Thursday, July 18, 2019
12:00 – 1:00 pm (Eastern Time)
11:00 – 12:00 pm (Central Time)
10:00 – 11:00 am (Mountain Time)
9:00 – 10:00 am (Pacific Time)
While there may be no “secret sauce” in banking, focusing on a vertical or niche may be as close as it comes. Banks that emphasize specific industry verticals or operate with a niche lending or payments-related business outperform “generalist” lenders in both the retail and business spaces. Origination costs are lower, risk quality is higher, and pricing reflects the value of expertise and a relationship. Banks need to develop verticals as a way to generate sustainable profitability and make inroads into new growth areas.
This banking webinar shows the power of this approach and provides a step-by-step roadmap for banks trying to determine how to create one or more niches.
Attendees will learn:
- Why emphasizing verticals and niches is critical to success
- A profit-based approach to analyzing current customers
- Why customer segmentation on niches drives economics
- Why institutions are at a disadvantage when with 'Trusted Advisor' positioning
- Optimal approaches to selecting niches for your institution
- Case examples
- Practical considerations for getting started
- Creating a checklist for success
Charles Wendel, the President of Financial Institutions Consulting (FIC), had extensive practical experience as a bank lender, relationship manager, and workout specialist before becoming a management consultant. Prior to founding FIC over 20 years ago, he was a Partner at Mercer Consulting and an Engagement Manager with McKinsey & Co., Inc. Wendel has consulted to money center and regional banks, insurers, and diversified financial services companies, both in the U.S. and 15 other countries. Wendel earned an M.B.A. in Finance and Marketing from Columbia University in addition to an M.A. and M.Phil. in English; he received his undergraduate degree from New York University.
1.0 CPE Credits & 1.2 AAP Credits