BridgetMeyer,(CTP( …nyce.tmany.org/2013/wp-content/uploads/2013/05/...Relaonship(Stas@cs(!...
Transcript of BridgetMeyer,(CTP( …nyce.tmany.org/2013/wp-content/uploads/2013/05/...Relaonship(Stas@cs(!...
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Bridget Meyer, CTP Product Manager of BRM Services
The Montauk Group
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Agenda Bank rela@onships, like any other personal rela@onship, go through phases: � Da@ng � Wedding � Honeymoon � 7 year itch � Divorce
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Da@ng � Courtship � Fancy Dinners � Promises
� Always returns calls � Eager to come visit � Complimentary
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The One!
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The Wedding � Plan! � Sign the Contracts � Merge Accounts � Move In Together
� Signatories � Open Accounts � Training � Tes@ng
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The Honeymoon � Needs addressed quickly � Both par@es commiRed to the rela@onship � Transi@on issues resolved � Happy
� RFP pricing in effect � Errors resolved quickly � Start recognizing savings � Life is good
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Seven Year Itch � Comfortable � Take each for granted � Rou@ne � Only call with our problems
� Pricing has doubled from the RFP � ECR is next to nothing � Banker takes weeks to resolve issues � Bigger/New prospects get aRen@on
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Rela@onship Sta@s@cs � Average length of @me from marriage to separa@on in the US is 8.7 years.
� Average length of a corpora@on’s bank rela@onship is 10 years
� Smaller organiza@ons (those with revenues of $250Mill-‐$499 Mill) only average 8 years.
� Privately held companies in informa@on/communica@on, manufacturing, retail/wholesale services tend to switch bank partners more frequently.
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“Marke@ng yourself to a new person on a first date ohen involves being charisma@c, clever and quick-‐-‐but most jobs and most rela@onships are about being consistent, persistent and brave.” -‐Seth Godin
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How can we build a bank rela@onship that will weather the storm? If the average is 10 years, that means over 50% last longer. How do they do it?
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3 Keys to Successful Rela@onship � Consistent by con@nuing to ‘date’ even aher the contracts are signed and the honeymoon is over,
� Persistent in your review of your analysis statements (on both sides) so that errors are caught and resolved quickly, and
� Brave enough to nego@ate your bank fees in a way that recognizes the value you both bring to the other.
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We all want to know that what we pay for is
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FAIR ACCURATE
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When asked how they feel about their current ECR and fees they pay their banks currently, 17% of treasurers said they felt they were geong the best possible.
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Fear Only 5% of treasurers actually said they were “afraid” to nego@ate beRer terms with their banks.
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Rela@onship Pricing Pros: � Volume discounts � Flexible pricing models � Encourages “Share of the Wallet” ini@a@ves � Considers credit in an otherwise treasury services world
Cons: � No transparency in the charges � Cross bank comparisons are ridiculous
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History Circa 1970-‐1978 – The birth of Account Analysis � Collapse of the BreRon Woods system leads to exchange rate fluctua@on
� Removal of “gold-‐backed” US currency � Short-‐term inves@ng/ Money-‐markets increased � Balances and liquidity dried up � Banks started charging corpora7ons fees for bank services
� 1978 -‐Corpora7ons demand an itemized bill for bank fees.
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History Circa 1978-‐2000 – The Standardiza@on Era � Banks invest in new technologies as PCs and internet become standard
� The list of services being billed by banks increases drama@cally
� 1987-‐ AFP (known then as NCCMA) publishes standards for Account Analysis Statements generated by banks including the AFP Service Code and EDI 822
� Treasurers start issuing standard RFPs for bank services
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The RFP � Request For Proposal (RFP) allows a company to say which services they WANT.
� Banks describe HOW they will provide those services within their bank – all in wri@ng.
� Pricing is standardized for cross bank comparison (if template is used)
� Banks bidding against the compe@@on ensures lower pricing.
� Pricing can be fixed for a specific term (1-‐2 years)
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Reviewing RFP Results � Beware of “low-‐ballers” � Get demos of the online plasorms and modules � Talk to references of the specific rela@onship management team/person you will be working with.
� Ask specifically about error resolu@on procedures – will you get the same person or a call center?
� Consider more than just price. � Don’t be afraid to nego@ate the proposal down even further.
