Treasury Management: A Powerful Tool to Increase Deposits and Fee Income

During this basic course, we will review the primary Treasury Management products and services that are available in the market. You will learn about the new products, technology, and authentication methods now available and decide which ones your business customers may need based on their industry. You will learn strategies to cross-sell the right Treasury Management products your business clients need from the start.

The bankers of today must be “lenders” as well as “deposit gatherers.” Community banks are searching for ways to increase core deposits and non-interest fee income: Treasury Management is the answer. In this course, you will gain a deeper understanding of how the Sales, Treasury Management, IT, Marketing, and Deposit Operations team members must collaborate to successfully sell and implement the products and services at your institution. We will cover the ideal organizational design for Treasury Management and how to incentivize the sales team.

You will walk away from this course with a deeper knowledge of Treasury Management, learn to conduct risk assessments on new products, and learn strategies to increase core deposits. You’ll also bring ideas back to your institution on how to market Treasury Management products and services to your business account holders and ways your team can work better together knowing how critical each area is to the success of the implementation and sale of these products services.

Covered Topics
Part I – Foundational Knowledge
Part II – Marketing & Sales Process
Part III – Product Implementation
Part IV – The Future of Treasury Management
Topics Covered:

Maximizing the Account Analysis statement as a tool to cross-sell and identify new fee income opportunities
Quick overview of Treasury Management products and identifying enhancements focusing on each product’s benefits to businesses—the value
Identifying new products available that your business customers are asking for that you may be missing
How to determine which products you need to offer to your business customers or members based on industry
How Treasury Management integrates with technology, operations, marketing and sales teams
Ideas on how to market and brand your Treasury Management products
The ideal organizational design for Treasury Management and how to incentivize the sales teams
Process to implement Treasury Management products
How to choose the right digital payment strategy for your business clients or members (including Blockchain)
Identifying new authentication methods to enhance your products’ security

Who Should Attend
Business bankers who want to learn about Treasury Management products and their benefits to business clients, Treasury Management sales officers/specialists, Deposit Operations personnel, IT, and Marketing staff. This course is also designed for Presidents/CEOs who are looking for the ideal organizational structure for Treasury Management and looking for additional non-interest fee income as well as new core deposits.

Instructor Bio
Marcia “Marci” Malzahn is the president and founder of Malzahn Strategic, a community financial institution management consultancy focused on strategic planning, enterprise risk management, treasury management, talent management, and EOS’ Implementation.

Marci has 30 years of banking experience, ten of those years as the EVP/CFO and COO of a community bank she co-founded where she oversaw all areas of operations. In her last year as EVP/COO/CRO, Marci created and focused on the bank’s enterprise risk management program.

Marci is the recipient of several professional awards, is a published author of four books, and an international bilingual keynote speaker, speaking frequently at banking and credit union conferences and associations as well as leadership and women’s conferences. As a Certified Virtual Presenter, Marcia also provides online and onsite training for financial institutions.

Marci is a certified life coach, holds a B.A. in business management from Bethel University, and is a graduate of the Graduate School of Banking in Madison, Wisconsin.

Registration Options

Live Access, 30 Days OnDemand Playback, Presenter Materials and Handouts $279

Available Upgrades:

12 Months OnDemand Playback + $110
12 Months OnDemand Playback + CD + $140
Additional Live Access + $75 per person