business development

  • MM sweeten your brandAre you making yourself indispensable to your business customers? Treat them like rock stars and they’ll have little reason to consider doing business with other institutions.

    You don't have to stock their offices with M&M's (minus a certain color) and a special brand of sparkling water.

  • hoarding hurts brandsLook into the proverbial closet of your organization. Chances are, there are a few habits or tactics you know you need to give up—but for some reason, just can’t. Worst case scenario: you have a vast store house that needs to be purged.

    What’s still hanging around is weighing you down. It's a sign of sickness that needs immediate intervention.

  • pink electric spark for webYour board meets regularly. Maybe they sign loan approvals or give advice. Do they do anything else for you? What about growing your organization? It's time to amp up expectations.

    Whether you’re working with a governing board or an advisory board, here are a few simple steps to spark more engagement from your board of directors and boost your business development program.

  • vitaminis for your brand It’s an all-too-common malady: sales are flabby or fundraising goals are lagging, so leadership determines that a fresh new ad campaign is just the thing to make everything right.

    When we start asking questions to diagnose the situation, we often discover something else: an internal problem.

  • dollar devalued brand mb piland croppedI recently asked a variety of C-level people how often they were called on by a banker trying to get their business. I heard one thing that surprised me—and it’s not what you think.

    Several said they don’t really need a loan, so they weren’t that interested in talking to a banker. Wait. What?!

  • eye of a wolf brandThe monster lurking around the corner isn’t the economy or absence of a marketing budget. It’s a lack of strategy that keeps you from achieving your business development goals.

    While Jack had magic beans, you don't.

  • open door webEveryone is busy. Like many high-performing employees, your people may be running as fast as they can. The problem: somewhere along the line, they’ve been taught to mind their own book of business, not the business of the entire bank. They're in the dark.

  • big eye seen through magnifying glassSometimes when you’re working in the the business instead of on the the business, you lose sight of the big picture. You become so embedded in the details, the view is myopic. You’re dealing with trees when you should be managing the forest.

  • lip service for your financial brandMany financial institutions struggle with differentiating themselves in this commodity-mindset industry. “We need a new slogan,” they say. And, “let’s talk about our great service.”

    Service is not a position and you’ve got to pay more than lip service to your brand.

  • Casablanca title 2Lots of community banks have an advisory board of 8-10 local movers and shakers. Some of these boards have diverse representation. Unfortunately, many are filled the usual suspects. If you want to stand the test of time, you must attract and retain the next generation of movers and shakers.

  • brand danger parking brake on If you ever put your car in drive with your parking brake engaged, the car lets you know it right away. Ignore the warning at your own peril.

    You know not to do it to your car. So why let it happen to your brand?

  • old school sales process bad for businessOld school sales guys will tell you sales is just a numbers game. Get enough prospects into the funnel and they’ll dump out X% of customers at the bottom. Easy.

    News flash, Herb Tarlek: your lack of a system is as outdated as your plaid polyester coat.

  • Customer and employee journey Marketers are spending a lot of time talking about the customer journey. We’re not hearing the same talk about the employee journey, and that’s a shame. Because the customer journey with your brand will be bumpy at best if the employee journey isn’t thoughtfully mapped out and put into action first.

  • banker gift certificateI recently had trouble with a community bank’s technology and emailed a banker there to complain in what I hope was a polite—but very frustrated—manner. The response was swift and unexpected.

     She thanked me.

  • Wet naps for sticky brandsI was a tourist in Branson, MO recently and as to be expected, had some sub-par experiences in the crowded restaurants. Many seemed perfectly happy offering mediocre food and sticky seats. They know I probably won’t be back, because some other stranger will take my place. They're just in it for today's dollar.

    On the flip side, you actually want stickiness in your institution. You're in it for today's and tomorrow's dollars.

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