This document summarizes a presentation given by Aaron Silva of Paladin FS on negotiating tactics and commandments that bankers should follow when negotiating with technology vendors. It describes 10 situations that banker Daniel encounters where he breaks various negotiating commandments. In each situation, the commandment broken is identified and Aaron Silva provides a debrief on why the commandment was important and how following it could have led to a better outcome for the bank. The goal of the presentation is to help bankers negotiate more effectively with vendors to get better contract terms and pricing.
INFOGRAPHIC: Smart contracts between hype and realityCapgemini
INFOGRAPHIC: Smart Contract Lifecycle. When will Smart Contracts Become Mainstream? What are the Opportunities in Financial Services Industry? Key Challenges in Smart Contract Adoption Smart Contracts: Breaking the Chain between Hype and Reality
Similar to other financial services domains, payments is evolving into an open ecosystem. The EU’s Payment Services Directive (PSD2) pioneered open banking by encouraging banks and established payments players to securely open the systems to foster competition, innovation, and more customer choices. In tandem with non-cash transaction growth, regulations are driving banks and payments firms to expand their array of payment methods and channels. Governments are encouraging financial inclusion by also promoting the adoption of non-cash payments. Increasingly, merchants and corporates seek to offer alternative payment systems because of widespread popularity among consumers. Alternative payments also enable merchants to provide real-time and cross-border payments to boost business efficiency.
Banks, payment firms, card firms, BigTechs, FinTechs, and other players are continuously developing new technology to cash in on market changes. However, data breaches and fraud continue to hinder innovation as firms devote countless resources each year to address security issues. Many governments are also designing new regulations to reduce ecosystem threats. All these measures are expected to make the current ecosystem much more secure and simple for players as well as customers.
Top Trends in Payments: 2020 explores and analyzes payments ecosystem initiatives and solutions for this year and beyond
A combination of factors − the pandemic, catastrophic weather events, evolving policyholder expectations, and insurers’ drive for operational efficiency and future relevance − are sparking P&C industry changes.
In a post-COVID, new-normal environment, the most strategic insurers are building resilient, crisis-proof enterprises poised to take advantage of emerging and future business opportunities. They are leveraging advanced data analytics and novel technologies to assure agility and achieve positive revenue and customer satisfaction outcomes. Competitive advantage will hinge on accelerated digitalization and faster go-to-market. Therefore, win-win partnerships and embedded services with InsurTechs and other ecosystem players are critical.
Read Capgemini’s Top P&C Insurance Trends 2022 for a glimpse at the tactical and strategic initiatives carriers are undertaking to boost customer-centricity, product agility, intelligent processes, and an open ecosystem to ensure profitable growth and future-readiness.
Top trends in Payments: 2020 highlighted the payments industry’s flux driven by new trends in technology adoption, innovative solutions, and changing consumer behavior. The pandemic has tested the digital mastery of players, who are already grappling with transition. Non-cash transactions are on a robust growth path, accelerated by increased adoption during COVID-19. Regulators are working to instill trust and address non-cash payments risk amid unparalleled growth as players collaborate to quell uncertainty. Regional initiatives, such as the P27 (Nordics real-time payments system) and the EPI (European Payments Initiative), are gaining traction in response to country-level fragmentation and competition.
Investment in emerging technologies is looked upon as an elixir to mitigate fraud, data-driven offerings are being considered for providing value-added propositions, and distributed ledger technology is in focus for digital currency solutions, efficiency enhancement, and cost gains. New players, such as retailers/merchants, are integrating payments into their value chains while technology giants are upscaling their financial services game by weaving offerings around payments as a center stage. Constrained by budgets, firms consider business models such as Platform-as-a-Service (PaaS) to provide cost-effective and superior customer experience.
The banking industry’s resilience is being tested as banks navigate through a remarkable 2020 filled with uncertainties. The impact of COVID-19 has been about setting the tone for future operational models. Retail banks have shifted focus towards integrated risk management with a more holistic view of operational risks. Adapting to the new normal, banks have prioritized cost transformation while engaging customers virtually. Incumbents sought to be more responsible within fast-changing environmental conditions and ESG remained a critical focus.
To provide more experiential services, banks are leveraging techniques such as segment-of-one to hyper-personalize offerings while aiming to humanize digital channels for increased engagement. Banks are also revamping middle and back offices, going beyond the front end leveraging intelligent processes. Open X is enabling banks to play on their strengths and use the expertise of ecosystem players. Going forward, banks are poised to become an enhanced one-stop shop by providing consumers value-adding FS and non-FS experiences.
To acquire customers in cost-effective manner, retail banks are tapping value-based propositions ‒ such as POS financing and mortgage refinancing. Further, Banking-as-Service provides incumbents a way to provide their high-value offerings to other players. In preparation for the future, banks will be looking to improve their go-to-market agility by leveraging the benefits of cloud. This analysis outlines the top 10 trends in retail banking for 2021.
INFOGRAPHIC: Smart contracts between hype and realityCapgemini
INFOGRAPHIC: Smart Contract Lifecycle. When will Smart Contracts Become Mainstream? What are the Opportunities in Financial Services Industry? Key Challenges in Smart Contract Adoption Smart Contracts: Breaking the Chain between Hype and Reality
Similar to other financial services domains, payments is evolving into an open ecosystem. The EU’s Payment Services Directive (PSD2) pioneered open banking by encouraging banks and established payments players to securely open the systems to foster competition, innovation, and more customer choices. In tandem with non-cash transaction growth, regulations are driving banks and payments firms to expand their array of payment methods and channels. Governments are encouraging financial inclusion by also promoting the adoption of non-cash payments. Increasingly, merchants and corporates seek to offer alternative payment systems because of widespread popularity among consumers. Alternative payments also enable merchants to provide real-time and cross-border payments to boost business efficiency.
Banks, payment firms, card firms, BigTechs, FinTechs, and other players are continuously developing new technology to cash in on market changes. However, data breaches and fraud continue to hinder innovation as firms devote countless resources each year to address security issues. Many governments are also designing new regulations to reduce ecosystem threats. All these measures are expected to make the current ecosystem much more secure and simple for players as well as customers.
Top Trends in Payments: 2020 explores and analyzes payments ecosystem initiatives and solutions for this year and beyond
A combination of factors − the pandemic, catastrophic weather events, evolving policyholder expectations, and insurers’ drive for operational efficiency and future relevance − are sparking P&C industry changes.
In a post-COVID, new-normal environment, the most strategic insurers are building resilient, crisis-proof enterprises poised to take advantage of emerging and future business opportunities. They are leveraging advanced data analytics and novel technologies to assure agility and achieve positive revenue and customer satisfaction outcomes. Competitive advantage will hinge on accelerated digitalization and faster go-to-market. Therefore, win-win partnerships and embedded services with InsurTechs and other ecosystem players are critical.
Read Capgemini’s Top P&C Insurance Trends 2022 for a glimpse at the tactical and strategic initiatives carriers are undertaking to boost customer-centricity, product agility, intelligent processes, and an open ecosystem to ensure profitable growth and future-readiness.
