EventSpan

Speaker:

Glenn Staada - TNS

Speaker:

Nick Miller - Clarity Advantage

Full description: You already know that the deepest, most loyal, most profitable banking relationships are built on trust, service, and advice. In the best case, clients perceive their bank relationship managers as trusted advisors.

What you may not know is what the term, "trusted advisor," means to your business banking or middle market clients.

• If you or your bankers seek to earn trusted advisor relationships, what do your clients expect of you and your bank?
• How do perceptions of such relationships differ by business size?
• How important are such relationships to the profitability and quality of bank relationships?

Answers to these questions and more will be revealed in The Banker as a Trusted Advisor-Myths and Realities in the Small and Medium Enterprise Segments, a live webinar hosted by Glenn Staada, Vice President of TNS and Nick Miller, President of Clarity Advantage.

Glenn and Nick will share insights from their March 2010 groundbreaking survey of business owners and senior managers. The survey results and insights will enable you to more deeply understand what your clients expect and how to deliver it to them in a cost-effective, profitable way.

Intended audience: • Business banking and middle market line-of-business leaders, sales managers, team leaders, and relationship managers.
• Marketing managers and product managers focused on business banking and middle market business lines.
• Credit officers responsible for business banking and middle market business lines.

What you will learn: • For what reasons business owners and leaders see their current relationship managers as trusted advisors.
• How those trusted advisors earn and maintain that level of intimacy and trust with their clients.
• On what specific business management, financial, credit, and operational issues business owners expect bank relationship managers to advise them.
• How frequently business owners expect to hear from their trusted advisor bankers.
• Business owner perceptions of the quality of counsel they receive from their trusted advisor bankers.
• Business owner willingness to pay additional fees for counsel they receive from trusted advisor bankers.