ROE) objectives to create a strong pricing discipline and control loans you win and which ones you decide not to pursue.
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Read moreCommercial Banks: Set Your Strategy, Target Your Customers, Then Execute
Jim Young chats with Jeff Marsico, EVP at The Kafafian Group and writer of the blog, Jeff for Banks, on the importance of defining who your customers are and building a strategy to target them.
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Read moreWinning Tactics of the Top Commercial RMs, Part 1
Why is it that top commercial relationship managers win deal even when they're not offering the lowest rate? Learn the tactics that separate the best RMs from the rest.
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Read moreAligning Your Bankers' Self-Interests
Why are the toughest competitors for a commercial deal sometimes working at the same bank? And how can you align your commercial bankers so they're working toward the same goals with each customer?
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