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Session Description:
To
ensure strong long-term profits from their small business
relationships, banks need to capture the owners' business
with their commercial banking business. However, most
banks lack a unified product set and have yet to offer a value
proposition that would cause business customers to bring a
"total" relationship to a bank.
This
session discusses why capturing the owner's business is important,
reviews some of the challenges facing banks in this effort,
and suggest an approach for capturing the combined relationship.
Topics
include:
- Why capturing the owner's business is critical
- The economic power of capturing the owner's business (Case
examples)
- Practical issues to resolve
- Setting the roadmap
This program is appropriate for senior financial executives
with responsibility for Retail Banking, Small Business, Product
Development, Marketing, Market Research and Strategy Teams.
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Attendance
Fee:
$275.00 plus $50.00 per telephone line used.
About
Charles Wendel
Charles Wendel is President of Financial Institutions Consulting,
Inc. (FIC), a strategy consulting firm dedicated to fostering
growth and improving productivity in the financial services
sector. Mr. Wendel has extensive experience both as a banker
and consultant. He began his banking career with Citibank
as a commercial lender and has also worked as a merchant banker
with Schroders and Bankers Trust. His banking background includes
experience in workouts and corporate restructuring.
Before
founding FIC, Wendel was a Vice President with Mercer Consulting
and an Engagement Manager with McKinsey & Co. He has consulted
to money center, regional, and community banks, insurers,
and diversified financial services companies in the U.S.,
Europe, Asia, and Africa. His focus includes:
- Small
Business, Middle Market, and Large Corporate Banking
- Product
Development and Alliance/Partnership Strategies
- Retail
Banking Strategy Development
- Commercial
finance
- Merger
and Acquisition Screening and Valuation
Mr.
Wendel has written six books:
Success in SME Banking: Leveraging Global Best Practice to
Grow Profitability (2000)
The New Face of Risk Management (1999)
The New Financiers: Conversations with Executives Who Are
Leading the Financial Services Revolution (1996)
Maximizing Small Business Growth (1996)
Business Buzzwords (1995)
The Middle Market: An Integrated Approach to Increasing Share
and Profitability in Banking’s Most Dynamic Market (1994)
Mr.
Wendel is a regular contributor to American Banker and other
financial services periodicals and has spoken at many industry
conferences He has also appeared on CNN, CNBC, and Bloomberg
radio.
Wendel
holds an M.B.A. in Finance and Marketing and an M.A. in English
from Columbia University and an undergraduate degree from
New York University.
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