Cross-Selling

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.

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.

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.

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.