Top trends in Payments: 2020 highlighted the payments industry’s flux driven by new trends in technology adoption, innovative solutions, and changing consumer behavior. The pandemic has tested the digital mastery of players, who are already grappling with transition. Non-cash transactions are on a robust growth path, accelerated by increased adoption during COVID-19. Regulators are working to instill trust and address non-cash payments risk amid unparalleled growth as players collaborate to quell uncertainty. Regional initiatives, such as the P27 (Nordics real-time payments system) and the EPI (European Payments Initiative), are gaining traction in response to country-level fragmentation and competition.
Investment in emerging technologies is looked upon as an elixir to mitigate fraud, data-driven offerings are being considered for providing value-added propositions, and distributed ledger technology is in focus for digital currency solutions, efficiency enhancement, and cost gains. New players, such as retailers/merchants, are integrating payments into their value chains while technology giants are upscaling their financial services game by weaving offerings around payments as a center stage. Constrained by budgets, firms consider business models such as Platform-as-a-Service (PaaS) to provide cost-effective and superior customer experience.
The banking industry’s resilience is being tested as banks navigate through a remarkable 2020 filled with uncertainties. The impact of COVID-19 has been about setting the tone for future operational models. Retail banks have shifted focus towards integrated risk management with a more holistic view of operational risks. Adapting to the new normal, banks have prioritized cost transformation while engaging customers virtually. Incumbents sought to be more responsible within fast-changing environmental conditions and ESG remained a critical focus.
To provide more experiential services, banks are leveraging techniques such as segment-of-one to hyper-personalize offerings while aiming to humanize digital channels for increased engagement. Banks are also revamping middle and back offices, going beyond the front end leveraging intelligent processes. Open X is enabling banks to play on their strengths and use the expertise of ecosystem players. Going forward, banks are poised to become an enhanced one-stop shop by providing consumers value-adding FS and non-FS experiences.
To acquire customers in cost-effective manner, retail banks are tapping value-based propositions ‒ such as POS financing and mortgage refinancing. Further, Banking-as-Service provides incumbents a way to provide their high-value offerings to other players. In preparation for the future, banks will be looking to improve their go-to-market agility by leveraging the benefits of cloud. This analysis outlines the top 10 trends in retail banking for 2021.
A combination of factors such as demographic changes, evolving consumer preferences, and desire to become operationally efficient were already spurring changes in the life insurance industry. Enter 2020 – the COVID-19 pandemic is having a significant impact on the industry.
At the peak of disruption, the focus was on ensuring business continuity, but new initiatives are cropping up to tackle the challenges as the industry is adapting to the new normal.
Furthermore, COVID-19 has acted as a catalyst, pushing life insurers to prioritize their efforts on improving customer centricity, developing go-to-market agility, making processes intelligent, building business resilience, and embracing the open ecosystem.
Read our Life Insurance Top Trends 2021 report to explore the strategies insurers are adopting to manage the changing market dynamics.
Isn’t it time you got married? Why subscription commerce is key to B2B success
Relationships underpin every business. In today’s always-on digital era, you can’t assume your customers will remain loyal – there are so many options, programs, and suppliers they can choose from for any range of needs. Aggressive disrupters are luring them away. Discover how Subscription Commerce can help preserve and grow your B2B business.
Speaker: Dave Harrelson, Capgemini
https://www.capgemini.com/events/sap-cx-live/
The economic downturn has been impacting companies' results for several years now. In this study, Magenta Advisory took a look at how digital business can help companies to get ahead of their competitors before the economy starts its rise again.
While COVID-19 has sparked the demand for life insurance, it has also exposed the operating model vulnerabilities in distribution, servicing, and customer retention. In a post-COVID, new-normal environment, insurers need to enhance their capabilities around advanced data management and focus on seamless and secure data sharing to provide superior CX and hyper-personalized offerings. Accelerated digitalization and faster go-to-market are vital to remaining competitive, and win-win partnerships with ecosystems are critical in the journey.
Read our Top Life Insurance Trends 2022 to explore the tactical and strategic initiatives carriers undertake to acquire competencies around customer centricity, product agility, intelligent processes, and an open ecosystem to ensure profitable growth and future readiness.
This analysis provides an overview of the top trends in the retail banking sector driven by the competition, digital transformation, and innovation led by retail banks exploring novel ways to create and retain value in evolving landscape.
COVID-19 caught banks off guard and shook legacy mindsets to the core. With 20/20 (2020) hindsight, firms are more aware, digitally resilient, and financially stable as they head into 2022. The trials of the past 18 months forced firms to shore up existing business and consider new models and revenue streams.
Customer-centricity remains at the top of most FS agendas and is a 2022 focal point. Banks will focus on achieving operational excellence as diligently as delivering superior CX. In 2022 and beyond, it will be paramount for FIs to explore and invest in new technologies to remain relevant and resilient.
Banking 4.X will arrive in full force in 2022 with platform-supported firms monetizing diverse ecosystem capabilities and aggressively harvesting data to create experiential customer journeys through intelligent and personalized engagements. The new era will compel future-focused banks to finally abandon legacy infrastructure and collaborate with third-party specialists to solidify their best-fit, long-term roles. Increasingly, open platforms will make banks invisible as banking becomes embedded into customer lifestyles. At the same time, banks will shed asset-heavy models and shift to the cloud for greater agility, speed to market, and faster innovation. The shift will act as a precursor to adopting new technologies on the horizon – 5G and Decentralized Finance.
The recent past was filled will extraordinary lessons for financial institutions. Now is the time to act on those learnings and move forward profitably.
When we published the Top Trends in Wealth Management 2020, little did we foresee the pandemic that would sweep through the world and disrupt life as we knew it. Yet, when we reviewed last year’s trends, we found that many still hold and some have taken on even greater relevance. One such trend is sustainable investing, which had begun to gain prominence as investors became more aware of ESG considerations, and firms rolled out more sustainable investing offerings. Another trend that has accelerated in the post-COVID world is the importance of investing in omnichannel capabilities and technologies such as artificial intelligence (AI) to enhance personalization and advisor effectiveness. The pandemic has driven wealth management firms to accelerate their digital transformation journey, with some immediate focus areas being interactive client communications and digital advisor tools.
There is no denying that time is of the essence. Yes, budgets are tight, but the Open X ecosystem offers wealth management firms opportunities to reimagine their operating models and deliver excellent customer experience cost-effectively.
Capgemini presentation: gamification and the digital advantageBen Gilchriest
Presentation from a recent, joint Capgemini - Badgeville event in Sydney, Australia on the role of enterprise gamification in digital transformation.
Over-hyped or duly justified, enterprise gamification - the use of game design techniques to a business setting to make tasks more fun and engaging - is gaining attention from business leaders. Two-thirds of digital transformation programs fail mainly due to behavioural, cultural, or skills challenges.
This content is from a presentation by Ben Gilchriest, Digital Transformation lead for Capgemini Australia, on the importance of digital transformation, the main challenges companies face in realising value from digital, and touches on how enterprise gamification can help organisations over-come these challenges to achieve a Digital Advantage.
