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Industry Insights

Articles

Back to the Drawing Board for 2012

As banks gear up for 2012, the problem is not just overcapacity, but obsolete capacity. Deeper cost cuts must fit within a larger plan to rebuild the business.

Articles

Avoiding a Sales Productivity Crisis

Will branch staff cuts exacerbate the revenue crisis in retail banking? Much hinges on sales productivity. Leading banks are using four levers to meet the challenge.

Articles

Pricing for Opportunity in Home Equity Lending

Advanced pricing skills will be critical as home equity lenders compete for selective growth opportunities going into next year.

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Articles

Overemphasis on Coaching Kills Sales at Bank Branches

Novantas recently surveyed banks about how branch managers spend their time and found that banks whose managers spend more time on direct selling than on coaching outsell other banks by more than 30%.

Articles

Reconstructing the Retail Banking Business

Facing continuing revenue headwinds, retail banks will need transformative cost reductions to cope with the new realities of a challenging market.

Articles

Efficiency, Growth and Risk: Striking a Critical Balance

As banks gear up for 2012, finance and risk managers will need to lead the charge in aligning future strategies with the changing circumstances that financial institutions face.

Perspectives

Prioritizing for Growth in Commercial Banking

To grow in a market that is only partially recovered, commercial bankers will need a set of focused initiatives that match strengths with select opportunities.

Articles

Wealth Management Strategies for Boomer Retirement

A tidal wave of retiring households will be looking for critical assistance in managing resources, presenting significant opportunities for responsive banks.

Articles

Commercial Customers: Coping with an Uneven Recovery

In an uncertain market, winning commercial banks will use targeted strategies to gain market share and serve customers more fully, especially in mergers and acquisitions.

Articles

U.S. Banking: A Challenging Road Ahead

As banking leaders begin planning for 2012, they face a crucial set of choices about the future of their institutions. After struggling to recover from the financial meltdown and turning in good performance, they remain stuck in a slow economy.