Getting the Best Banking Services Deal
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- Eustacia Campbell
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1 Getting the Best Banking Services Deal Presenters: John Strahlman, Moderator Stefan Jaskulak, CTP, CFIP DeKalb County, GA Laurel Hord Hill, CTP Wells Fargo Bank Date: May 20, 2014
2 Agenda o Analyze Your Banking Services (GAP Analysis) o To RFP or not to RFP (Decision Time #1) o Banking Services & Response o Contract Award (Decision Time #2) o Implementation o Ongoing Partnership
3 Analyze Your Banking Services o Review your organization Organization Chart Physical Locations (concentrated or dispersed) Business Processes Project Risks Decision making Process
4 Analyze Your Banking Services o Review your Banking Structure Account Structure General Ledger System Interfaces Process Flows (manual vs automated) Payment Methods (Check, Wire ACH, Card, etc) Statistics Items Processed Rejects and Reversals Statements
5 Analyze Your Banking Services o Review Current Treasury Products Existing Products in Use Existing Products not in Use New Products Automation Opportunities Process Improvement Opportunities
6 To RFP or not to RFP o Customize your RFP to your goals; don t rely on what s been done before o Status Quo or Transformation? o Use Gap Analysis Information o Ask for Consultative Responses o Use AFP Sample RFP and codes o Do not include Current Pricing Schedules
7 To RFP or not to RFP o GFOA Best Practice Procurement of Banking Services o Recommendation Evaluation (RFI) Competitive Procurement Verify creditworthiness Negotiate Contract Identify Primary Relationship Manager Periodic Service Quality Evaluation Evaluate & Monitor Cost/Benefit ntofbankingservicesinclduediligence.pdf
8 Banking Services & Response o Review Overall RFP Timeline o Develop an understanding of needs o Brainstorm solutions o Seek clarification and validate solutions for effectiveness and efficiency o Compose RFP response o Extra Credit
9 Banking Services & Response o Review Overall Timeline & Approach When is it due? Adequate time to develop a response? Is there a Pre Bid? When are questions due? When will answers to questions be provided? Adequate time to incorporate answers in our response before RFP is due? Evaluation factors published? Will there be a finalist presentation?
10 Banking Services & Response o Developing an understanding of needs Customer or prospect? How much do we already know about your current treasury management system and goals? Does the RFP tell a comprehensive story of the situation and goals? Are there any requirements we can t meet? Are services included that can be best served through a separate RFP process?
11 Banking Services & Response o Brainstorm Solutions Ensuring current and future needs can be met Develop a position to differentiate Peer group analysis Product is not always the point of differentiation
12 Banking Services & Response o Seek clarification and validate solutions Pre Bid and formal Q&A important ways to get additional information How to handle requirements that may eliminate potential respondents Responding when you never get the real answer to your questions Deciding to bid or not
13 Banking Services & Response o Compose RFP response Developing an executive summary or cover letter Ensure all of the requirements for content, including order and packaging, has been met Approach to pricing rates, fees and other
14 Banking Services & Response o Extra Credit Make an electronic copy of the RFP available Ensure the format of the Technical proposal is easy for banks to prepare and for you to evaluate Evaluate cost separate from technical capabilities The Forms, The Forms
15 Contract Award o Negotiate Base Contract Ensure RFP and responses are part of contract Specify Services & Fees Collateralization Compensation Relationship Manager Escalation and Resolution Method
16 Implementation o Manage Project Creep o Don t Boil the Ocean o Phased Implementation o Early Communication o Quick Wins o Gain Momentum o Stay Focused
17 Ongoing Partnership o Frequency of Contact o Scorecards o New Products o Business Continuity/Disaster Recovery o Ongoing Due Diligence Bank s Credit Rating Monitor Probability of Default
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