This virtual program will provide a basic understanding of bank Treasury Management (also known as Cash Management) products and services. We will discuss how these products provide value to business clients and banks, identify new and trending products, and describe the linkage between business deposit acquisition and Treasury Management product sales. We’ll also share some “best practices” for guiding customers to the right Treasury Management solutions.

Register Now!

Key Discussion Points & Who Should Attend

This virtual program will provide a basic understanding of bank Treasury Management (also known as Cash Management) products and services. We will discuss how these products provide value to business clients and banks, identify new and trending products, and describe the linkage between business deposit acquisition and Treasury Management product sales. We’ll also share some “best practices” for guiding customers to the right Treasury Management solutions.

Although all banks offer basic Treasury Management products, they may not focus on the ever changing needs of their business clients. As new payment products are evolving, banks need to ensure that their business calling teams are prepared to discuss the basics of TM and be aware of the new trends that will affect their markets. This program will provide new business calling staffs with a sound Treasury Management education to build on.

Who Should Attend?
The introductory session is geared towards all bank staff who are interested in a basic knowledge of Treasury Management products and services including: those new to Treasury Management sales and/or service, new Commercial Lenders/Relationship Managers, Branch Managers, and other retail delivery staff who have business calling responsibilities. Sales support and operations staff who work with Treasury Management products are also welcome.

Agenda

9:00am to 10:00am
Intros & Goals – Setting the State for Treasury Management

• Group Introductions and Session Objectives
• The Treasury Management Industry – How Did We Get Here? Where Are We Going?
• Why are Treasury Management Products Important to You (and To Your Customers)?
• Deposits and Treasury Management – A Perfect Marriage
• Treasury Management/Payments

10:00am to 10:15am - 15 Minute Break

10:15am to 11:30am
Learning the Basic Product Groups

• Collection, Concentration & Receivables Products – Yesterday, Today & Tomorrow
• Disbursements & Payables – Transitioning From Paper
• Funds Management & Liquidity -  Low Interest Rate Impact
• Information Technology & Fraud/Risk Control –  Key Focal Points

11:30am to 11:45am - 15 Minute Break

11:45am to 12:45pm
Turning Prospects Into Treasury Management Customers

• What’s Trending?
• Why Do Prospects Buy Bank Products?
• Guiding Treasury Management Prospects to the Right Solution(s)
• TM Best Practices

Poll Questions/Responses & Discussion

Group Discussion–What do you need to succeed?

12:45pm to 1:00pm – Pulling it All Together

• Session Objectives – How’d We Do?
• 7 Habits of Highly Effective Treasury Management People
• Wrap Up, Questions, Comments

Adjourn at 1:00pm

Instructor Bio

Debra E. Knox, CCM, senior treasury management professional at Knox Advisors, has a direct, intimate knowledge of the financial services industry based on many years of experience in customer contact and treasury product positions at all levels. She currently manages a consulting company working with financial institutions and specializing in treasury management services. Knox Advisors, LLC, was created in March 2016 to assist bank with B2B product delivery and relationship building.

Deb’s recent projects have included: treasury management product and pricing review, treasury management documentation and workflow review, merchant services RFPs, and credit card services RFPs. She has been both an in-person and virtual instructor for the PA Bankers Association since 2018 to provide Treasury Management Schools on both a basic and advanced level. Deb was a virtual instructor for the Virginia Bankers Treasury Management Seminar in September 2020 and September 2021.

Previously, Deb held positions with Metro Bank, Union Community Bank, Fulton Bank, Safeguard Business Systems, Keystone Financial and CoreStates Bank. She has led sales teams both regionally and nationally and has also managed various treasury management product groups at a senior management level. 

Deb is a graduate of the PA Bankers Association Advanced School of Banking and a member of the Association for Financial Professionals (AFP). She also earned a Permanent Certified Cash Manager Certification in 1990 and is a Past President of both the Lancaster Chapter of the American Institute of Banking and the National Association of Bank Women (Lancaster/Lebanon Chapter). Deb attended Franklin & Marshall College. She lives in Lancaster Pennsylvania with her husband King and her “fur baby” Ginger.

Registration 

Members: $425
Non-Members:  $925

The deadline to register is April 15, 2022.

VBA EVENT POLICIES

By registering for this event, you are agreeing to the VBA Event Policies.

VBA EVENT CANCELLATION POLICY

All cancellations will be charged a $25.00 administrative fee. Cancellations received less than 72 business hours before the program will be charged a $75.00 administrative fee plus any additional fees associated with the training. Substitutions are allowed prior to the beginning of course.

Special Needs

Please share any specific needs that should be considered as we plan for the conference (i.e. hearing impaired, sight impaired, etc).  Please contact Gail Queen with any details.