Blog · Industry
Every relationship manager's portfolio by client and product: lending, deposits, treasury, FX, trade. Where share of the client's banking wallet is thin, what it is worth, and which RM has the capacity to go after it.
How a commercial bank measures cross-sell per client and per relationship manager from the ledger: the products each client holds, what clients of that sector and size usually hold, the valued gap, and the roll-up that reconciles to the ledger so finance signs it once.
16 Sept 20264 min readHow a commercial bank finds the relationships whose operating balances have fallen against their own baseline while the accounts remain open, from the daily or month-end balance file: the balance baseline per customer, the decline signal, the split between seasonal, business-driven and moved-elsewhere, and the list per relationship manager ranked by the balances that have gone.
16 Sept 20262 min readHow a commercial bank reads utilisation of its committed credit facilities per customer from the facility register and the balance file: drawn against limit, the trend over four quarters, the customers at persistently low utilisation paying commitment fees on lines they do not use, the customers near the limit who will ask for more or go elsewhere, and the relationship reading each pattern supports.
16 Sept 20263 min readHow a commercial bank finds the borrowers who hold a loan and nothing else, from the loan book and the deposit and product ledgers joined on the customer identifier, values each by the deposits and fees similar full-relationship customers hold, ranks them per relationship manager, and separates the ones worth a conversation from the ones who bank elsewhere by design.
16 Sept 20263 min readHow a bank measures referral flow between its commercial, treasury, wealth and card lines from the referral log and the product ledger: referrals made per relationship manager, referrals that became a product within a stated window, revenue attributed, the lines that receive and never send, the owners whose customers hold products in other lines with no logged referral, and the identity that ties referral revenue to the receiving line's ledger.
16 Sept 20262 min readA cross-sell list longer than a relationship manager can work is a report. This guide sets out how a commercial bank measures RM capacity from client counts and contact history, caps the valued gap list per RM at what can be worked in a quarter, and reads the difference between an overloaded RM and an under-covering one.
16 Sept 20263 min readThe ten questions a head of commercial banking puts to the relationship managers, which borrowers hold nothing but the loan, whose balances are leaving before the customer does, which facilities are drawn to the limit and which are paid for and unused, which customers hold fewer products than their sector peers, which lines refer and which only receive, which relationship managers can carry their gap list, which customers moved segment, who has not been contacted at cadence, which products are opened and never used, and what changed, each with the table from the loan book, the balances and the CRM, and the answer to send back.
16 Sept 20262 min readHow commercial banks should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
24 Sept 20264 min readThe complete deposit flight calculation on five commercial banking relationships, small enough to check by hand: the trailing twelve month-end balances and the median as baseline, the last three months against the baseline and against the same months last year, the decline rule, the transaction split that says whether the money moved to another bank, the business shrank or the season turned, the balances gone, and the assertion that balances reconcile to receipts and payments, so a reader can reproduce every figure and then run it on their own balance file.
17 Sept 20263 min readThe complete lending-only relationship calculation on five borrowers, small enough to check by hand: the loan book with origination type, the deposit ledger and product holdings joined on the customer identifier, the lending-only test, the syndicate participation and the acquired portfolio flagged, the norm from the two full-relationship borrowers of the same size and sector, the value at norm for the lending-only borrowers, and the assertion that every borrower is in the master, so a reader can reproduce every figure and then run it on their own loan book and deposit ledger.
17 Sept 20263 min readThe ten relationship KPIs a commercial bank should run on, each with its formula, the export it comes from and what it tells you: products held against the sector norm, lending-only relationships, deposit flight, facility utilisation, share of wallet by product, relationship manager coverage at cadence, referrals between business lines, return per relationship, portfolio load against capacity, and primary bank indicators. Also the three measures most commercial banks miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readRelationship manager portfolio analytics, reconciled to the ledger.
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