Capgemini Australia's Digital Transformation practice, focused on helping our clients find, size and catalyse digital opportunities, and Badgeville, the #1 gamification and behaviour management platform, work in partnership to leverage innovative gamification techniques to accelerate digital transformation in major organizations by engaging, rewarding and motivating employees and customers.
Financial services is undergoing a paradigm shift that is forcing incumbent retail banks to rethink growth strategies as they struggle to remain relevant. Growing competition from BigTechs, FinTech firms, and challenger banks has added to the complexity created by increasingly stringent regulatory and compliance requirements. Customers now expect a seamless customer journey and personalized offerings because they have become accustomed to top-notch individualized service from GAFA giants Google, Apple, Facebook, and Amazon. The changing ecosystem offers established banks new, unexplored opportunities and encourages a transition beyond traditional products to meet the exacting requirements of today’s customers. Bank collaboration with FinTech and RegTech partners is becoming commonplace. Incumbents are exploring point-of-sale financing and unsecured consumer lending, while they also boost their digital channel competencies to reach a broader customer base. Banks are beginning to accept open APIs and are working with third-party specialists to create an open shared marketplace. Technological advancements such as AI are fueling efforts to evolve customer onboarding and touchpoint processes. Increasingly, banks are turning to design thinking methodology to understand the customer journey, extract deep insights, and develop a more refined user experience across the customer lifecycle.
Our analysis of the top retail banking trends for 2020 offers a glimpse into the fast-changing banking ecosystem and explores the tools and solutions being used to face new-age challenges.
Aspects of the life insurance industry have remained constant for years – and so have premiums. Traditional savings products have taken a huge hit in terms of attractiveness because low interest-rates prevail. Meanwhile, the risk landscape is shifting, and insurers need to align better with the emerging business environment, manage changing customer preferences, and improve operational efficiencies. Within today’s scenario, industry players are undertaking tactical and strategic shifts in attempts to manage unpredictable market dynamics. Insurers must develop alternative products to breathe new life into policies and leverage emerging technologies (artificial intelligence (AI), analytics, and blockchain) to improve efficiency, agility, flexibility, and customer-centricity.
Read Top Trends in Life Insurance: 2020 for a look at the innovative steps future-focused insurers are considering to meet industry challenges and opportunities.
Property & Casualty Insurance Top Trends 2021Capgemini
The Property & Casualty insurance landscape is evolving quickly with the changing risk landscape, entry of new players, and changing customer expectations. The ripple effects of COVID-19 on the P&C insurance industry and natural disasters such as forest fires have adversely impacted insurance firm books.
In this scenario, to ensure growth and future-readiness, the most strategic insurers strive to be ‘Inventive Insurers’ – assuming a customer-centric approach, deploying intelligent processes, practicing business resilience and go-to-market agility, and embracing an open ecosystem.
Read our Property & Casualty Insurance Top Trends 2021 report to explore the strategies insurers are adapting to remain competitive amidst the evolving business landscape and how they can explore new ways to enhance their profitability.
Insuring the insurance business with actionable analyticsWNS Global Services
The Insurance Industry is faced with a myriad of challenges such as a need to manage costs better, keep update with stringent regulations and the ever increasing demands from consumers. Analytics can play a vital role in assisting Insurance Executives navigate the technical and operational complexities to accelerate the growth of the industry.
Covering key aspects like Reporting, Descriptive or the advanced Predictive and Prescriptive analytics, this Whitepaper “Insuring the Insurance Business with Actionable Analytics” examines a complete view on how analytics can transform the insurance business to create value for all stakeholders.
Transforming businesses through design maria niiniharju, idean, part of capge...Capgemini
Design Thinking can lead to measurable business value very fast - lowering development costs, improving efficiency, driving adoption, improving brand recognition and also driving employee engagement. However, lasting value often requires a cultural transformation and approaching business challenges more holistically - this is where design-led transformation truly pays off. How can human centric approach make the biggest, boldest impact in 2018 and beyond?
In light of BigTech’s potential entry into wealth management, it is critical for established firms to anticipate evolving customer preferences and demands to stay competitive. Leveraging deep customer insights offers a competitive edge when it comes to designing products and services. Artificial intelligence (AI) is becoming an increasingly useful tool in the development of Intelligent Solutions for both front- and back-end wealth management operations, which can improve customer engagement. In pursuit of new revenue streams, wealth firms are partnering with third-party developers and FinTechs to create open API-based plug-and-play services. Data-driven compliance will help to ensure regulatory risk management while also driving firm goals, profitability, and reputation.
Boosting Innovation and Value for Your Subsidiaries with SAP S/4HANA CloudCapgemini
Boosting Innovation and Value for Your Subsidiaries with SAP S/4HANA Cloud: More agility, More innovation, More time-to-Value and Quicker Payback with Capgemini and SAP 2tier Strategy
The Capital Markets industry is ripe for disruption as participants cope with increasing competition and a stricter regulatory environment. Ecosystem firms are leveraging emerging technologies to support their transition to new and differentiating business/operating models that will enable efficiency efforts and profitability goals. However, rapid transformation also introduces the potential for significant security threats to critical components of the capital markets industry. This report explores the top-10 trends that industry participants will face in 2018 and beyond.
Carolinas Credit Union Launch Feb 2023 Paladin 10 Negotiating Commandments Ap...katlynplummer1
As the saying goes... if you're not making mistakes, you're probably not trying hard enough. That philosophy works in most businesses, but can you afford to blow a multi-year, multi-million dollar core, IT or fintech contract negotiation? ...even a little bit? Most bankers can strike a winning loan deal any day of the week because you own that domain, but when it comes to technology contracts, let's face it - you're outgunned.
In this session, you'll learn about the most important negotiating strategies you'll need to follow to be successful presented by Aaron Silva of Paladin fs, one of the nation's top technology contract negotiation experts
This A-political, non-partisan, entertaining yet serious presentation will feature President Trump as the lead negotiator against Core & IT legacy suppliers such as Fiserv, FIS and Jack Henry.
A combination of factors such as demographic changes, evolving consumer preferences, and desire to become operationally efficient were already spurring changes in the life insurance industry. Enter 2020 – the COVID-19 pandemic is having a significant impact on the industry.
At the peak of disruption, the focus was on ensuring business continuity, but new initiatives are cropping up to tackle the challenges as the industry is adapting to the new normal.
Furthermore, COVID-19 has acted as a catalyst, pushing life insurers to prioritize their efforts on improving customer centricity, developing go-to-market agility, making processes intelligent, building business resilience, and embracing the open ecosystem.
Read our Life Insurance Top Trends 2021 report to explore the strategies insurers are adopting to manage the changing market dynamics.
Isn’t it time you got married? Why subscription commerce is key to B2B success
Relationships underpin every business. In today’s always-on digital era, you can’t assume your customers will remain loyal – there are so many options, programs, and suppliers they can choose from for any range of needs. Aggressive disrupters are luring them away. Discover how Subscription Commerce can help preserve and grow your B2B business.
