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Treasury Management: The Case for Improved Value-Based Pricing

To optimize pricing in a way that preserves long-term franchise value, winning treasury management teams will learn to make precision tradeoffs within a systematic framework.

Treasury management (TM) has long been an integral and valuable component of commercial banking, providing everything from basic chequing and payments services to an increasingly sophisticated solution set that helps clients to optimize working capital. But a revenue-dilutive imbalance has crept in as the business has grown, in that the positioning and pricing of TM services has not nearly kept pace with improvements in value provided by those services. Many players now provide comprehensive web-based payments services and liquidity options, for example. Yet most have not established a well-constructed pricing continuum that reflects the progression from basic everyday services, where ...

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