Boston, July 25, 2019 – An oversupply of capital, steadily rising interest rates, and a loss of deposits have created an unfriendly macroeconomic environment for U.S. banks, and the pressure to gain a greater share of corporate clients’ deposits is increasing as banks struggle with these challenges. Can treasury management services, which have the power to attract and retain deposit activity, and corporate lenders, the trusted advisors who can cross-sell a variety of other products, collaborate to not only meet corporate clients’ needs but also address banks’ challenges?
This report examines the collaboration between treasury management and commercial lenders and investigates the cross-sale rates between these teams, desired cross-sale rates, the quality of collaboration between the two types of bankers, and best practices for motivating collaboration and cross-sales. It is based on two surveys Aite Group conducted separately, one of 21 commercial lenders and another of 20 personnel responsible for selling treasury management services to corporate customers.
This 30-page Impact Report contains 19 figures and one table. Clients of Aite Group’s Wholesale Banking & Payments service can download this report, the corresponding charts, and the Executive Impact Deck.
About the Author
Erika Baumann
Erika Baumann serves as Director of the Commercial Banking & Payments practice at Datos Insights, focusing on payables and receivables technology and solutions. She has over 10 years of experience in the wholesale banking space, bringing expertise from both banking and fintech vendor positions. She has worked extensively with both U.S. and international banks, vendors, and the clients of each to identify...
Other Authors
David O'Connell
David O’Connell is a Strategic Advisor with the Commercial Banking team at Datos Insights, where his primary coverage area is lending. A former commercial lender of 14 years, David brings to his lending coverage extensive hands-on and granular knowledge of banks’ challenges in building businesses that lend safely, cost-effectively, and at scale. Broadly scoped, David's coverage of lending encompasses the...