Speaker: Dave Harrelson, Capgemini
https://www.capgemini.com/events/sap-cx-live/
The economic downturn has been impacting companies' results for several years now. In this study, Magenta Advisory took a look at how digital business can help companies to get ahead of their competitors before the economy starts its rise again.
While COVID-19 has sparked the demand for life insurance, it has also exposed the operating model vulnerabilities in distribution, servicing, and customer retention. In a post-COVID, new-normal environment, insurers need to enhance their capabilities around advanced data management and focus on seamless and secure data sharing to provide superior CX and hyper-personalized offerings. Accelerated digitalization and faster go-to-market are vital to remaining competitive, and win-win partnerships with ecosystems are critical in the journey.
Read our Top Life Insurance Trends 2022 to explore the tactical and strategic initiatives carriers undertake to acquire competencies around customer centricity, product agility, intelligent processes, and an open ecosystem to ensure profitable growth and future readiness.
This analysis provides an overview of the top trends in the retail banking sector driven by the competition, digital transformation, and innovation led by retail banks exploring novel ways to create and retain value in evolving landscape.
COVID-19 caught banks off guard and shook legacy mindsets to the core. With 20/20 (2020) hindsight, firms are more aware, digitally resilient, and financially stable as they head into 2022. The trials of the past 18 months forced firms to shore up existing business and consider new models and revenue streams.
Customer-centricity remains at the top of most FS agendas and is a 2022 focal point. Banks will focus on achieving operational excellence as diligently as delivering superior CX. In 2022 and beyond, it will be paramount for FIs to explore and invest in new technologies to remain relevant and resilient.
Banking 4.X will arrive in full force in 2022 with platform-supported firms monetizing diverse ecosystem capabilities and aggressively harvesting data to create experiential customer journeys through intelligent and personalized engagements. The new era will compel future-focused banks to finally abandon legacy infrastructure and collaborate with third-party specialists to solidify their best-fit, long-term roles. Increasingly, open platforms will make banks invisible as banking becomes embedded into customer lifestyles. At the same time, banks will shed asset-heavy models and shift to the cloud for greater agility, speed to market, and faster innovation. The shift will act as a precursor to adopting new technologies on the horizon – 5G and Decentralized Finance.
The recent past was filled will extraordinary lessons for financial institutions. Now is the time to act on those learnings and move forward profitably.
When we published the Top Trends in Wealth Management 2020, little did we foresee the pandemic that would sweep through the world and disrupt life as we knew it. Yet, when we reviewed last year’s trends, we found that many still hold and some have taken on even greater relevance. One such trend is sustainable investing, which had begun to gain prominence as investors became more aware of ESG considerations, and firms rolled out more sustainable investing offerings. Another trend that has accelerated in the post-COVID world is the importance of investing in omnichannel capabilities and technologies such as artificial intelligence (AI) to enhance personalization and advisor effectiveness. The pandemic has driven wealth management firms to accelerate their digital transformation journey, with some immediate focus areas being interactive client communications and digital advisor tools.
There is no denying that time is of the essence. Yes, budgets are tight, but the Open X ecosystem offers wealth management firms opportunities to reimagine their operating models and deliver excellent customer experience cost-effectively.
Capgemini presentation: gamification and the digital advantageBen Gilchriest
Presentation from a recent, joint Capgemini - Badgeville event in Sydney, Australia on the role of enterprise gamification in digital transformation.
Over-hyped or duly justified, enterprise gamification - the use of game design techniques to a business setting to make tasks more fun and engaging - is gaining attention from business leaders. Two-thirds of digital transformation programs fail mainly due to behavioural, cultural, or skills challenges.
This content is from a presentation by Ben Gilchriest, Digital Transformation lead for Capgemini Australia, on the importance of digital transformation, the main challenges companies face in realising value from digital, and touches on how enterprise gamification can help organisations over-come these challenges to achieve a Digital Advantage.
Capgemini Australia's Digital Transformation practice, focused on helping our clients find, size and catalyse digital opportunities, and Badgeville, the #1 gamification and behaviour management platform, work in partnership to leverage innovative gamification techniques to accelerate digital transformation in major organizations by engaging, rewarding and motivating employees and customers.
Financial services is undergoing a paradigm shift that is forcing incumbent retail banks to rethink growth strategies as they struggle to remain relevant. Growing competition from BigTechs, FinTech firms, and challenger banks has added to the complexity created by increasingly stringent regulatory and compliance requirements. Customers now expect a seamless customer journey and personalized offerings because they have become accustomed to top-notch individualized service from GAFA giants Google, Apple, Facebook, and Amazon. The changing ecosystem offers established banks new, unexplored opportunities and encourages a transition beyond traditional products to meet the exacting requirements of today’s customers. Bank collaboration with FinTech and RegTech partners is becoming commonplace. Incumbents are exploring point-of-sale financing and unsecured consumer lending, while they also boost their digital channel competencies to reach a broader customer base. Banks are beginning to accept open APIs and are working with third-party specialists to create an open shared marketplace. Technological advancements such as AI are fueling efforts to evolve customer onboarding and touchpoint processes. Increasingly, banks are turning to design thinking methodology to understand the customer journey, extract deep insights, and develop a more refined user experience across the customer lifecycle.
Our analysis of the top retail banking trends for 2020 offers a glimpse into the fast-changing banking ecosystem and explores the tools and solutions being used to face new-age challenges.
Aspects of the life insurance industry have remained constant for years – and so have premiums. Traditional savings products have taken a huge hit in terms of attractiveness because low interest-rates prevail. Meanwhile, the risk landscape is shifting, and insurers need to align better with the emerging business environment, manage changing customer preferences, and improve operational efficiencies. Within today’s scenario, industry players are undertaking tactical and strategic shifts in attempts to manage unpredictable market dynamics. Insurers must develop alternative products to breathe new life into policies and leverage emerging technologies (artificial intelligence (AI), analytics, and blockchain) to improve efficiency, agility, flexibility, and customer-centricity.
Read Top Trends in Life Insurance: 2020 for a look at the innovative steps future-focused insurers are considering to meet industry challenges and opportunities.
Property & Casualty Insurance Top Trends 2021Capgemini
The Property & Casualty insurance landscape is evolving quickly with the changing risk landscape, entry of new players, and changing customer expectations. The ripple effects of COVID-19 on the P&C insurance industry and natural disasters such as forest fires have adversely impacted insurance firm books.
In this scenario, to ensure growth and future-readiness, the most strategic insurers strive to be ‘Inventive Insurers’ – assuming a customer-centric approach, deploying intelligent processes, practicing business resilience and go-to-market agility, and embracing an open ecosystem.
Read our Property & Casualty Insurance Top Trends 2021 report to explore the strategies insurers are adapting to remain competitive amidst the evolving business landscape and how they can explore new ways to enhance their profitability.
