11/18/2015 OVERVIEW HOW TREASURY MANAGEMENT USED TO SELL. Evolution of Treasury Management Sales. The Working Capital DNA Model
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1 ERIN FERRELL, TREASURY MANAGEMENT CONSULTANT 1 OVERVIEW Evolution of Treasury Management Sales The Working Capital DNA Model Market response to Working Capital DNA 2 HOW TREASURY MANAGEMENT USED TO SELL Process Perspective Large decks Solutions without knowledge Pitching Product of the Day Lots of US talking Product Perspective Fast Follower Missing Components to Solution Set 3 1
2 OUR MISSION AND VISION U.S. Bank is uniquely positioned as a strategic partner as we view payables and receivables solutions holistically, and make recommendations based on optimizing the entire working capital process. 4 THE WORKING CAPITAL DNA ENGAGEMENT ROADMAP Ask questions and listen to client s process Map a complete AP /AR model Engineer working capital strategy Advise based on client s unique business Provide Working Capital Advantage & future vision 5 OUR APPROACH 6 2
3 THE DISCOVERY MEETING 7 THE RECOMMENDATION MEETING 8 NO OTHER BANK TOOK THE TIME TO COME IN AND DO THIS I was skeptical but after seeing the process I am a believer! THIS IS EXACTLY WHAT I WAS LOOKING FOR! CLIENT REACTIONS We also separated ourselves from the other banks during the sales process and provided a holistic approach to their payments process. NO BANK HAS EVER COME IN AND OFFERED SOMETHING LIKE THIS We really appreciate the true partnership this meeting showed As we all saw yesterday, these meetings are truly effective in understanding the client's process and their initiatives. This tool is a silver platter to serve up value. NOT JUST TRYING TO DECIDE ON A PRODUCT BUT LOOKING FOR A LARGER STRATEGY This process shows clients what can be done for them that currently isn t being done 9 3
4 Best Integrated Working Capital Management Solution! U.S. Bank Working Capital DNA 10 Examples of Common Recommendations Transition check payments to electronic Card, ACH, outsourced check processing Multiple deposit capture points with deposit identifiers Remote deposit, lock box Zero balance sweep structures Insight in to accounts Online access, mobile alerts, real time methodology Methods to mitigate fraud 11 4
5 Working Capital DNA OVERVIEW Experience the Transformation Take advantage of our customized Working Capital DNA Engagement What is a U.S. Bank Working Capital DNA Engagement? Our Working Capital DNA Engagement is an efficient, two-step approach to understand and analyze your current payables or receivables processes resulting in a customized analysis and strategy designed to optimize your working capital. At U.S. Bank, our unique engagement provides a platform to quickly identify opportunities for increased process automation and efficiency in addition to delivering a tangible ROI and productivity benefits. Our holistic approach results in recommendations to optimize working capital while supporting your organization s culture and desired end-state.
6 What happens at the Discovery Meeting? The Discovery Meeting is a short minute meeting to explore your current processes and goals. The meeting is an interactive experience designed to explore your internal processes at the right level to uncover potential optimization points and drive your costs lower. There are no upfront preparations required and the meeting is conversational. Our questions are based on your day-to-day activities. What you will receive at the Recommendation Meeting? During the Recommendation Meeting you will receive a full analysis from our treasury management team identifying best practices and a complete working capital advantage report including tailored recommendations from our industry experts. The meeting typically lasts an hour or less. Who from your organization should attend these meetings? Individuals within your organization who can speak knowledgeably about the entire process should attend the meetings. Payables CFO and/or Treasurer Accounts Payable Manager Purchasing Manager Collections/Receivables CFO and/or Treasurer Accounts Receivable Manager Cash Applications Manager Now is the time to experience the U.S. Bank Working Capital DNA transformation. For more information, contact your U.S. Bank Treasury Management Consultant. usbank.com U.S. Bank Working Capital DNA is a registered trademark of U.S. Bank National Association. Deposit products offered by U.S. Bank National Association. Member FDIC U.S. Bank National Association. All Rights Reserved (4/14)
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