Baker Hill Client Meeting 2016: It's More Than A Credit Memo presented by Sabrina Robbins and Marilee Connor

1. It’s more than just a credit memo
Getting the most from Advisor
Sabrina Robbins- Sr. Business Process Architect, Baker Hill
Marilee Connor- SVP Director of Credit Administration, The Bryn Mawr Trust Company
Danielle D’Emilio- Commercial Lending Technology Administrator, The Bryn Mawr
Trust Company

2. Session Overview
 What can Advisor do for my institution?
 Do you know what functionality is available
 Scalability
 Support total workflow
 The Bryn Mawr story
 How Advisor can grow with your institution
 Innovative ways to incorporate Advisor into
your total commercial banking process
 Phased Rollout How Bryn Mawr leveraged
Advisor
 Why they bought
 Lessons learned
 Gained efficiencies

3. What is Advisor?
 A suite of business banking components on a single platform, integrated
with 3rd party applications
 Packaged based on business needs
 Baker Hill Advisor for Relationship Lending (CA, SA, EA)
 Baker Hill Advisor for Portfolio Risk Management (SA, PRA)

4. Scalability of Advisor
 Growing with Advisor
 Understanding the difference in
 End to End Process
 Total Process Workflow

5. End to End Process (E to E)
 Emphasis on moving information/data from time of first capture
through credit approval, ending with generation of documents and
booking the transaction
 Focus on executional aspects of data movement
 Typically a technology centric approach that involves integration across
multiple solutions to provide optimal results
 “How to” approach
Loan
Request
Credit
Analysis
Doc
Prep
Booking

6. Total Process Workflow (TPW)
 Emphasis on evaluating the process areas:
Sales Acquisition and Retention
Origination
Portfolio management
that interact to supporting the business lending
workflow
 Examination of the specific actions/tasks that are
completed by each process area to identify
intersection points and potential streamlining
opportunities to minimize redundancy
 Workflow and process centric approach vs.
Task/transaction approach, ie. supporting the overall
process vs. simply “completing the transaction”
 Focus on long term Efficiency and institutionalized
Effectiveness
Business
Development (RL)
Origination/Credit
Analysis (RL/SA)
Doc PrepCore
Portfolio
Management
(PRM/SA)

7. Technology as a “Facilitator” vs. “the answer”
Future State
Automation 0 – 10%
Roles/Responsibilities
0 – 30%
Process
0 – 40%
Practices
0 – 20%
Organizational Impact (Time/Pushback)
Efficiency(%Lift)
Current
State
Baker Hill Solution
Implementation
StrategicRoadmap

8. About
Marilee Connor, SVP Director of Credit Administration
Brief History of Bryn Mawr Trust:
 Founded in 1889, BMT is a Community Bank, with 34 branch
locations and 4 wealth management offices located in the
Philadelphia suburbs, Hershey PA and Wilmington DE. BMT
serves clients through its Wealth, Private Banking and
Insurance divisions, in addition to Mortgage and Commercial
Banking Departments.
 Total Assets: $3.1B; $2.4B Loans/Leases; $1.6B Commercial
Loans; 9.3B Wealth Assets
 # Employees – 527
 We’ve completed 3 Bank acquisitions and 5 wealth/insurance
acquisitions since 2009
 Baker Hill client since 1999

9. The Bryn Mawr Story
 Success factors that lead to improved client experience
 Defined, repeatable processes
 Successful import of FISERV Signature information.
 Successful Export of information to LASER PRO
 Pipeline Reporting
 Ability to build a required documents, i.e. Credit memo, booking sheet, closing checklist, T&C, Adverse
Action.
 User acceptance

10. The Bryn Mawr Story
 What we bought?
 Advisor RL1
 Advisor PRM T
 Advisor RL2
 Phased Roll out
 How we were able to optimize all of the modules

11. The Bryn Mawr Story
 Project Phases:
 Business Requirements
 Vendor Research & Validation
 Build project plan with Baker Hill and Sr. Mgmt
 Communication
 Team
 Weekly meetings
 Monthly exec updates

12. The Bryn Mawr Story
 How Advisor changed the way we do business
 Eliminate manual processes
 Eliminate duplicate entry
 Improve reporting

13. The Bryn Mawr Story
Result of the innovated ways we use Advisor
 Increase Loan Volume
 FTE

14. Lessons Learned
 Importance of Data
 Integrity
 Correct Elements
 Be prepared
 Understand roles
 Understand total workflow

15. Moving forward…
Next steps

16. Questions

17. THANK YOU

18. Optimize,Change, Innovate
#BHCM16
@bakerhill
For more information, visit our Solutions Showcase, or,
contact your presenter at Sabrina.Robbins@bakerhill.com