Insuring the insurance business with actionable analyticsWNS Global Services
The Insurance Industry is faced with a myriad of challenges such as a need to manage costs better, keep update with stringent regulations and the ever increasing demands from consumers. Analytics can play a vital role in assisting Insurance Executives navigate the technical and operational complexities to accelerate the growth of the industry.
Covering key aspects like Reporting, Descriptive or the advanced Predictive and Prescriptive analytics, this Whitepaper “Insuring the Insurance Business with Actionable Analytics” examines a complete view on how analytics can transform the insurance business to create value for all stakeholders.
Transforming businesses through design maria niiniharju, idean, part of capge...Capgemini
Design Thinking can lead to measurable business value very fast - lowering development costs, improving efficiency, driving adoption, improving brand recognition and also driving employee engagement. However, lasting value often requires a cultural transformation and approaching business challenges more holistically - this is where design-led transformation truly pays off. How can human centric approach make the biggest, boldest impact in 2018 and beyond?
In light of BigTech’s potential entry into wealth management, it is critical for established firms to anticipate evolving customer preferences and demands to stay competitive. Leveraging deep customer insights offers a competitive edge when it comes to designing products and services. Artificial intelligence (AI) is becoming an increasingly useful tool in the development of Intelligent Solutions for both front- and back-end wealth management operations, which can improve customer engagement. In pursuit of new revenue streams, wealth firms are partnering with third-party developers and FinTechs to create open API-based plug-and-play services. Data-driven compliance will help to ensure regulatory risk management while also driving firm goals, profitability, and reputation.
Boosting Innovation and Value for Your Subsidiaries with SAP S/4HANA CloudCapgemini
Boosting Innovation and Value for Your Subsidiaries with SAP S/4HANA Cloud: More agility, More innovation, More time-to-Value and Quicker Payback with Capgemini and SAP 2tier Strategy
The Capital Markets industry is ripe for disruption as participants cope with increasing competition and a stricter regulatory environment. Ecosystem firms are leveraging emerging technologies to support their transition to new and differentiating business/operating models that will enable efficiency efforts and profitability goals. However, rapid transformation also introduces the potential for significant security threats to critical components of the capital markets industry. This report explores the top-10 trends that industry participants will face in 2018 and beyond.
Carolinas Credit Union Launch Feb 2023 Paladin 10 Negotiating Commandments Ap...katlynplummer1
As the saying goes... if you're not making mistakes, you're probably not trying hard enough. That philosophy works in most businesses, but can you afford to blow a multi-year, multi-million dollar core, IT or fintech contract negotiation? ...even a little bit? Most bankers can strike a winning loan deal any day of the week because you own that domain, but when it comes to technology contracts, let's face it - you're outgunned.
In this session, you'll learn about the most important negotiating strategies you'll need to follow to be successful presented by Aaron Silva of Paladin fs, one of the nation's top technology contract negotiation experts
This A-political, non-partisan, entertaining yet serious presentation will feature President Trump as the lead negotiator against Core & IT legacy suppliers such as Fiserv, FIS and Jack Henry.
Carolinas Credit Union Launch Feb 2023 Paladin 10 Negotiating Commandments Ap...katlynplummer1
As the saying goes... if you're not making mistakes, you're probably not trying hard enough. That philosophy works in most businesses, but can you afford to blow a multi-year, multi-million dollar core, IT or fintech contract negotiation? ...even a little bit? Most bankers can strike a winning loan deal any day of the week because you own that domain, but when it comes to technology contracts, let's face it - you're outgunned.
In this session, you'll learn about the most important negotiating strategies you'll need to follow to be successful presented by Aaron Silva of Paladin fs, one of the nation's top technology contract negotiation experts
VBA 2019 Secrets Revealed: 10 Things Your Core IT Supplier Will NOT Tell You-...Mona Ashour
When it comes to negotiating and renewing these multi-million dollar relationships once every five to seven years, community banks are at a distinct disadvantage negotiating against their Core and IT service providers – bankers have to know what to demand in advance. Suppliers protect these secrets within a team of highly skilled negotiators, contract writers and lawyers who negotiate hundreds of contracts each year with different institutions – never sharing with you what they negotiated differently with any other institution nationwide. To make matters worse these core vendors have formed a market oligopoly, controlling 93 percent of the industry, effectively blocking community institutions from the chance to receive a fair deal through any lack of formidable competition.
Wake up and smell the new M&A Imperative jan 2019 Bank Director AOBA - redactedMona Ashour
The industry is shrinking by 5-6% annually through M&A. Meanwhile, Core & IT suppliers' revenue and profits grow as their quietly act as silent shareholders in every deal no matter the situation - sell or buy. Institutions can restructure their current contracts to prosper before M&A rather than be punished. Hear real life case studies where bankers wisely took matters into their own hands and gained greatly.
BHCA Spring Seminar _ Trump 2019 RedactedMona Ashour
This a-political, non-partisan and entertaining presentation will make President Trump the lead negotiator against Core & IT suppliers such as Fiserv, FIS and Jack Henry. Hear from his twitter account along with many of his political rivals and friends as they join together in helping bankers obtain a fair, balanced and reciprocal trade agreement against these vendors.
ICBA 2019 - Negotiate Core Contracts Like a Boss - redactedMona Ashour
Learn how Massachusetts-based BayCoast Bank ($1.6B) strategically attacked their highest non-payroll expense and most critical legacy fintech relationships-core and IT services-to reduce costs to the tune of $4.5+ million without switching vendors! Learn how this bank intelligently negotiated against its "partners" to reduce spend, restructure its contracts and align their vendors with its strategy-not the other way around. Session ideal for banks $35M - $15B in size.
CU Connect: 10 Things Your Core IT Supplier Will Not Tell You - RedactedMona Ashour
When it comes to negotiating and renewing these multi-million dollar relationships once every five to seven years, community banks and credit unions are at a distinct disadvantage negotiating against their Core and IT service providers – bankers have to know what to demand in advance. Suppliers protect these secrets within a team of highly skilled negotiators, contract writers and lawyers who negotiate hundreds of contracts each year with different institutions – never sharing with you what they negotiated differently with any other institution nationwide. To make matters worse these core vendors have formed a market oligopoly, controlling 93 percent of the industry, effectively blocking community institutions from the chance to receive a fair deal through any lack of formidable competition.
P3 Conference - 10 Things Your Core IT Supplier Will Not Tell YouMona Ashour
10 critical issues and negotiating secrets that bankers should know before they sit down at the negotiating table. Silva will discuss his latest proprietary research findings that outline the problems, pitfalls and best practices in restructuring vendor contracts based on nationwide intelligence. Through real life examples of how banks often pay in excess of $1 million more than necessary over the life of their core services contracts, the audience will learn how to dramatically improve their core and IT spending efficiency and better protect their institutions from downstream risks hidden within their contracts.
FMS East Coast Conference 2019 trump_RedactedMona Ashour
This a-political, non-partisan and entertaining presentation will make President Trump the lead negotiator against Core & IT suppliers such as Fiserv, FIS and Jack Henry. Hear from his twitter account along with many of his political rivals and friends as they join together in helping bankers obtain a fair, balanced and reciprocal trade agreement against these vendors.
