The captains of middle market commercial banking have seen little need to rethink the business in recent times, and who can blame them? In an era of healthy growth, institutions have done quite well by focusing on the fundamentals of relationships, products, underwriting, distribution and customer service.

But a wobbling economy threatens to upset the apple cart. Pressure to find credit-worthy customers and deals is rising. Cross-sell has gone from “nice to have” to “need to have.” Improving the productivity of senior commercial banking teams is a major concern.

Many executives will simply tighten down their current business models and focus on riding out the storm. Others, however, will seize the moment to elevate their game. And that’s the focus of the Middle Market Commercial Banking Symposium, Driving Revenues & Productivity Through New Customer Insights.

Together with a roster of outstanding speakers, we’ll explore leading practices that will not only strengthen middle market commercial banking in the current environment, but also set the stage for top-tier performance throughout the business cycle. Topics include:

• RM Productivity – How can we make the best use of relationship managers in critical areas such as prospecting and cross-selling?
• Strategic Marketing – What’s the best way to identify and reach priority customer segments, and what information and analytics do we need?
  
• Precision Pricing – For various types of customers and products, how do we set prices to either acquire business at the lowest possible cost, or maximize profitability with the lowest possible risk of attrition?
• Solution-Based Selling – The logic of selling by solving customer problems is compelling, but what are the lessons learned following recent implementations?
• Credit Product Evolution – What can we do to improve risk-adjusted returns while strengthening the appeal of our core products?

Expert insights, fresh research findings and rich networking opportunities await. I look forward to welcoming you this November in Chicago.

Michael Rice Conference Chairman Managing Director, Novantas LLC

Michele Davidson Senior Manager, Program Development SourceMedia Conferences