Community Financial Institutions Can Drive Growth With A Deeper Client Focus

30 June, 2009 (20:50) | Blog | By: admin

By: Alan Buhler

More and more community financial institutions are realizing that the client relationship is the only thing that separates them from the competition. Many have come to realize that Client Relationship Management (CRM) and Sales Force Automation (SFA) software are essential if they want to capitalize on their unique positioning. In other words, most community bankers accept that if they want to expand their current client relationships as well as attract new profitable clients, they need a technology solution that will help them achieve client-centricity. But CRM/SFA software is expensive, difficult-toimplement, and even more frustrating to use—right? Not any more…

With the ease-of-use and affordability resulting from advances in CRM/SFA technology specifically architected for community financial institutions, CRM/SFA initiatives can finally be accelerated to move the community FI toward fulfillment of its market strength, resulting in complete client-centricity. What is client-centricity? Client-centricity is the capacity to understand and respond to your client’s needs in a way that will separate you from your competition.

Client-centricity is a constantly moving target, and is achieved, in large part, through the development of a strong sales culture. A sales culture that is focused on helping your clients achieve their financial goals is the kind of sales culture that is client-centric. The right CRM/SFA technology for your institution is important when you begin to integrate a sales culture that will help achieve consistent client-centric behavior from every employee throughout the institution. With that said, community financial institutions can finally accelerate the move to implement the appropriate technology that will help them reach client-centricity with the easy-to-use and affordable CRM/SFA technology of CoreTrac’s ResourceOne.

CoreTrac’s ResourceOne is a banking specific, integrated solution that builds competent, accountable, performance-based, client-centric cultures. It helps increase revenues, increase efficiency of all employees, and protect market share from competitors. CoreTrac’s ResourceOne has the power to help every employee of the FI improve client satisfaction; reduce missed opportunities and revenue “leakage” due to poor handling of leads and referrals; help make better informed decisions that drive toward strategic goal attainment with greater pipeline visibility and sales forecasting. In addition, it motivates employees with accurate compensation and rewards while developing stronger client relationships.

A quality CRM/SFA solution allows community financial institutions to efficiently recommend more of their products and services to potential and existing clients while reducing their overall service costs. Increased referrals, cross-selling, better pipeline management, targeted marketing, exceptional service and goal-based behavior enhancements that drive toward strategic outcomes are all measurable benefits of implementing a CRM/SFA solution. CRM/SFA software like CoreTrac’s ResourceOne improves the institution’s overall understanding of current relationships with clients, captures content on prospects, track incentives for employees and generates on-demand activity reports to keep management well-informed. CoreTrac’s banking-specific CRM/SFA solution is an approach that allows you to focus on providing the right services to the right client at the right time while attracting clients who are a right fit for your financial institution. Now that’s client-centricity!

Alan Buhler is Vice President of Sales and Marketing at CoreTrac, Inc. He can be reached at or (512) 236-9120 ext. 272

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