Performance Measurement

Is It Customer Loyalty That You Seek?

Why are customers loyal to your financial institution? I hear many reasons in strategic planning sessions: 1. Our people. They are loyal to their lender, branch manager, etc. 2. Our service. We have the best service! 3. Our products. We have a really cool checking product. 4. Our location. We’re right in town. Aside from […]


Bankers: Is It Worth Buying Checking Accounts

At least somebody noticed. Noticed that I might be a valuable checking account customer. Aside from credit cards, I don’t get much attention from bankers or financial advisors. Maybe the “do not call” list is more effective than I thought? So when I opened my mailbox and received the bribe, I was interested. Interested to […]


Right-Sizing Your Branch Network? How One Community Banker Made the Tough Decisions

April 23, 2019 | Performance Measurement, Podcast

Host: Sharon Lorman, Vice President Cohost: Gregg Wagner, Managing Director Guest: Jerry Champi, President and CEO, FNCB Bank   Podcast Show Notes: Our This Month In Banking (TMIB) podcast features discussion with colleagues and other industry thought leaders on interesting banking news that happened this month. TMIB will be available on the last Wednesday of […]


How Is That New Year Self-Improvement Program Going?

The start of each New Year is a good time for new beginnings.  That’s when many of us start self-improvement programs.  How is that self-improvement program going so far this year?  We’re already a quarter through 2019, and have you stuck with your program? While we may have gained a few pounds during the holidays, […]


Financial Institutions: What Drives Value v2

In a follow up to my last post on the subject, that was driven by my friends from Performance Trust, I was asked in the comments section of that post if there was a correlation between non-interest bearing checking accounts and price-to-tangible book multiples. That nugget was asked by Mike Higgins, a bank consultant from […]


For Financial Institutions, What Drives Value?

Not all financial institutions are publicly traded. But there are enough of them to help those that do not trade to measure what metrics drive the value of their franchise. So what metrics drive value? Umrai Gill, Managing Director of Performance Trust in Chicago presented his findings to the Financial Managers Society at their East […]


Are Bank Products Simple, Fair, and Transparent?

I was on a road trip discussing banking with a colleague, and I mentioned that bank products are anything but simple, fair, and transparent. He said, “sounds like a blog post.” I have never heard a bank customer say, “gee, I wish my bank relationship was more complex.” Yet we charge business checking fees based […]


Branch Talk

“The legacy [of build it and they will come] is an inefficient allocation of resources dedicated to supporting a less relevant delivery channel…” So went an informative branch research report put out by my old friend and excellent bank stock analyst, Matt Schultheis of Boenning & Scattergood. At lunch recently, he said that the battle […]


TMIB Lite: Community Bank Profitability

Host: Sharon Lorman, Vice President Cohosts: Jeff Marsico, Executive Vice President and Gregg Wagner, Managing Director   Podcast Show Notes: Our This Month In Banking (TMIB) podcast features discussion with colleagues and other industry thought leaders on interesting banking news that happened this month. TMIB will be available on the last Wednesday of every month […]


Consumer Lending: Should Banks Do It?

We’re running out of assets.   When I first read Standards Needed for Safe, Small Installment Loans from Banks, Credit Unions by the Pew Charitable Trusts that encouraged financial institutions to get back into small ticket consumer lending, I thought “what are they nuts!”   Consumer loans for those banks that utilize my firm’s outsourced profitability […]