Sageworks Steven Marting and Nick Miler from Clarity Advantage present how community banks and credit unions can make process improvements that equate to increasing demand and performance for small business lending.

1. February 22 · 2017
How to grow your SMB lending portfolio profitably
PRESENTED BY

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The premier conference for lending and risk
New expanded agenda to include lending, credit and portfolio risk!
• Learn:
» Sessions dedicated to lending, credit risk and
portfolio risk
» Led by industry experts to address your
challenges around growth and risk
» Earn CPE credits
• Network:
» More than 250 bankers from 130 institutions
attend
• Apply:
» 98% of attendees recommend the RMS to
community bankers
» Offers actionable insights to help banks grow
profitably and mitigate risk
Sageworks.com/Summit

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Vice President
steven.martin@sageworks.com

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9. BUILDING LOAN PIPELINE

10. Who Cares?

11. STRATEGY TACTICS

12. Alignment

13. Focus

14. Focus
• Are you about loan transactions (time sensitive
financing for CRE) or full relationship?
• Do you want C&I or not? Do you want credit card
or not? Do you want trade finance or not?
• Which types of people, companies, or transactions
will you focus on?

15. Differentiation

16. Differentiation
• Are you competing on price and structure or other
value paradigms (tangible, intangible)
• Why switch, why borrow from you, why consider you?
– Appetite for particular industries or types of transactions?
– Specific expertise in a particular business type?
– Snappy integration across the bank?
– Products beyond the loans (payables automation,
commercial card, etc.)
• Specialty – what do you want to “own” and be known
for in the market?

17. Reach/Market Coverage

18. Reach/Market Coverage
• Reach - Where are they? How will you reach them?
• Market coverage
– Bodies on the street
– Telephone resources – opening conversations
– “Presence” in terms of branches or LPOs
– “Presence” on line

19. Structure

20. Structure
• Integration and coordination of retail, commercial,
treasury management, wealth, insurance
• Sales management
– Planning
– Activity-shaping
– Tracking and reporting
– Oversight and discussions

21. Market Communication

22. Market Communication
• Brand marketing
• Specific capabilities or appetites (e.g. tombstones)
• Relationship maintenance (e.g. sources of
referrals)

23. STRATEGY TACTICS

24. Compensation Plan
• Treasury management and deposit services
• Wealth management referrals
• Loans
– Production - New loan commitments
• CRE
• C&I
• Other (e.g. card)
– Growth - Average outstandings
– New names to the bank

25. Sales Plans – Who, When, How

26. Sales Infrastructure

27. Sales Infrastructure
• Sales management oversight – managing to plan
• CRM system –
– Activity tracking and reporting
– Pipeline
– Outcomes
• Referral system – creating, tracking, completing

28. Sales Management Oversight

29. Cross-LOB Coordination

30. Strategic Network Development

31. Strategic Network Development
• Who do you want your networks to feed you?
• How are you managing time?
– Existing COIs
– New COIs (aligned with strategy)
– Current clients
– Formal and informal networks
– One to many opportunities (sponsoring, speaking,
writing)

32. In Sum...

33. In Sum...
Strategy (Alignment)
• Focus
• Coverage
• Structure
• Market Communication
Tactics
• Compensation
• Planning
• Infrastructure
• Cross LOB Coordination
• Strategic Network Development

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Businesses dread
borrowing from
banks
We can make it
better
Businesses will
look elsewhere

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36. • Hard to find your bank
• Not sure who will lend to them
• Difficult process
• Long wait, no updates
• Repayment terms
• High interest rate

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Search Relief or
disappointment
Apply & Wait
Typically 2 - 4 weeks

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Make your site useful
Go digital
Be transparent

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At ABC Bank, we want to get to know your
business and your concerns so that we can
create banking solutions that meet your
unique needs. blah blah blah
▌ Term Loans
▌ Real Estate Financing
▌ Revolving Lines of Credit
For more information, contact your branch
Business Lending
▌Unsecured Line of
Credit
▌Equity Financing
Make your site useful

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Make your site useful

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Go digital

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Go digital

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Be transparent

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Be transparent
Business Lending Process

45. applications
booked
loans
Make your site useful
Go digital
Be transparent

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Vice President
steven.martin@sageworks.com