ProSight Banking Strategies

Like never before, data analytics can unlock the secrets of customer loyalty through what was once considered a soft, non-specific metric: emotional motivations for doing business. While this represents an exciting step beyond measuring customer satisfaction, many banks are understandably puzzled as to how to quantify emotional connection—and turn that information into actionable insights that yield rich rewards. Dan Leemon, senior executive advisor at Motista, explains the links between values and needs, market segments, and how resonating with the right emotions attracts much more loyal, profitable customers. For more insightful content, visit https://www.bai.org/banking-strategies.

Banks concerned with bolstering their bottom line need to examine the ROI that comes from creating peerless incentive packages. Chris Thurmond of First Tennessee Bank explains the finer points of employee incentive programs, including how such packages spark loyalty and efficiency in a workforce charged with making customers happy. For more great content from BAI. Visit BAI.org/banking-strategies

As though today's banking industry hurdles aren't enough, community banks are fighting to keep their customers happy in an era of high-stakes high tech and increasing competition for all corners. Nancy Graves, CEO of the Bank of New Jersey, shares how her institution found its place in the market, which in turn has preserved an excellent standing among its Garden State clientele.

Though regulation technology might be seen as just another fintech subset, it's anything but. In shifting regulatory and compliance efforts into the digital age, RegTech promises to deliver high speed, low costs and much more efficiency. Jo Ann Barefoot of Barefoot Innovation Group describes how the changes are already making a profound impact and creating new business opportunities in the financial services world.

When banks interact with female business owners, they must bring more to the table than cookie-cutter solutions as these clients face particular challenges—and have particular wants—that set them apart. Beth Marcello, director of women's business development for PNC Bank, discusses what women value in their financial dealings, and how perceptive bankers can help them confront debt aversion and grow their businesses like never before.

Community and mutual banks that have survived consolidation and attrition have found that meaningful local involvement extends beyond setting up a table at a summer festival. Michael Rauh, president and CEO, of Chelsea Groton Bank in Connecticut shares how his bank launched “160 Acts of Kindness” to mark the institution’s 160th anniversary. He also discusses how banks can learn solid lessons in talent engagement from companies outside the industry such as Disney.

Before hedge funds decide which banks to invest in, they compile questions—lots of them—that reveal a 360-degree view of the financial institution from management, monetary and credit strength angles. Tom Brown of Second Curve Capital explains how his decades of experience have helped him develop the litmus tests that reveal which make banks make for sound investments—and shares his views on crucial, near-term variables from deregulation to digital technology.

For all the recognition artificial intelligence has enjoyed in the banking community, it hasn’t yet found a nearly equal level of adoption. With all the questions, misconceptions and curiosity surrounding this game-changing technology, Jim Marous, the publisher of Digital Banking Report, shares some of the latest findings by way of his newly published report, on the eve of its formal presentation at BAI Beacon.

Across the board, experts agree that Wall Street needs to take a closer look at blockchain. Ron Quaranta, chairman of the Wall Street Blockchain Alliance, has gone a step further as a proponent for education and preparation within the financial services sector. Quaranta talks about how blockchain is changing the calculus within the industry, and how curious executives can stay on top of digital ledger technology.

Greg Blausey of Salesforce explains how a digital-savvy sales approach makes all the difference in a time of big data, artificial intelligence and customized customer treatment.