CLF 2024 | McKinsey/GCI Commercial Lending Forum

Hosted by McKinsey & Company

Presenters:  Evan Long, McKinsey & Company

Presenters:  Szilard Buksa, McKinsey & Company (moderator)  |   Amy Patel, TD Bank  |  Greg Jacobi, Salesforce  |  Roger Rudisuli, McKinsey & Company

Description:  In a world where digital innovation captures the lion’s share of investment dollars and headlines, wins and losses still often come down to people and quality of relationships. In kind, a strong team of relationship managers and their partners play a pivotal role in acquiring and retaining high-value customers – however, like in most industries, a small percentage of top performing individuals are often the ones that truly move the needle. In this session, our expert panelists will delve into the attitudes and attributes that define top sales performers, highlighting their outsized impact on portfolio growth while preserving customer profitability.  We will examine innovative approaches to the recruitment, development, and retention, including the incentive models and bank capabilities needed to win and foster top talent.

Presenters:  Gita Thollesson, Q2 PrecisionLender  |  Ryan Cope, McKinsey & Company 

Description:  With the industry having recently gone through a period of outsized disruption to interest rates, customer confidence, and balance sheets, many banks have reached a point of relative stability where reaction can shift to intentionality.  Being data-driven in that intentionality is key to making the right moves to grow both sides of the balance sheet.  This session will allow us to take a step back and explores the quantitative impact of recent market dynamics on commercial credit demand, deal flows, deposit movement, product pricing, and customer profitability.  Leading us in this discussion are market experts from Precision Lender and McKinsey/GCI who will dive deep into the most recent bank customer data and extract the salient industry trends to paint a compelling picture of not only the current state of the market but where it’s likely heading and how banks can best position themselves to take advantage.

Presenters:  Gabrial Skouloudi, McKinsey & Company (moderator)  |  Eric Chibnik, BMO Financial  Group |  Sid Tiwari, McKinsey & Company 

Description:  Rising operational volumes, the demand for greater efficiency, and a heightened regulatory landscape signal a turning point for modern corporate loan operations.  However, while banks are making substantial investments in their overall operations, many senior loan operations heads make it clear that fundamental issues in loan operations receive only surface-level attention. This session will focus on the urgent need for banks to modernize their loan process, technology platforms, data management practices, and operational frameworks. Our panelists will explore the linkage between updating these areas and achieving key business objectives (e.g., minimizing risk, increasing efficiency, improving customer satisfaction) and why banks that stick to fragmented, incremental approaches will find limited opportunity for market expansion and talent attraction.

Hosted by McKinsey & Company

Presenters:  Jeff Carpenter, M&T Bank  |  Kevin Khanna, Fifth Third Bank

Description:  In an era where the one-size-fits-all approach falls short, the realm of corporate specialty banking emerges as an increasingly important beacon for tailored financial solutions that not only meet but exceed the intricate needs of niche markets.  This session explores the nuances of corporate specialty banking, where innovation meets customization, offering a panoramic view of how targeted financial strategies, specialized risk management, and deep sector expertise and advisory can redefine success for businesses in highly specialized markets. We will discuss the strategic and operational alignment needed across banks’ frontline, product, risk, tech, and operations functions to build robust, differentiated offerings and a compelling GTM strategy, and touch on potential disruption from outside influences like private credit, which continues to present challenges and opportunities to traditional banking paradigms, particularly within niche markets.

Presenters:  Bobby Shimer, McKinsey & Company

Description:  As the US banking sector draws closer to the culmination of Basel III implementation (“Basel Endgame”), many uncertainties still exist.  Through this panel discussion, industry leaders aim to provide clarity on the regulation’s potential consequences on commercial business lines, highlighting both the strategic challenges and opportunities that it will present for banks of various size and varying regulatory requirements.  We will delve into strategies for sustaining customer profitability, including combating higher compliance costs, optimizing capital allocation, weighing the ability to serve certain customer segments, and emphasis on fee-based businesses.

Hosted by McKinsey & Company