Correspondent Blog

Something might be getting lost in the tribal knowledge of managing time deposits. Certificate of deposit (CD) “specials” and the odd-month CD offering are good examples. As the legacy knowledge of deposit gathering is passed down from generation to generation of banker, some of the finer points of liability structuring are getting diluted with some…

It is rare that banking lends itself to a logic test, but we have been trying this loan risk and return riddle on hundreds of bankers across the country for years, and only a few bankers choose the correct answer.  The riddle goes like this: You are presented with two loans. Loan A is priced…

Should the Federal Reserve move their target Fed Funds rate down later this year, many bankers will immediately match the move and drop their deposit rates. While counterintuitive, this may be the exact wrong move if you want to optimize long-term bank profitability. This article explores deposit management tactics in a falling rate environment that…

Charlie Munger said, “Show me the incentive and I’ll show you the outcome.”  That is exactly what is happening in the community bank industry. Unfortunately, bank managers often give their lenders misguided loan compensation, resulting in suboptimal outcomes. In Q2/24, community banks (those under $10B in assets) were able to expand net interest margin (NIM)…

If managing loan pricing is a college-level course, deposit pricing is a master’s. Given the complexity, managing analyzed checking, however, is a PhD. level effort. There are all the dynamics of traditional accounts plus often two different interest rates, the ability to offset fees, and a variety of adjustments. We covered the basics of account…

Commercial lending is more competitive than ever. To effectively differentiate their services, commercial lenders will need to be thought leaders, understand their market and industries, and provide more insightful advisory services.  Commercial lenders can differentiate themselves by running return on investment (ROI) scenarios for their borrowers to help them make better financing decisions – especially…

Data analytics combined with artificial intelligence is changing the strategy and tactics around account analysis and the analyzed checking account (which we will call a “transaction account”). In this two-part series, we want to explore the history, structure, and role of account analysis in Part 1 and then some insights and tactics on increasing bank…

If your bank is interested in banking more profitable commercial relationships – those customers with multiple bank products, where the bank holds over 50% of bank wallet, provides long-term sticky banking services and recognizes over 20% return on equity (ROE) – then the case study described in this article will be of interest to you. …

It has long frustrated us that our industry has no aggregate banking calendar. That is, there is no single place to see all the banking conferences, workshops, symposiums, and conventions (we will use the generic “conference”) in the banking industry. If you are trying to budget for next year, train yourself, train your people, prospect,…

Current congressional and presidential polls are showing a close election this November.  The elections are still three months out, with plenty of time for unexpected events to develop.  However, we would like to identify one important macroeconomic variable that will affect the banking industry regardless of the makeup of the legislative and executive branches of…

There have been many a banker who has said they want to offer a high-yield account because the “higher interest expense is just like paying marketing costs.” This banker may even be thinking of starting a completely new digital bank using a high-yield account as its flagship product. The logic that “rate sells itself” is…

The biggest surprise for bank managers using risk-adjusted return on capital (RAROC) loan pricing models is the low return on equity (ROE) on smaller, shorter, and lower-credit quality commercial loans.  Those ROEs tend to subtract substantial value from the bank and show negative returns – sometimes in the negative double digits.  However, one aspect that…