FMS East Coast Conference 2019 trump_RedactedMona Ashour
This a-political, non-partisan and entertaining presentation will make President Trump the lead negotiator against Core & IT suppliers such as Fiserv, FIS and Jack Henry. Hear from his twitter account along with many of his political rivals and friends as they join together in helping bankers obtain a fair, balanced and reciprocal trade agreement against these vendors.
Paladin fs CEO Aaron Silva, and Managing Director of Paladin’s Fintech Advantage Alex Lopatine, deliver a formidable one-two punch for community bankers who must face off against the Core IT supplier oligopoly when adopting future Fintech alternatives. During this bankers-only session, Aaron and Alex will provide deep insights on how to profitably explore ways to build the bank of the future without being beholden to the onerous contractual, financial and technology barriers of legacy suppliers.
Wake Up and Smell the New M&A Imperative_ May 2019 FBA CFO SymposiumMona Ashour
The industry is shrinking by 5-6% annually through M&A. Meanwhile, Core & IT suppliers' revenue and profits grow as their quietly act as silent shareholders in every deal no matter the situation - sell or buy. Institutions can restructure their current contracts to prosper before M&A rather than be punished. Hear real life case studies where bankers wisely took matters into their own hands and gained greatly.
BankHorizons April 2019__Fintech Disruption_RedactedMona Ashour
Managing Director of Paladin’s Fintech Advantage Alex Lopatine, delivers a formidable one-two punch for community bankers who must face off against the Core IT supplier oligopoly when adopting future Fintech alternatives. During this bankers-only session, Alex will provide deep insights on how to profitably explore ways to build the bank of the future without being beholden to the onerous contractual, financial and technology barriers of legacy suppliers.
Please join Jennifer Schaus & Associates every Wednesday Friday in 2022 for a complimentary webinar series. See the full recording on our YouTube Channel https://www.youtube.com/channel/UCYvCaZcAvSYYEAZCqj2CQ9g and full schedule on our website: https://www.jenniferschaus.com/far-supplements
For more information about our federal contracting services please contact us at hello@jenniferschaus.com
Win more federal government contracts!
CxO Roadmap: Designing a Fintech Strategy Around Your Legacy Core IT SupplierKelli Wilkinson
Senior Execs struggle with how to pick the best alternative fintech suppliers while simultaneously de-handcuffing from one-sided legacy core relationships. With so many choices appearing in the market CEOs want to know which neo-cores are ready? What fintech suppliers are mature enough to partner? How does the bank structure a greenfield deal with a new market entrant and manage the associated business risk?
CEOs need strategic insights on how to set the vision and direct their franchise to take advantage of the fintech opportunity without creating too much disruption with clients, staff and the bottom line. Information is pouring in from all directions on fintech and it has become difficult to adopt the right strategy in a fragmented evolving marketplace providing many options.
This session will provide an unbiased, no BS summary for non-technical CEOs ready to lead their franchise in the new fintech era while minimizing the long term hold that legacy core IT suppliers have on them.
Similar to Paladin fs - 10 Negotiating Commandments You Should Never Break (20)
USDA Loans in California: A Comprehensive Overview.pptxmarketing367770
USDA Loans in California: A Comprehensive Overview
If you're dreaming of owning a home in California's rural or suburban areas, a USDA loan might be the perfect solution. The U.S. Department of Agriculture (USDA) offers these loans to help low-to-moderate-income individuals and families achieve homeownership.
Key Features of USDA Loans:
Zero Down Payment: USDA loans require no down payment, making homeownership more accessible.
Competitive Interest Rates: These loans often come with lower interest rates compared to conventional loans.
Flexible Credit Requirements: USDA loans have more lenient credit score requirements, helping those with less-than-perfect credit.
Guaranteed Loan Program: The USDA guarantees a portion of the loan, reducing risk for lenders and expanding borrowing options.
Eligibility Criteria:
Location: The property must be located in a USDA-designated rural or suburban area. Many areas in California qualify.
Income Limits: Applicants must meet income guidelines, which vary by region and household size.
Primary Residence: The home must be used as the borrower's primary residence.
Application Process:
Find a USDA-Approved Lender: Not all lenders offer USDA loans, so it's essential to choose one approved by the USDA.
Pre-Qualification: Determine your eligibility and the amount you can borrow.
Property Search: Look for properties in eligible rural or suburban areas.
Loan Application: Submit your application, including financial and personal information.
Processing and Approval: The lender and USDA will review your application. If approved, you can proceed to closing.
USDA loans are an excellent option for those looking to buy a home in California's rural and suburban areas. With no down payment and flexible requirements, these loans make homeownership more attainable for many families. Explore your eligibility today and take the first step toward owning your dream home.
how to sell pi coins effectively (from 50 - 100k pi)DOT TECH
Anywhere in the world, including Africa, America, and Europe, you can sell Pi Network Coins online and receive cash through online payment options.
Pi has not yet been launched on any exchange because we are currently using the confined Mainnet. The planned launch date for Pi is June 28, 2026.
Reselling to investors who want to hold until the mainnet launch in 2026 is currently the sole way to sell.
Consequently, right now. All you need to do is select the right pi network provider.
Who is a pi merchant?
An individual who buys coins from miners on the pi network and resells them to investors hoping to hang onto them until the mainnet is launched is known as a pi merchant.
debuts.
I'll provide you the Telegram username
@Pi_vendor_247
How to get verified on Coinbase Account?_.docxBuy bitget
t's important to note that buying verified Coinbase accounts is not recommended and may violate Coinbase's terms of service. Instead of searching to "buy verified Coinbase accounts," follow the proper steps to verify your own account to ensure compliance and security.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
The secret way to sell pi coins effortlessly.DOT TECH
Well as we all know pi isn't launched yet. But you can still sell your pi coins effortlessly because some whales in China are interested in holding massive pi coins. And they are willing to pay good money for it. If you are interested in selling I will leave a contact for you. Just telegram this number below. I sold about 3000 pi coins to him and he paid me immediately.
Telegram: @Pi_vendor_247
Financial Assets: Debit vs Equity Securities.pptxWrito-Finance
financial assets represent claim for future benefit or cash. Financial assets are formed by establishing contracts between participants. These financial assets are used for collection of huge amounts of money for business purposes.
Two major Types: Debt Securities and Equity Securities.
Debt Securities are Also known as fixed-income securities or instruments. The type of assets is formed by establishing contracts between investor and issuer of the asset.
• The first type of Debit securities is BONDS. Bonds are issued by corporations and government (both local and national government).
• The second important type of Debit security is NOTES. Apart from similarities associated with notes and bonds, notes have shorter term maturity.
• The 3rd important type of Debit security is TRESURY BILLS. These securities have short-term ranging from three months, six months, and one year. Issuer of such securities are governments.
• Above discussed debit securities are mostly issued by governments and corporations. CERTIFICATE OF DEPOSITS CDs are issued by Banks and Financial Institutions. Risk factor associated with CDs gets reduced when issued by reputable institutions or Banks.
