Omega Performance Knowledge Series

In spite of the weak economy and concerns about the availability of credit, the market for small business banking relationships is being hotly contested by financial institutions. Recent research shows that a certain group of financial institutions may have a current advantage, but the ultimate winners in the competition for small business relationships will be those who take appropriate action.

 

 Winning the Competition for Small Business Banking: Play Now | Play in Popup | Download

For many years, financial institutions have believed that there is a “stickiness” that makes it difficult for business relationships with loans, a checking account and other products to switch to another institution. Today’s constricted credit environment and tougher credit standards have created a sense of uncertainty for even the best business borrowers, who now are more willing to consider other options. The imperative to build and maintain strong commercial relationships has never been greater. Financial institutions that are able to do so are taking quality relationships from weaker competitors. What is your institution doing about it?

 

 Preserving and Winning Business Relationships in a New Credit World: Play Now | Play in Popup | Download

Blended learning can be a key tool in helping organizations accomplish their business objectives in these challenging times. Find out some specific ways to leverage technology by clicking on the link for this week’s podcast.

 

 Using Blended Solutions to Increase Performance and Decrease Costs: Play Now | Play in Popup | Download

With only 21 percent of prospects being converted into customers, according to recent research, it is more important than ever for salespeople to include key questions on their pre-call plans to make sure they involve Decision Makers in the sales process.

 

 Convert Prospects to Customers More Quickly: Play Now | Play in Popup | Download

A new cottage industry is rising from the ashes of the credit crisis, exemplified by a company called “You Walk Away” that helps borrowers in foreclosure by finding flaws in their mortgage documents. These flaws make it difficult or even impossible for the lender to collect or liquidate the collateral; and the borrower walks away. Accurate and complete loan documentation has always been important, but in this environment it is critical to the lender’s ability to collect. How well do your loan documents protect your
bank’s interests? This podcast exposes the loopholes and provides advice you can use.

 

 Loan Documentation—It’s All in the Details: Play Now | Play in Popup | Download

It’s no secret—with a downward economy come layoffs, cutbacks, and downsizing. While this provides critical relief to the bottom line in the short-term, research indicates that cutting back on your organization’s training function could impact your organization’s competitiveness in the long-term. How can you keep your global competitive edge despite these inevitable challenges? Listen to the podcast to learn more about current trends in training that have been prompted by the economic slump and ideas for how your L&D function can help your organization pull through it, and even become stronger.

 

 Regaining Your Competitive Edge despite Hard Economic Times: Play Now | Play in Popup | Download

This year we are finally seeing evidence that the global financial crisis has impacted commercial and industrial lending (C&I loans). Recent data points to a declining trend in the volume of new C&I loans originated. Aside from the obvious concern about credit quality in the C&I portfolio, commercial institutions are now challenged with saving and winning commercial relationships in a world where credit is no longer king.

 

 Beyond Credit: A New Perspective to Win and Build C&I Relationships: Play Now | Play in Popup | Download

As organizations look to increase wallet share and deepen customer relationships to ensure loyalty, employees and managers at all levels must identify customer needs quickly and accurately, and match them with appropriate solutions. The ability to recall product features and benefits in the context of customer needs is critical to achieving the business results organizations need. The challenge is reaching product mastery when time is limited and business initiatives are underway.

 

 You Can’t Fake Product Knowledge: Play Now | Play in Popup | Download

As credit losses on consumer and mortgage loans soar, lenders who employ a mix of scoring and judgmental decisioning are coming out ahead. They make better loan ecisions, price for the risks, and have an easier time collecting from the customers.

 

 All 700 FICO scores are not created equal: Play Now | Play in Popup | Download

The smallest components of the global economy, individuals and small businesses, are crucial to the health of the financial system. As the current economic stresses and credit constraints impact larger numbers of small businesses, financial institutions must address opportunities to preserve quality relationships, grow (selectively), and proactively manage risk in this vital market segment.

 

 Big Opportunities in Small Business: Play Now | Play in Popup | Download