Collaboration

“The strength of the team is each individual member. The strength of each member is the team.” – Phil Jackson, (adapted from ideachampions.com)

helocAs I wrote back in 2011, Partnership is Key in successfully providing a suite of financial services.  In a challenged interest rate environment, it is paramount that we uncover the root of our client’s needs, and in doing so have the product specialist necessary to provide a consultative solution.

This can be challenging at leading financial institution who define the collaboration based on a national market strategy. It is up to us as veteran service providers to adapt locally to the competitive landscape and deliver suggestions and alternatives to clients.

When I started in Torrance at U.S. Bank in 2009 to pioneer the Private Client Group, management was focused on a collaboration between relationship managers, branch personal, and our Financial Advisors (‘FA’).  While I focused on the long term strategy to establish ourselves as a single point of contact for affluent clients, the immediate opportunity was aligning myself with the commercial and wealth management team members that required the PCG resources for their clients.  This led to an opportunity for a $750M HELOC that was an important first step in establishing credibility for our efforts.  Further, I recognized that while the national focus was identifying investment opportunities, the strength of our offering was our national recognized mortgage and construction loan platform.  The partnership we established is still one of the most successful that the Private Client Group has experienced, and an important model that has been used by future RMs.

Successful collaboration is rooted in the trust among the partners.  Having successfully led teams over the last five years, my goal is to develop trust among each of the partners so that the client can trust that we are providing the best solution for them.

Adapting from the collaborative success I had at U.S. Bank, I focused on the Business Owner Advisory Group at Comerica Bank as soon as I arrived.  Identifying that opportunities were being generated at client request, I was entrusted with developing a partnership with the Middle Market LA CRE team; the leading team in the country.  Applying a dedicated approach to profiling their relationship portfolio., I was able to build trust and rapport with the manager and his team. Earning the chance to join them for their touch points with their advocates and client, the Group Manager developed a deep understanding of our private banking offering.  His interest was sparked from my passion and a newfound understanding of the consultative solutions we could provide. 

In trusting one another, there is no noise interfering with us hearing our client, prospect, or suspect.

The confidence from this trust turns our referrals into introductions to one another, not referrals.

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