Here are a few quick steps on improving your financial institution's customer relationship management program.
  • Investigate how your sales organization manages and provides oversight on referrals and new opportunities
    • Are you aware of what is going on in these critical areas? 
  • Document how your process ensures that pre- and post-funding conditions on credit facilities are fulfilled
    • Are critical requirements falling through the cracks?
  • Ask how your financial institution makes sure that your credit facility and its related collateral remain in good standing
    • Are your processes (that ensure you stay on top of financial information, UCC filings, borrowing bases, insurance, etc.) effective?