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Session Description:
Commercial
deposits, traditionally a source of
reliable low-cost funding for banks,
have not been nearly as accommodating in
2008. With overall corporate deposit
levels in decline, rates indexing
downward, and commercial customers
scrutinizing bank counterparty risk,
banks are digging deeper this year to
make their performance targets and
position themselves more effectively for
2009.
This session will show how leading banks
are expanding and refining the way they
gather and price commercial deposits,
both to improve margins and grow the
funding base. These banks are taking
control of their portfolios with
precision pricing and promotional
programs based on in-depth customer
analysis and scientific pricing
techniques.
Participants will learn how to:
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Build
targeted commercial deposit
gathering strategies based on
customer data mining;
-
Apply
analytic price optimization
techniques;
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Enhance forecasting and modeling
capabilities to get ahead of the
curve.
Results
from Novantas’ 15-bank study of
commercial deposit pricing practices
will be highlighted.
This program is appropriate for senior
financial executives with responsibility
for Commercial Banking, Commercial
Deposits, Retail Marketing, Advertising,
Market Research and Strategy Teams.
About Stephen Baird:
Stephen is a Director in the Chicago
offices of Novantas LLC, where he is a
consultant in the firm’s commercial
banking practice.
Most recently, Baird was a leader in the
global treasury and market intelligence
practice areas at Treasury Strategies.
Earlier, he was Vice President and
Treasurer at American Commercial Lines,
a former unit of CSX Corp., and he held
key senior treasury and corporate
finance posts at the CSX holding
company. Baird also served as a
financial advisor and consultant with
Stern Stewart & Co. and Price
Waterhouse.
Baird earned an MBA in Finance from
Columbia University and is a Certified
Treasury Professional. He holds a BA in
Government from Georgetown University.
About Edward Dellheim:
Ed Dellheim is a Manager in the Chicago
offices of Novantas LLC, where he is a
consultant in the firm’s commercial
banking practice.
Mr. Dellheim has a diverse background in
financial services, with more than 15
years of consulting and management
experience in private banking,
commercial lending, investment
management, private equity and
insurance. He has advised some of the
largest U.S. banking companies in
strategy development and project
management.
Mr. Dellheim earned a Master of Business
Administration with Honors from the
University of Chicago, with
concentrations in strategic management
and marketing strategy. He earned an A.B.
Degree from the University of Illinois
at Urbana-Champaign.
About Novantas LLC:
Novantas LLC is a New York-based
management consultancy that serves the
majority of the largest banking and
financial services companies in North
America. Areas of particular expertise
include retail and small business
banking, branch sales performance,
credit cards and electronic payments,
insurance, brokerage and wealth
management, and commercial and
investment banking.
The Firm is the acknowledged leader in
customer science and revenue strategy in
the financial services industry. It
specializes in investigating and
interpreting customer needs, attitudes
and behaviors to help companies refine
decisions, customer strategies, and
sales and service activities.
Through disciplined analytics,
pragmatism and deep industry experience,
the Firm ensures that the resulting
performance improvements are effective
and enduring.
Along with consulting services, Novantas
also provides computer-based services
that support major marketing
applications. The MindSwift® platform,
for example, is used by clients to
improve interactions with customers over
the phone and the Internet. Qualytix, a
Novantas subsidiary, is a leader in
performance benchmarking.
www.novantas.com
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