Following are the risk attached with debt securities: Credit risk, interest rate risk and currency risk
There are no fixed maturity dates in such securities, and asset’s value is determined by company’s performance. There are two major types of equity securities: common stock and preferred stock.
Common Stock: These are simple equity securities and bear no complexities which the preferred stock bears. Holders of such securities or instrument have the voting rights when it comes to select the company’s board of director or the business decisions to be made.
Preferred Stock: Preferred stocks are sometime referred to as hybrid securities, because it contains elements of both debit security and equity security. Preferred stock confers ownership rights to security holder that is why it is equity instrument
<a href="https://www.writofinance.com/equity-securities-features-types-risk/" >Equity securities </a> as a whole is used for capital funding for companies. Companies have multiple expenses to cover. Potential growth of company is required in competitive market. So, these securities are used for capital generation, and then uses it for company’s growth.
Concluding remarks
Both are employed in business. Businesses are often established through debit securities, then what is the need for equity securities. Companies have to cover multiple expenses and expansion of business. They can also use equity instruments for repayment of debits. So, there are multiple uses for securities. As an investor, you need tools for analysis. Investment decisions are made by carefully analyzing the market. For better analysis of the stock market, investors often employ financial analysis of companies.
Exploring Abhay Bhutada’s Views After Poonawalla Fincorp’s Collaboration With...beulahfernandes8
The financial landscape in India has witnessed a significant development with the recent collaboration between Poonawalla Fincorp and IndusInd Bank.
The launch of the co-branded credit card, the IndusInd Bank Poonawalla Fincorp eLITE RuPay Platinum Credit Card, marks a major milestone for both entities.
This strategic move aims to redefine and elevate the banking experience for customers.
how to sell pi coins on Bitmart crypto exchangeDOT TECH
Yes. Pi network coins can be exchanged but not on bitmart exchange. Because pi network is still in the enclosed mainnet. The only way pioneers are able to trade pi coins is by reselling the pi coins to pi verified merchants.
A verified merchant is someone who buys pi network coins and resell it to exchanges looking forward to hold till mainnet launch.
I will leave the telegram contact of my personal pi merchant to trade with.
@Pi_vendor_247
Currently pi network is not tradable on binance or any other exchange because we are still in the enclosed mainnet.
Right now the only way to sell pi coins is by trading with a verified merchant.
What is a pi merchant?
A pi merchant is someone verified by pi network team and allowed to barter pi coins for goods and services.
Since pi network is not doing any pre-sale The only way exchanges like binance/huobi or crypto whales can get pi is by buying from miners. And a merchant stands in between the exchanges and the miners.
I will leave the telegram contact of my personal pi merchant. I and my friends has traded more than 6000pi coins successfully
Tele-gram
@Pi_vendor_247
Introduction to Indian Financial System ()Avanish Goel
The financial system of a country is an important tool for economic development of the country, as it helps in creation of wealth by linking savings with investments.
It facilitates the flow of funds form the households (savers) to business firms (investors) to aid in wealth creation and development of both the parties
2. 2
BANKER DANIEL
EXECUTIVE VICE PRESIDENT & CHIEF FINANCIAL OFFICER
IN VENDORSWE TRUST
NATIONAL BANK
25-year career in
banking and finance
Smart, sophisticated,
confident in his
negotiating skills but
can be easily humbled
Oversees technology
vendor management,
procurement and
spend analysis
3. 3
AARON SILVA
CEO OF PALADIN FS & THE GOLDEN CONTRACT
COALITION PROFESSIONAL NEGOTIATOR
Industry PREACHER for the
health and success of CFIs
Created Paladin Blue Book
2007-2009
Advise Wall Street on
fintech & legacy core
Membership launch June 2016
Group “Offensive” Negotiations vs.
Legacy & Fintech Suppliers
200+ Institution Member
Target $1B in Total Contract Value
Largest global IT contract negotiations
Legal firm
14 Years Paladin
10 Years OASYS
4. 4
THE PALADIN BLUE BOOK™
BETWEEN 2007 AND 2021
$362,818,094
RETURNED TO BANKERS
$1.57M
14 YEAR AVERAGE PER DEAL
5. A NO BS PRESENTATION
The presentation you are about to witness is
a compilation of actual situations experienced
by real bankers just like Banker Daniel.
The names of the banks have been changed
to protect their confidentiality and Banker Daniel
will play the role of every banker.
No changes have been made to the actual
tactics of any vendor represented because
YOU JUST CAN’T MAKE THIS STUFF UP FOLKS!
6. 6
SITUATION 1 OF 10
CORE CONTRACT RENEWAL REQUEST
18 months before expiration.
Banker Daniel opens an
informal negotiation with Fiserv.
Requests for a renewal quote.
Banker Daniel informs Fiserv
that FIS has also been asked
for a competitive bid.
Daniel secretly provides FIS
with a Fiserv invoice.
($$ blacked out of course)
Daniel suggests he will also
send an RFP to each vendor as
part of bank decision process.
7. Thou Shalt Not Show
Your Cards Too Quickly
COMMANDMENT BROKEN:
8. 8
DEBRIEF:
THOU SHALT NOT SHOW YOUR CARDS TOO QUICKLY
Fiserv and FIS see efficiency ratio is 75% and climbing.
Profits are flat = unlikely bank can afford a major
vendor change disruption.
No actual demos are scheduled or requested.
Vendors will know that Daniel is not serious to switch.
This is a simple shakedown of Fiserv.
55%
60%
65%
70%
75%
80%
Efficiency Ratio
Profits
Redacted to protect proprietary
information
Please contact info@paladin-
fs.com to download
full version from P3 Event 2021
9. 9
SITUATION 2 OF 10
SEARCHING FOR A NEW INTERNET BANKING PROVIDER
9 months left on current 5-year Internet Banking contract.
Application is obsolete, not innovative.
Begins demo process of fintech internet
banking and mobile solutions
Banker Daniel sends a NOTICE OF NON-AUTORENEWAL
to avoid 5-year extension trigger at 180 days.
10. COMMANDMENT BROKEN:
Thou Shalt Control
the Sands of Time
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
11. 11
DEBRIEF:
THOU SHALT COMMAND THE SANDS OF TIME
Non-auto renewal should have been eliminated 4 years ago.
API negotiations / programming can take many months
Conversion dates for most vendors can be 6-18 months away
9 months is NOT enough time to evaluate a new supplier and negotiate
new contract.
11
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
12. 12
Start a negotiation with
24-30 months remaining
Complete discussions with
18-24 months remaining
“sweet spot”
Never start with less than
18 months ”Red Zone”
Sweet Spot
Most
Good
Least
Early Bird Sweet Spot Red Zone
Months Remaining on Contract
Cost
Reduction
Opportunity
24
Months
18
Months
Sign in the
“Sweet Spot”
Switching leverage
erodes quickly in RED ZONE
Begin Research
24-30 Months
Get Started
Get it Done
Get Moving!
