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 CONFERENCE AGENDA
Sunday, October 28, 2007
 Registration Opens 1:00 PM - 2:45 PM Pre-Conference Workshop Better Relationship Selling: Proven Ways to Overcoming the Top 9 Sales Challenges This session will draw on the practical experience of leading financial institutions to teach you practical ways your organization can acquire and develop high value prospects, customers and influencers more effectively. A team of industry executives will draw from their experience to provide you proven best practices and practical actions your organizations can take immediately to overcome the none biggest obstacles to improved sales performance. Stephen Diorio Partner Profitable Channels Walid Hissen Vice President, Small Business Bank of the West Mark Gray Senior Vice President, Sales Effectiveness CIGNA Practical actions you can take tomorrow to improve the selling effectiveness of your field and branch employees, benchmarks and metrics to help you compare and improve your performance, as well as strategies you can apply in your 2008 growth plan. Workshop is an additional fee of $145. 3:00 PM - 4:45 PM Pre-Conference Workshop Winning the Hearts, Minds and Wallets of High-Value Business Customers: Rich Dorfman President Grayrock Consulting Megan Garr Vice President, Sales Support & Market Planning Cole Taylor Bank Workshop is an additional fee of $145. 5:00 PM - 5:45 PM Keynote Address Dana Drago Vice Chairman, Retail and Business Banking Group Citizens Financial Group 5:45 PM - 7:00 PM Reception
Monday, October 29, 2007
Registration and Continental Breakfast 8:00 AM - 8:15 AM Chairman's Opening Remarks Nick Miller President Clarity Advantage 8:15 AM - 9:00 AM Keynote Address American small business reflects the continuing evolution of American society and culture. Traditional and non-traditional are merging as small business owners come from increasingly diverse backgrounds, with women, minorities and home-based businesses becoming a growing entrepreneurial force. At the same time, small businesses are facing many of the same challenges encountered by larger, more established companies. With customers taking control, demanding access and expecting service anytime, anywhere, how will small business financial services deliver sophisticated and innovative solutions to put the pieces together and help small businesses and small business owners grow and thrive? Mark Hogan President, Business Banking Bank of America 9:00 AM - 9:45 AM Keynote Address Big Opportunities for Card Payments in Small Business Marketplace Small businesses are set to spend more than $5 trillion in the U.S. in 2007. Capturing a bigger slice of this enormous opportunity will require a better understanding of the payment needs of the 25 million U.S. small businesses. Visa has undergone detailed segmentation and analysis in order to learn more about where and how small businesses want to pay. More importantly, these insights are enabling innovative financial institutions such as Capital One to offer more sophisticated payment solutions and merchant acceptance strategies specifically designed to help small businesses reap the many benefits of migrating spending from paper to plastic. Dave Wasik Senior Vice President, Small Business Capital One Raghav Lal Senior Vice President of Small Business Products Visa USA 9:45 AM - 10:30 AM Morning Networking and Refreshment Break 10:30 AM - 11:15 AM Small Business Owner Panel Due to popular demand, we have brought back this interactive session which will highlight new provocative insights into key drivers of success for small business banking. Based in part on interviews with thousands of small business executives regarding their use of financial services, hear what is separating the winners from the challengers, and the implications for successful bank strategies and service delivery. The session will be moderated by Bob Neuhaus who leads the North American financial services practice for TNS, the world's largest custom research firm. Moderator: Robert Neuhaus Executive Vice President TNS Global Panelists: Andre Williams Managing Partner Kaze Ken Kruss President Ace Styline Valerie King-Bailey, M.B.A. Chief Executive Officer OnShore Technology Group, Inc. 11:15 AM - 12:00 PM Supporting Pricing Strategy through Compensation Design An effective compensation design is imperative for boosting the motivation level of employees in any organization. The present competitive environment also requires new strategies to assess how to drive pricing through incentive design and reward value creation, not just volume creation. Kevin McNamara., President of Business Banking with RBC Centura, will discuss how the pricing strategy, company culture and incentives culture must be congruent in order to yield improved profitability and sustained customer loyalty. Kevin McNamara President, Business Banking RBC Centura 12:00 PM - 1:45 PM Luncheon for all Participants 12:00 PM - 1:45 PM Industry Innovation Session Raising The Bar In Risk Management And Credit Operational Effectiveness Presenters: Alex McNeily, Senior Credit Product Expert, Harland Financial Solutions Basil Blume, EVP Chief Information Officer, Colorado Capital Bank Sponsored by:  12:00 PM - 1:45 PM Industry Innovation Session The Convergence of Small Business Accounting Tools and Online Banking:The Next Level Presenter: Mark Shulman Senior Product Manager Sponsored by:  12:15 PM - 1:30 PM Industry Innovation Session The Customer Rules! Delivering a Positive Customer Experience, Everytime Sponsored by:  Marketing Track 1:45 PM - 2:30 PM The Top Strategic Issues Facing Commercial Banks Today: Questions Every Banker Should be Asking Christopher B. McDonnell Associate Greenwich Associates Donald M. Raftery Managing Director Greenwich Associates 2:30 PM - 3:15 PM Accelerating Prospecting and Customer Acquisition Centralized marketing departments try to drive branch traffic through database marketing, direct mail and telemarketing. But how does that mesh with business banking, which typically relies on a dispersed field sales force that seeks to build one-to-one relationships in a variety of local markets? This session will show how to close the gaps and realize peak sales growth in small business banking. Mark Luppi Executive Vice President and Head of Small Business Banking Citizens Financial Group Michael Rice Managing Director Novantas 3:15 PM - 4:00 PM Afternoon Networking and Refreshment Break 4:00 PM - 4:45 PM Small Business Marketing: The Importance of Developing your Brand Have you ever wondered what the most effective way to market to small business customers is? At OPEN, we believe you first must understand who they are, grasping the charateristics that bind them together. This discussion will focus on these defining charatertistics, allowing you to market more effectively to small business owners. Marcy will also cover the importance of developing not only a set of small business-specific products, but a powerful brand that appeals to this segment. This session will equip you to better understand and market to small business owners as well as provide useful tools for how to be more innovative in your marketing techniques. Marcy Shinder VP, OPEN Brand OPEN from American Express 4:45 PM - 5:30 PM Becoming A Trusted Advisor Through Online How can your organization take advantage of ever-evolving online tools to attract high-quality prospects and enhance relationships with your small business customers? This presentation will present the results of new research into small business usage of and attitudes towards advisory information they receive from their vendors, including specifically looking at articles, case studies, interactive tools, Webcasts, podcasts, blogs, wikis, online communities and social networking. You'll learn what's working, what leading marketers are doing, and how your organization can use online tools to generate leads, nurture prospects, and create consultative relationships with valued customers cost-effectively. Stu Richards Chief Executive Officer Bredin Business Research Joe Helweg SVP, Small Business Bank E-Commerce Executive Bank of America Sales Management Track 1:45 PM - 2:30 PM Creating a Consistent Customer Experience Is it too big a dream? To imagine branch or small business sales forces could be consistent? Aligned with their companies values and brands in common look and feel to generate consistent customer experiences in all locations? Integrated with their internal partners. Bought into and effectively using the sanctioned sales process& consistently & from month to month, location to location? Knowledgeable, consistently capable of delivering their intended value propositions? Supported and led by middle and senior sales leaders who use standard sales management, leadership, and coaching practices consistently? Nirvhana! Every significant change in a sales force raises these questions; more times than not, even small change initiatives fail to generate desired results consistently. Panel members experiences from widely diverse institutions and change initiatives lead to ten critical practices that boost results and shorten cycle times.... consistently. Moderator: Nick Miller President Clarity Advantage Panelists: Ginger Siegel Senior Vice President & National Sales Executive of Small Business Washington Mutual Alan Ellison Senior Vice President, Small Business U.S. Bank Marilyn Dahl Senior Vice President Wells Fargo 2:30 PM - 3:15 PM Changing the Branch Manager from Service to Small Business Sales Branches have long focused on servicing small business needs. But, the most successful business banks position their branch managers as a sales leader. Achieving strong branch involvement in business sales requires rethinking the products, processes, incentives, linkages to the business bankers, and, oftentimes, new skills. This session focuses on providing practical insights concerning the why and how of refocusing the branch to become an active sales source rather than passive responder to customer walk-ins. Moderator: Charles Wendel President Financial Institution Consulting Panelists: Michael Weinbach National Sales Executive for the Branch Channel, Business Banking Chase Dave Frank President, Retail Banking Guaranty Bank Bruno Perrault Group Head, Global Small Business and Mid-Sized Enterprises MasterCard Worldwide 3:15 PM - 4:00 PM Afternoon Networking and Refreshment Break 4:00 PM - 4:45 PM The Missing Piece: The Key to Quality Prospecting in the Small Business Market For years bankers calling on small businesses and professional practices have worked under the theory: The more calls you make, the more deals you'll close. Many argue that you should simply pick up the phone and dial to increase your odds of success; however, today's relationship managers do not have time to waste simply making call after call and small business owners don't have time to listen to banking product-centric sales pitches. Is your team still looking for the missing piece of the prospecting puzzle? B. Lee Demby Senior Vice President, Financial Services First Research Conrad Wood Director, Business Banking Strategy RBC Centura Bank 4:45 PM - 5:30 PM Onboarding from Concept to Completion Most forward thinking financial institutions suggest they have developed an Onboarding program. What separates good from great in this category is discipline, accountability, use of technology and measuring bottom line results. This session introduces the concept of Onboarding; what is necessary from a behavioral perspective to make it work, how one bank executes a 3631 Onboarding process and how best of breed banks have integrated sales intelligence to trigger activities that are meaningful to their clients and provide a solid Return on Onboarding Investment. Jack Hubbard Chief Experience Officer St. Meyer & Hubbard Tom Doherty Senior Vice President Park National Bank Credit Lending Track 1:45 PM - 2:30 PM New Ideas in Portfolio Management Hear a panel of senior bankers address how to leverage all the data management of Non-Traditional Credit Risk; oversight of ACH, overdraft, wire, and L/C and remote capture processes; tracking policy exceptions; and some best practices regarding the use of internal and external alert processes for the identification of both troubled (early warning systems) and desirable customers. Larry Donoghue Senior Vice President LaSalle Bank George Buchanan Senior Vice President, Business Banking & SCO AmSouth Bank 2:30 PM - 3:15 PM Expanded Use of Centralized Loan Centers Hear a panel of senior bankers address how to leverage all the data management of Non-Traditional Credit Risk; oversight of ACH, overdraft, wire, and L/C and remote capture processes; tracking policy exceptions; and some best practices regarding the use of internal and external alert processes for the identification of both troubled (early warning systems) and desirable customers. Mark Weber Senior Vice President PNC Bank 3:15 PM - 4:00 PM Afternoon Networking and Refreshment Break 4:00 PM - 4:45 PM Developing Effective Solutions for Commercial Real Estate Borrowers Hear the latest in developing solutions for underwriting and servicing commercial real estate loans. Specifics topics will include: due diligence (EPA requirements and cost effective and compliant approaches to appraisals and evaluations) as well as construction loan set-up and monitoring. George Buchanan Senior Vice President, Business Banking & SCO AmSouth Bank D. Kirk Jacobson Senior Vice President, Director Business Banking Credit Administration KeyBank NA 4:45 PM - 5:30 PM Effective Collections/Workout Processes As the volume of small business has been increasing at many institutions, there is an increasing need to handle these more efficiently. Hear from several senior workout professionals the tricks of handling these larger volumes. Robert Mace Senior Vice President / Team Leader, Special Assets Division Citizens Financial Group Tim Chapin Senior Vice President, Portfolio Manager Wachovia Bank Benita Lefft Senior Vice President Wachovia Bank 5:30 PM - 7:00 PM Conference Concludes for the Day Followed by a Networking Reception
Tuesday, October 30, 2007
Continental Breakfast 8:00 AM - 8:30 AM A Conversation with the Chairman Pulling the Pieces Together: North to South. Hear perspectives from leaders in small business banking from Scotiabank and Compass Bank, comparing perspectives from deep South to far North, from regional banking and national banking perspectives. Comparing customer expectations and bank responses. Moderator: Nick Miller President Clarity Advantage Panelists: Kyle McNamara Head of Small Business Banking Scotiabank Chris Sakaguchi EVP & Director, Business Banking Compass Bank 8:30 AM - 9:15 AM What's Your Consumer-Driven Healthcare Strategy? Are your small business customers worried about controlling rising healthcare expenses while still being able to offer a competitive benefits package that attracts the best employees? Many business owners are already exploring options in the consumer-driven healthcare market, so what's your strategy? This panel will discuss how you can leverage this opportunity to grow core deposits, develop new revenue streams, and engage business customers and prospects in productive conversations. Mike Carroll President MSC Marketing LLC Doug Milway Vice President, Consumer Healthcare Financing M&I Bank Kathy McCormick Senior Vice President, Business Development HSA Bank Craig Solomon Market Segment Manager, Health Benefit Services Division Wells Fargo 9:15 AM - 10:00 AM Networking and Refreshment Break in Exhibit Hall 10:00 AM - 10:45 AM Using Online Solutions To Streamline Customer's Business Processes' In today's ever changing business world, small businesses are relying on the Internet to respond to their growing needs. Richard Weeks, senior vice president and head of Wells Fargo Business Internet Services, will share best practices that tackle the financial and time-saving needs of their active online small business customers. Richard Weeks Senior Vice President of Business Internet Services Wells Fargo Corporation 10:45 AM - 11:30 AM Through the Looking Glass: Online Banking Insights Online cash management is an unquestionable reality for businesses. Its goal is to increase money management capabilities and to do so easily. To achieve this, banks must provide a product that delivers meaningful and critical functionality to their online users. Banks must constantly work with users, researchers, technology experts, and industry experts to stay ahead of the curve. This roundtable session will explore what is happening right now in the world of small business online banking. Hear the inside story from the people closely involved with the strategic vision that shapes your online banking experience. Sonya Crites Group Vice President, Business & Commercial Product Management SunTrust Bank John Barlow President Barlow Research Eve Patterson Director, Product Management S1 11:30 AM Conference Concludes |
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