When:
February 5th, 2004 at 2:30pm Eastern Time.
For about 1 1/2 hours.
Register |
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| Speakers:
Nicholas
T. Miller
President
Clarity Advantage Corporation
Les Dinkin
Managing Principal
NBW Consulting
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Session
Description:
The co-owner of a 12-year-old, $1.0
million, deposit-rich
business services firm - a prime small-business
banking client by any measure - recently went
into a bank branch near the new office he
was planning to open for his company. Financing
this new office and finding a better way to manage
payment cash flow from a geographically diverse
set of clients were top-most
on his mind. He walked
out of the branch less than 20
minutes later, after a sales associate
assured him the bank's free business
checking account was exactly
what his
company needed and gave him a
second-generation copy of a credit
line application. The
business owner does not intend to return
to this branch. Sadly,
the bank has
a team of Business Bankers who
are all experienced lending officers. Each
has deep knowledge of small business financial
issues and
can recommend specific programs to help businesses
better manage their cash flow and profitably grow,
as well as meet other needs.
This too
often-repeated scenario and comparable
experiences with micro-sized businesses highlights
one of the most pressing problems in banking today:
"How can we engage the branches and small business
bankers to work together,
to more effectively service and sell to small
business clients?"
Branch
staff have been overwhelmed with the tsunami of
consumers. They often
feel ill equipped to talk with business owners,
assess business needs, or recommend bank solutions
for businesses. Commercial business units have
concentrated their efforts on the 'big guys' (middle
market and large corporate clients). The small
business customers have been lost somewhere
in the middle.
How
do banks bring together the retail franchise (branches)
and business banking specialists, to better serve
small business clients
and reap the revenue growth and competitive advantage
rewards to be realized from working
together to
target and harvest this hugely valuable
segment?
This
session will discuss
in detail:
-
Why
are small businesses underserved, despite
their uber revenue contribution?
-
Typical
branch small business and business banker
sales behaviors
and gaps
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Why
the retail:small business partnership is a
challenge,
but shouldn't be
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Detailed
bank retail:small business partnership case
studies,
based on a recent survey of 15 major U.S.
and Canadian regional and multiregional banks.
Each bank case study will outline:
- Retail and small business definition and organizational
structure
- Branch, business banker and telephone sales
and service roles, and linkages
- Partnership and accountability sales practices
- Retail and small business sales results
This
retail banking sales and marketing strategy program
is appropriate for senior financial executives
with responsibility for Branding, Retail Banking,
Small Business, Product Development, Marketing,
Market Research and Strategy Teams.
Attendance
Fee:
$275.00 plus $50.00 per telephone line used.
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About
Nick Miller
Nicholas T. Miller is the President of Clarity Advantage
Corporation. During the past 26 years,
Nick has helped financial services, high technology,
and professional services firms save time, reduce sales
costs, and increase profit margins as they accelerate
sales. His accomplishments include accelerating year
over year loan production rates 20% for a small business
banking group.
His
clients have included investment companies (Fidelity
Investments, Massachusetts Financial Services, Fleet
Investment Services), major business-to-business financial
services companies (Wachovia Bank, National City Bank,
SouthTrust Bank, Bank of Nova Scotia, Fleet Bank, GE
Capital), and technology companies (Compaq, Microsoft,
Oracle), as well as over 50 other financial services,
professional services, and technology companies.
He
writes frequently about sales management, selling, and
marketing and has been published or quoted in Sales &
Marketing Management magazine, Banking Strategies magazine,
The RMA Journal, The American Banker, Bank Loan Officer's
Report, and the Journal of Commercial Bank Lending.
He writes a popular e-mail column that is distributed
to sales managers around the world.
(You can read these or subscribe at www.clarityadvantage.com).
His book of sales thoughts, The Sales Accelerator,
Fuel for More Sales Faster, is available on Amazon.com.
About
Les Dinkin and NBW Consulting
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Les
Dinkin (ldinkin@nbwconsult.com)
is the Managing Principal at NBW Consulting Group, a retail
financial services consultancy based in Westport, CT.
NBW helps its clients profitably speed-up immediate
and ongoing sales demand and profits among current customers
(retention and cross-sell) and acquire new customers --
with practical, quick payback sales and marketing programs.
Mr.
Dinkin has over 26 years of consulting, line banking
and consumer brand management experience at Oliver,
Wyman & Company (Small Business Partner for North
America), KPMG Peat Marwick, Amex, Citibank and Nabisco.
He consults to financial institutions in the U.S., Canada,
Europe and South America.
Client
support includes NBW’s proprietary Sales
Value PropositionSM program and its
comprehensive StratShopSM (branch
staff, Relationship Manager and Business Banker) sales
experience benchmarking and assessment, in addition
to:
·
Sales target segmentation
·
Small business financial center branches
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Deposit growth
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New products
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Pricing effectiveness
·
Reg. Q deregulation impact and opportunities
Mr.
Dinkin frequently speaks at financial services conferences
on sales growth topics and is published and quoted in
the Wall Street Journal, New York Times, American
Banker, Business Strategies magazine, Dow Jones
Newswire, Bloomberg radio and wire services and National
Public Radio, among many others. Examples of recent
presentations and articles include:
- Shopping
for Personal and Small Business Sales Growth
- Accelerating
Core Retail and Small Business Deposit Growth
- Which
is the Best Branch Sales Model: 'Relationship Probe'
vs. 'Reactive Retailer'?
- How
to Increase Branch Small Business Sales Growth
- Reg.
Q Commercial Deposit Deregulation: Friend or Foe?
Mr.
Dinkin also applied for a patent-pending multi-financial
institution shared sales and service facility approach
targeted to small business and affluent segments. He
taught at the Columbia University Graduate School of
Business as an adjunct marketing professor and has also
taught Pricing at the BAI and the America’s Community
Bankers Retail Banking Graduate School programs. He
earned an MBA from Columbia University and studied Computer
Science and Electrical Engineering at Brown University.
The
firm's collegial, hands-on and fact-based practical
approach, analytical tools and extensive experience-based
insights as consultants, former line bankers and business
owners are all brought to bear on each client’s
unique market, customer, operational and organizational
situation. Call Mr. Dinkin directly at 203.221.1020
for more information and visit NBW Consulting at www.nbwconsult.com
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