by Shaun Heuerman | Mar 31, 2021 | High Performance, Profitability and Growth, Strategic Planning
Let’s think through profitability for a second. Profitability has different meanings to different people because profitability by itself doesn’t mean much. When I first wrote the Profit-Growth Banking book before the last recession, I talked about how...
by Shaun Heuerman | Mar 10, 2021 | High Performance, Profitability and Growth, Strategic Planning
Team selling is the new “it.” But most banks get it all wrong, sadly. They think team selling is “I send Joe out with Susie, and Pat goes out with Jane … and everything is good.” That is not team selling. Harvard Business Review had an instructive research-based...
by Shaun Heuerman | Mar 3, 2021 | High Performance, Profitability and Growth, Strategic Planning
We all got away in 2020 with not having to be out there calling on people all the time because we’ve been waiting for things to go back to normal. For customers to walk into our lobbies again…to go back to the way it was. But it doesn’t seem to be going...
by Shaun Heuerman | Feb 24, 2021 | High Performance, Profitability and Growth, Strategic Planning
In every recession, the same things happen. Deposits get difficult. Everyone’s fighting over those same dollars. They all need deposits. Regulators are coming in. They’re cranky, and they’re writing up banks. There are liquidity issues. Everybody...
by Shaun Heuerman | Feb 10, 2021 | High Performance, Profitability and Growth, Strategic Planning
Low-cost deposits are “it.” Having large, sticky, low-cost deposits with a large amount of cross-sales solves a plethora of problems. When you increase your core deposits as a percentage of total deposits and have that metric continue to move up consistently and...
by Shaun Heuerman | Feb 3, 2021 | High Performance, Profitability and Growth, Strategic Planning
I just did a seminar today where I asked people, “What’s your biggest challenge?” “Accountability” always seems to be number one whenever that question is asked. No matter the bank—it seems to be universal. Video: High-Performance Accountability...
