Boost Your Bank Relationship ROI

Transcription

1 Boost Your Bank Relationship ROI ADRIENNE D. TERPAK, CTP VP, Segment Manager, Corporate & Specialty Banking Treasury Management Services Presentation for: May 23, 2017

2 Agenda Overview The Ever-Evolving Landscape Industry Survey Practitioner Study Challenging the Status Quo Banker as a Consultant (BaaC) Mutual ROI Parting Thoughts 2

3 Corporate and Bank Relationships: The Ever-Evolving Landscape 3

4 Bank Relationships: Industry Survey Top 3 aspects of the relationship as rated by corporate practitioners: bank's ability to act as a strategic partner (96%) bank's understanding of the organization's business and operations (93%) relationship officer's ability to act as a value-added consultant (76%) Factors important* in bank selection: Corporate perspective: 1. Security (87%) 2. Highly efficient systems (85%) 3. Strategic support (85%) Banker perspective: 1. Strategic support (89%) 2. Best in class providers of products (85%) 3. Allocating services in proportion to credit (60%) *Percentage of respondents who rated the level of value as "very important" or "quite important" 4

5 Bank Relationships: Practitioner Study Covarius Research in the UK identified the following priorities among corporate treasurers: They want their banks to understand their business better They see technology as simply a tool to make them more efficient; banks need to understand this and develop appropriate products As [treasury departments] become smaller in size, they are increasingly turning to their banks to provide market knowledge Banks need to sell, but not push [products] 5

6 Challenging the Status Quo Treasury Today Adam Smith Awards Microsoft was recognized in 2016 for First Class Bank Relationship Management They tackled the following questions: What is the best way for the team and the banks to spend their time? What are the banks trying to achieve and do they get the desired outcome? What is Microsoft s desired outcome from these meetings? Are there any tangible benefits? Is the additional carbon footprint worth it? 6

7 Challenging the Status Quo Microsoft First Class Relationship Management Benefits of the initiative included: Clarity on expectations and desired outcomes for their banks and for the team Improved job satisfaction for the treasury team Spending time on high priority projects and adding value to the company Banks shifted their focus to strategic and value-added ideas that are unique and improve productive engagement Bottom line: higher ROI on time spent in meetings Did you know? Adam Smith ( ) helped to develop modern economic theory and provided a rationale for free trade and the capitalist system. He was a leading innovator of free-market policies and an advocate of a free society. 7

8 Banker as a Consultant (BaaC) Your banker is a built-in consultant who, as your trusted advisor, wants to bring added value to your organization through innovative ideas, thought leadership and meaningful discussion about your company's business needs. Access to a broad base of customers from which to draw peer insights specific to your industry Subject matter experts in areas such as Treasury, Accounts Payable and Accounts Receivable who can discuss operational pain points and recommend targeted solutions Product specialists and technical resources to adapt solutions based on your specific requirements Strategic partnerships with trusted technology providers that offer enhanced services 8

9 Mutual ROI How can both corporates and banks achieve mutual ROI? Consider these questions to ensure a productive engagement: Have we communicated our expectations for the meeting agenda? Does our banker have enough information from us to prepare for the meeting? Will product and/or subject matter experts be joining the meeting? Engage your banker to: Share strategic objectives and operational pain points Gather industry and peer insights Review regulatory changes that may impact your business Discuss how you allocate business and be candid about expectations 9

10 THANK YOU! ADRIENNE D. TERPAK, CTP VP, Corporate and Specialty Banking Segment Manager Treasury Management Services TD Bank Phone: