Transcript
February 22 · 2017
How to grow your SMB lending portfolio profitably
PRESENTED BY
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The premier conference for lending and risk
New expanded agenda to include lending, credit and portfolio risk!
• Learn: » Sessions dedicated to lending, credit risk and
portfolio risk» Led by industry experts to address your
challenges around growth and risk» Earn CPE credits
• Network:» More than 250 bankers from 130 institutions
attend
• Apply:» 98% of attendees recommend the RMS to
community bankers» Offers actionable insights to help banks grow
profitably and mitigate risk
Sageworks.com/Summit
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Vice Presidentsteven.martin@sageworks.com
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BUILDING LOAN PIPELINE
Who Cares?
STRATEGY TACTICS
Alignment
Focus
Focus
• Are you about loan transactions (time sensitive financing for CRE) or full relationship?
• Do you want C&I or not? Do you want credit card or not? Do you want trade finance or not?
• Which types of people, companies, or transactions will you focus on?
Differentiation
Differentiation
• Are you competing on price and structure or other value paradigms (tangible, intangible)
• Why switch, why borrow from you, why consider you?– Appetite for particular industries or types of transactions?
– Specific expertise in a particular business type?
– Snappy integration across the bank?
– Products beyond the loans (payables automation, commercial card, etc.)
• Specialty – what do you want to “own” and be known for in the market?
Reach/Market Coverage
Reach/Market Coverage
• Reach - Where are they? How will you reach them?
• Market coverage – Bodies on the street
– Telephone resources – opening conversations
– “Presence” in terms of branches or LPOs
– “Presence” on line
Structure
Structure
• Integration and coordination of retail, commercial, treasury management, wealth, insurance
• Sales management
– Planning
– Activity-shaping
– Tracking and reporting
– Oversight and discussions
Market Communication
Market Communication
• Brand marketing
• Specific capabilities or appetites (e.g. tombstones)
• Relationship maintenance (e.g. sources of referrals)
STRATEGY TACTICS
Compensation Plan
• Treasury management and deposit services
• Wealth management referrals
• Loans
– Production - New loan commitments• CRE
• C&I
• Other (e.g. card)
– Growth - Average outstandings
– New names to the bank
Sales Plans – Who, When, How
Sales Infrastructure
Sales Infrastructure
• Sales management oversight – managing to plan
• CRM system –
– Activity tracking and reporting
– Pipeline
– Outcomes
• Referral system – creating, tracking, completing
Sales Management Oversight
Cross-LOB Coordination
Strategic Network Development
Strategic Network Development
• Who do you want your networks to feed you?
• How are you managing time?
– Existing COIs
– New COIs (aligned with strategy)
– Current clients
– Formal and informal networks
– One to many opportunities (sponsoring, speaking, writing)
In Sum...
In Sum...
Strategy (Alignment)• Focus
• Coverage
• Structure
• Market Communication
Tactics• Compensation
• Planning
• Infrastructure
• Cross LOB Coordination
• Strategic Network Development
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Businesses dread borrowing from banks
We can make it better
Businesses will look elsewhere
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• Hard to find your bank• Not sure who will lend to them
• Difficult process• Long wait, no updates
• Repayment terms• High interest rate
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Search Relief or disappointment
Apply & Wait
Typically 2 - 4 weeks
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Make your site useful
Go digital
Be transparent
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At ABC Bank, we want to get to know your
business and your concerns so that we can
create banking solutions that meet your
unique needs. blah blah blah
▌ Term Loans
▌ Real Estate Financing
▌ Revolving Lines of Credit
For more information, contact your branch
Business Lending
▌Unsecured Line of Credit
▌Equity Financing
Make your site useful
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Make your site useful
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Go digital
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Go digital
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Be transparent
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Be transparent
Business Lending Process
applications
bookedloans
Make your site useful
Go digital
Be transparent
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Vice Presidentsteven.martin@sageworks.com
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