Card image cap

Remember that last time you helped your client meet their congressman

For most commercial bankers, the answer is inevitably no, never. When going about your daily tasks of managing loan and deposit growth and cross-selling treasury management services and credit cards, and trying to stay up to date with your ticklers, I imagine there’s little time left in the day to focus on the out-of-the-box solutions that can really move the customer service needle.

Recently, one of our clients was struggling with regulatory hurdles within their industry – and they needed to find solutions that would help them get ahead of the curve and become a leading voice within their industry. Anything less would limit the potential for scalable growth.

Knowing the ins and outs of FDIC, OCC and other banking regulatory Acts and bodies, one of the ways we remedied our client’s problem was by outreaching to their Congressman’s office to schedule a meeting.

Drawing from our background in public relations, we developed the talking points and business case for why the meeting would be important to the Congressman. Good timing was also on our side, as mid-term elections had just wrapped up, which meant the new congress wouldn’t be sworn in until January. That meant we were in a position to share our insights about an issue that may hit the incoming Congress and we wanted to give shape to the Congressman’s line of thinking.

Although it took about six weeks, the Congressman’s office took our meeting. Our team helped prep the business owners for the 30-minute discussion and advised politicians are like the Spice Girls…‘tell me what you want, what you really, really want’. Essentially, when meeting with any political figure you want to get to the bottom line for why you are there and how they can help you.

On the day of the meeting, the Client was well prepared – they looked professional and were prepared to either guide the discussion or field questions from the Congressman, of which both happened. Congressman Peters was also well prepared and knowledgeable about the current state of affairs within their industry. He and his staff offered some valuable insights and recommended action items that may help the owners navigate their regulatory obstacles. The support enabled us to then reach out to Legislatures at the State level for added levels of support and advocacy.

Being a relationship banker is more than selling financial products and services. It’s your being a trusted advisor who has the scope and dimension to provide your clients with the tools and solutions they need to improve their business.

Want to know what one thing you can do to expand the services and solutions you offer to your clients? Contact us today for a free consultation.