Cross-Selling

  • State of Commercial Banking 2022: Sneak Preview

    State of Commercial Banking 2022: Sneak Preview

    Gita Thollesson provides a look at what some of the insights coming up in the State of Commercial Banking: Jan. 2022 Market Analysis webinar and report.

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  • How Banks Are Tackling the Primacy Challenge

    How Banks Are Tackling the Primacy Challenge

    We invited top bankers from around North America, to share what we’re seeing in the market data and to hear how banks are tackling the challenge of Primacy. Here's a recap of that conversation.

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  • What the Data Tells Us About Primacy

    What the Data Tells Us About Primacy

    We look at insights from the PrecisionLender database, as well as polls conducted with commercial bankers, to see what they tell us about Primacy - its importance, its challenges, and its impact.

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  • Primacy Data: The ROE Impact of Treasury Management

    Primacy Data: The ROE Impact of Treasury Management

    The third installment of our research on Primacy, based on insights from the PrecisionLender pricing database. This post focuses on the ROE impact on relationships when they add Treasury Management.

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  • Diving Deeper into Primacy Data

    Diving Deeper into Primacy Data

    We took a deeper look into PrecisionLender's commercial pricing database to answer more Primacy questions, such as: Is there a downside to a “land-and-expand" strategy with commercial customers?

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  • What's Behind the Push for Primacy?

    What's Behind the Push for Primacy?

    Is Primacy just a trendy buzzword in commercial banking? Or should it be a critical area of focus now? Gita Thollesson goes into the PrecisionLender database to find the answers.

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  • Commercial Deal Collaboration: The Treasury Management Perspective

    Commercial Deal Collaboration: The Treasury Management Perspective

    In our latest discussion about commercial deal collaboration, we shift the focus to the Treasury Management perspective and explore how Treasury officers view the collaboration process.

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  • Is True Commercial Deal Collaboration Possible?

    Is True Commercial Deal Collaboration Possible?

    Banks need better collaboration on commercial deals in order to win coveted deals and improve profitability. But as we discuss in this Purposeful Banker episode, that's much easier said than done.

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  • Tossing the Bad Apples

    Tossing the Bad Apples

    So much of this bank's good work is being undone by a few poor deals on the portfolio. Here's how PrecisionLender can help toss out those bad apples or turn them into profitable relationships.

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  • What Does "Primacy" Mean for Commercial Banks?

    What Does "Primacy" Mean for Commercial Banks?

    Primacy is a buzzword at a lot of commercial banks these days, but what does it mean, exactly? What truly determines primacy? And what do banks need to do to achieve it?

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  • Purging The Dead Weight

    Purging The Dead Weight

    A few bad deals at this bank were dragging down what should have been a strong portfolio. Here's how PrecisionLender can help avoid bad deals and improve unprofitable relationships.

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  • The Case for Booking Low-Margin Loans

    The Case for Booking Low-Margin Loans

    In the current commercial banking environment, is there a case to be made for booking deals even if it means giving on margin and coming in below return targets?

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  • Growing the Bank's Whales

    Growing the Bank's Whales

    A closer look at this bank revealed a consistent approach to relationship profitability, but also a dependence on a few whales. Here's how PrecisionLender can help protect and grow those big accounts.

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  • How to Maximize Relationship Profitability: Tapping Into an Unexpected Source

    How to Maximize Relationship Profitability: Tapping Into an Unexpected Source

    This bank thought it was CRE-centric, but a closer look at the data uncovered a different source of relationship profitability - and ways PrecisionLender could help them tap into it.

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  • The Crucial Final Cross-Sell Step

    The Crucial Final Cross-Sell Step

    Bankers often use the promise of additional cross-sell to make commercial loan deals work. But those promised accounts often never show up. Why do banks struggle so much with this critical final step?

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  • Profitability Profiles: The Story of Bad Apple Bank

    Profitability Profiles: The Story of Bad Apple Bank

    The finale of our series on relationship profitability at selected banks looks at Bad Apple Bank, where a lot of good work on a lot of relationships is being undone by a few big mistakes.

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  • What Does "Relationship Banking" Really Mean?

    What Does "Relationship Banking" Really Mean?

    Every bank says it's a "relationship bank," but their actual relationship profitability often looks quite different. We share some of those stories, as well as ways they can improve performance.

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  • Profitability Profiles: The Story of Consistency Bank

    Profitability Profiles: The Story of Consistency Bank

    Part three of our series on relationship profitability at selected banks. This piece looks at Consistency Bank, where a disciplined approach has produced strong results, but also some vulnerabilities.

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  • Profitability Profiles: The Story of Surprise Bank

    Profitability Profiles: The Story of Surprise Bank

    Part two of our series on relationship profitability at selected banks. This piece looks at Surprise Bank, which generates its profits from a surprising source and in a surprising way.

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  • Profitability Profiles: The Story of Deadweight Bank

    Profitability Profiles: The Story of Deadweight Bank

    Part one of our series on relationship profitability at selected banks. This piece looks at Deadweight Bank, where a group of underperforming relationships (and RMs) are dragging down the bottom line.

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