Cross-Selling

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.

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?

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.

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.

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.

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?

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?

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?

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.

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.

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.

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.

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.

What are banks doing now with the glut of commercial deposits they have on hand? And does this mean they may actually turn away future deposits?

In PrecisionLender's annual survey, commercial bankers gave their views about the impact of 2020 events and the outlook for 2021. We compare those survey responses to real-life banker behavior.

PrecisionLender surveyed U.S. commercial bankers to get their views on what happened in 2020 - particularly the impact of the pandemic - and what the path forward looks like in 2021.