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We all want to know that what we pay for is
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FAIR ACCURATE
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Statement Op@ons
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Account Analysis Statements
PDF/Paper TWIST BSB EDI 822
AFP Service Codes©
AFP Global Service Codes©
AFP Service Codes©
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AFP Account Analysis Statement Standard § Customer Informa@on § Rate Informa@on § Balance and Compensa@on § Service Informa@on § Adjustment Detail § Summary of Accounts § Historic Balance and Compensa@on Informa@on (op@onal)
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EDI 822 Set: Account Analysis § Customer Account Analysis Transac@on Set (822) used within the context of an EDI environment.
§ Transmits detailed balance, service charge, and adjustment detail primarily from a bank to its corporate clients.
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EDI 822: Process
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BANK sends EDI 822
SOFTWARE decodes and filters 822 informa7on
CORPORATE generates reports, tracks volume, and consolidates informa7on
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Benefits of Receiving EDI 822 § Ability to accumulate volume and price informa@on provided on mul@ple AA statement to generate consolidated reports
§ Set volume parameters and prices to flag possible errors
§ Eliminates the need for hardcopy account analysis
§ Increases confidence in the overall analysis
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EDI 822 Drawbacks & Alterna@ves Drawbacks § Sohware costs Alterna7ves § Develop in-‐house sohware § Ask bank to export AA Statement in a usable format
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Service Fee Informa@on § AFP Service Codes © § Bank Billable Unit Codes § Descrip@on of Service § Volume § Price § Total Fee
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010101 DDA001 General Account Activity - Credit Posting 1500 $0.10 $15.00
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Quality Control The number one issue with Account Analysis Statements is accuracy. When asked how many errors were found on their analysis statements within the past 6 months, treasurers at the AFP Na@onal Conference said:
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Crossroads Banks should be compe77ve, accountable, and safe. � Are they providing valuable services at a fair price?
� Why can’t they get my statements right?
� Are they too big to fail?
Corporate porRolios must be profitable to the bank. � Is this client needy? � Are they worth my @me? � Can I get more of their wallet?
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Can we fix this rela7onship? Or should we just call it quits?
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The Divorce
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Reasons for Divorce Reasons we end our personal rela@onships: � Communica@on � Conflict Management � Sex/In@macy
-‐Source: Psychpage.com
Reasons we end our bank rela@onships: � Pricing for services/cost control � Service related issues (i.e problem resolu@on response) � Credit availability � Changes at the bank
-‐Source AFP Retail Industry Survey
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Divorce Quotes
“The bank is not what it used to be.” “We’ve outgrown each other.” “It was a mess from the start.”
“He lied to me!”
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Courtship Lies Lie Truth
“Sure we can provide that service.” The Mechanism becomes a workaround.
“Your balances will cover the fees.” They don’t.
“We’ll give you X% rate (ECR/Loan Rate).” 6 months into the rela@onship they change the rate or tack on hidden fees.
“I've been with this bank for 12 years...I'm not going anywhere.”
3 months later they leave the bank. You are now passed around.
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Lies Later “We can’t do that” “You have to have that service in order to have the other” “You have the best pricing our bank offers” “We don’t budge on ECRs” “I can only credit you 1 month for that error” “We are too big to fail” “Sure we can provide that service!”
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� Corporate parents can play a crucial role in a bank rela@onship.
� Offer unsolicited advice � Many even mandate the bank you must use even when it may not make sense.
� “Arranged” bank rela@onships leave a corpora@on feeling trapped.
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Geong out of the Parent Trap � Build a solid case of evidence � Show yearly cost to the company for banking with that partner verses an alterna@ve
� Avoid further commitments with the bank � Be pa@ent � Be persistent � Be brave
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![Page 38: BridgetMeyer,(CTP( …nyce.tmany.org/2013/wp-content/uploads/2013/05/...Relaonship(Stas@cs(! Average(length(of(@me(from(marriage(to(separaon(in(the(US(is(8.7(years.(! Average(length(of(acorporaon’s(bank(relaonship(is(10(years(!](https://reader034.fdocumento.com/reader034/viewer/2022042621/5f51121cb006232eca2b111a/html5/thumbnails/38.jpg)
Imagine a world where banks and corpora@ons celebrated Silver and
Golden Anniversaries….
and s@ll liked each other enough to hold hands.
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