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Session
Description:
Nearly 9 in 10 small and
mid-sized corporate executives feel banks are facing a crisis of
confidence among their clients. This begs the question: What can
banks do to help themselves through this difficult situation
while helping their customers at the same time? It comes down to
execution in a few basic areas that drive brand reputation:
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Business bankers who are fair
and act with integrity
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Demonstrated commitment to
lending
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Stable/strong financial
condition
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Exceptional customer service
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Truly caring about customers
and valuing the relationship
More than 8 in 10 corporate
executives cite these characteristics as highly important
drivers of brand reputation, and this latest Market Pulse panel
confirms a shift in market sentiment. Whereas in the past
corporations were inclined to “shop around” for the best pricing
or product offerings, there is now an increased, and meaningful,
focus on brand image and market reputation. Companies want to do
business with the strongest brands, and bank size and product
capabilities are having less influence.
Banks need to understand the impact of banker capability – and
their communication effectiveness – on shaping brand image. Be
honest and up-front with clients. Be proactive about the ability
to help clients through this tough time. Companies are looking
for trustworthy and strong partners. Banks have been talking
about these ‘relationship banking’ characteristics for many
years, but now is an opportunistic time for the leaders to ‘walk
the walk’. The question is who can do it - and the market
remains skeptical.
This session is appropriate for senior financial services
executives with responsibility for Corporate Banking, Business
Banking, Relationship Banking, Brand Marketing, Market Research
and Strategy teams.
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Telephone Conference Presentation
On Thursday, May
28th, 2009
At 2:30 Eastern/11:30 Pacific
Presentation by
Chris McDonnell
Vice President
Greenwich Associates
c.mcdonnell@greenwich.com
About Christopher B. McDonnell:
Chris
McDonnell is Vice President of Greenwich
Associates and consults with banking
clients in the United States.
Chris joined the firm in 1997 as a
Research Associate responsible for
assisting in the collection and analysis
of the research used by the firm's
corporate banking clients.
Prior
to re-joining the firm in 2005, Chris
was a founding member of a
Manhattan-based digital communications
company, Eureka Networks. He graduated
from Notre Dame with a BA degree in
English and History and received his MBA
from Kellogg.
About Greenwich Associates:
Greenwich Associates'
principal business objective is to
provide decision-makers in financial
services with expert advice for their
most critical strategic issues based
upon a unique combination of
comprehensive market research and
in-depth analysis.
Charley Ellis
founded Greenwich Associates in 1972
with the vision of a superior
professional firm in institutional
financial services, servicing the needs
of senior financial professionals with
timely, unbiased, actionable management
information.
The service concept
- custom consulting based on high
quality proprietary research with
ongoing relationships at a senior level
developed by experienced experts -
proved a sustainable business model.
The firm's initial offering in
personal trust services, large corporate
pensions, and large corporate banking in
the United States expanded to encompass
the spectrum of institutional financial
services - including stockbrokerage,
fixed income, foreign exchange,
derivatives, and investment banking - in
all of the major global financial
centers. The firm now interviews senior
corporate and institutional executives
in more than 70 countries around the
globe to gather the pertinent market
research.
In response to the
changing market environment, the range
of our products and services has widened
to include global programs, custom
research, online tools and services, as
well as specialized analytical services.
What began as a single office in
Greenwich, Connecticut for 10 employees,
now comprises over 170 professionals in
four locations on three continents. Our
client-base has expanded from 28 North
American-based clients in our first year
of business to over 250 global
relationships today.
In 2000,
Woody Canaday succeeded Charley Ellis as
the Senior Managing Director, marking a
new tenure of leadership for the firm in
the twenty-first century.
www.greenwich.com
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