Commercial Pricing Strategies

Get the latest pricing strategies, news, and tactics from the leaders in commercial banking.

  • Measuring RM Performance: Proving Impact & Dispelling Myths

    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 Report

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  • The State of Commercial Banking: Jan. 2019 Market Analysis

    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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  • How Banks Can "Uberize" Deposit Pricing

    How 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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  • What's Driving Value at Banks?

    What'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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  • 3 Problems You Avoid When You Have a Pricing Tool You Can Use Earlier in the Deal Process

    3 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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  • Calculating Cost of Funds: Strip vs. WAL Funding, Part 2

    Calculating 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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  • Winning Tactics of the Top Commercial RMs, Part 2

    Winning 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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  • Calculating Cost of Funds: Strip vs. WAL Funding

    Calculating 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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  • How Poor Pricing Kills the Impact of Your Bank’s Cost-Cutting

    How 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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  • Does Your Commercial Bank Have a CRE Dependency?

    Does 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]

    Improving 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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  • Loan Pricing & Profitability Modeling - Setting (and Updating) ROE Targets

    Loan 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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  • Commercial Banks: Set Your Strategy, Target Your Customers, Then Execute

    Commercial 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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  • Winning Tactics of the Top Commercial RMs, Part 1

    Winning 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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  • Aligning Your Bankers' Self-Interests

    Aligning 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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  • It's Time To Assess Your Pricing Tech

    It's Time To Assess Your Pricing Tech

    Take this quiz to find out if your commercial pricing technology is ready for the future, or ready to be retired.

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  • The Secret to a Successful Digital Transformation

    The Secret to a Successful Digital Transformation

    Digital transformation has become essential for commercial banks that want to remain competitive, but where do you start to ensure success? We've got an answer for you (and it's not a CRM or LOS).

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  • Talking Swaps With Chatham Financial

    Talking Swaps With Chatham Financial

    Jim Young and Dallas Wells sit down with Jimmy O'Boyle of Chatham Financial. You'll learn about the 2017 benchmark stats tracked by the Trading Desk, and what they mean for commercial banks.

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  • Two Painful Lessons Commercial Banks Keep Ignoring

    Two Painful Lessons Commercial Banks Keep Ignoring

    If your commercial bank is clinging to outdated pricing technology, it's likely dealing with a host of unintended (and unwelcome) consequences.

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  • The Default Settings That Can Help Your Commercial Bank

    The Default Settings That Can Help Your Commercial Bank

    Jim Young and Dallas Wells discuss why default settings matter at your bank and how your default settings can either hinder or help you.

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