Collaborating for Funding and Deposits in Lending and Treasury Management

Cross-selling treasury management to borrowers not only deepens relationships but also offsets lending’s razor-thin profits.

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.

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