Call to Action
PALADIN BLUE BOOK PRO TIP
13. 13
SITUATION 3 OF 10
NEW FINTECH RELATIONSHIP
Banker Daniel decides to implement an
online account opening service
from a VC-backed fintech company.
Jack Henry 20/20
48 months remaining
on a 6-year deal.
Daniel sends the fintech master agreement
draft and price sheet to their general counsel
at Shapiro & Shaprio to negotiate.
14. Never Lay
with a Lawyer
COMMANDMENT BROKEN:
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
15. 15
DEBRIEF:
NEVER LAY WITH A LAWYER
15
Little market intelligence on competitive SLAs.
Lawyers have no market data or pricing.
Few have seen or written fintech agreements (they’re new).
MIA: Where is the API contract and enhanced SLA with Jack Henry?
MIA: You’ll need a separate SOW for the OAO implementation.
Lawyers are paid for process – not motivated by outcomes.
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
16. 16
SITUATION 4 OF 10
UNSOLICITED EARLY RENEWAL
Finastra sends early renewal proposal to Banker Daniel.
$10,000 per month discount on a 48-month extension.
IF he signs by EOM (-$480,000).
Daniel smartly doubles the discount to $20,000 and counters.
Finastra agrees to $12,500 monthly flat discount in exchange for a
60-month extension.
Banker Daniel approves the compromise. Signs renewal.
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
17. COMMANDMENT BROKEN:
Never Negotiate
Against Oneself
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
18. 18
DEBRIEF:
NEVER NEGOTIATE AGAINST ONESELF
Responding with a price counter signals that
Daniel doesn't care as much about contract terms.
He’s an economic buyer only.
Bank was $32,000 over FMV on Day 1.
$1.17M left on table!
Agreeing to a monthly fixed discount is big mistake.
Demanding 2x the offered discount told Finastra that
Daniel is guessing. Likely negotiating blind.
18
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
19. 19
SITUATION 5 OF 10
BANK NEEDS A CUSTOM API
Banker Daniel needs an API
for his new fintech LOS
Needs access bank-owned
data on FIS Horizon.
FIS quotes $480,000 for the
API + programming
+ plus $.003 per API ‘call’
made by the LOS application.
Daniel chokes. FIS agrees to program API
for $250,000 because they
can re-sell it to other banks.
Daniel agrees.
Redacted to protect proprietary
information
Please contact info@paladin-fs.com to
download
full version from P3 Event 2021
20. Thou Shalt Not Guess
On Contract Terms
COMMANDMENT BROKEN:
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
21. 21
DEBRIEF:
THOU SHALT NOT GUESS ON CONTRACT TERMS
21
Bank mistakenly gave
away software license
royalty opportunity.
Daniel agreed to pay $.003 for
each ‘API call’ but has no idea
how much that will cost short or
long term. Major obligation risk!
Paid FIS $250,000 for
development of a new API
that FIS will exclusively profit
from in future.
Redacted to protect
proprietary information
Please contact
info@paladin-fs.com to
download
full version from P3 Event
2021
22. 22
COMMANDMENTS THAT BANKER DANIEL KNOWS
Ye Shall Not Negotiate
Without a Plan
Never go in unprepared, unarmed.
Contracts should follow YOUR innovation plans, not
the vendors’. Control the negotiation tempo from the
beginning and through to the end.
Remember
Thy Stakeholders
Always negotiate cynically.
Even if the services are GREAT…Vendors want to
sell you the worst possible deal at the highest
possible price. They want to take money off of your
bottom line and put it in their pocket.
23. 23
SITUATION 8 OF 10
MERGER OF EQUALS
Two $8B banks merge while using the same core vendor, different platform
Acquired bank shareholders receive
a $16,000,000 contract termination
demand from vendor.
Surviving bank estimates
de-conversion, conversion and
integration expense to exceed $4.8
million over 2 years post merger.
Redacted to protect
proprietary information
Please contact
info@paladin-fs.com to
download
full version from P3 Event
2021
24. Thou Shalt Not Allow a Vendor to
Become a Silent Shareholder
COMMANDMENT BROKEN:
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
25. 25
DEBRIEF:
THOU SHALT NOT ALLOW A VENDOR TO BECOME
A SILENT SHAREHOLDER
Entire vendor relationship was restructured under a new master agreement.
$38M spend reduction over next 5 years!
Nearly all predatory termination, de-conversion, integration expense
was mitigated.
25
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
26. 26
PALADIN BLUE BOOK PRO TIP
COST OF SERVICE
WHEN BANKS MERGE
PROFIT GROWTH
GAIN SHARING
A vendor’s cost of service lowers when
two of their clients merge into one.
There is little relationship to
the amount of your assets and their cost
of service.
When your bank buys another bank processed
by a competitor, gain sharing is possible.
All M&A scenarios should be pre-stipulated in
contract now.
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
27. 27
SITUATION 9 OF 10
CORE CONVERSION
Banker Daniel contacts Jack Henry and threatens to convert to Fiserv
unless they ‘sharpen their pencil’ at the upcoming renewal proposal.
$2.8B Bank has all services with JHA since 2002.
Spends $186,000 - $214,000 per month.
15 weeks later JHA offers virtually NO economic or contract
concessions in proposal.
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
28. The Prospect of a Hanging Doesn’t
Always Sober the Mind
COMMANDMENT BROKEN:
29. 29
DEBRIEF:
THE PROSPECT OF A HANGING DOESN’T ALWAYS SOBER THE MIND
Jack Henry predicts a bluff.
Disruption to staff (conversion, retraining) too great for a $2.8 Billion bank.
Systems too entrenched after 19 years.
Only 2% of banks volunteer to switch core suppliers in any given year.
29
30. 30
SITUATION #10
MERCHANT CARD SERVICES
30
Referral portfolio of 1,600
merchant accounts
Revenue share 25% with
processor (FirstData)
DDA Penetration > 6% of all
business customers
Monthly attrition 2%. - 3%.
(industry average = 1%)
$25 per new merchant
account opening bonus
31. COMMANDMENT BROKEN:
Thou Shall Follow the
Paladin Blue Book
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
32. 32
DEBRIEF
THOU SHALL FOLLOW THE PALADIN BLUE BOOK
Increased DDA penetration to 20% (and climbing +5%)
Restructured revenue share agreement – revenue increased $1.2M per year
Attrition reduced to sub 1%
Converted merchant services portfolio into $2.5M asset.
Repaired all contract defects.
Redacted to protect proprietary information
Please contact info@paladin-fs.com to download
full version from P3 Event 2021
33. 33
PALADIN BLUE
BOOK PRO TIP
Merchant services probably least
understood product offering sold by banks.
Proactively prepare payment processing
agreements for fintech evolution.
Everything is moving to payments
”It is where the action is!”
34. 34
WHICH COMMANDMENTS ARE YOU BREAKING?
Access to Director’s Cut
SAVING BANKER DANIEL
Download the Presentation
Which Commandments AreYou Breaking?
FREE Contract and Pricing Assessment vs.
Paladin Blue Book
