Correspondent Blog

Community banks have long debated whether profitability is driven by pricing discipline, balance sheet optimization, or credit selection. While each of these factors matters, analysis of client-level profitability across thousands of commercial relationships tells a more decisive story: bank profitability is not built through isolated transactions; it is built through relationships largely characterized by multiple…

We recently worked with a community bank in the Southeast that wanted to win a piece of credit business for a manufacturing company.  The manufacturing company had a long-time relationship with a national bank and the community bank lender was struggling to make inroads with the company’s CEO and owner.  The CEO finally agreed to…