Treasury Management – The Best Kept Secret in Bank Fee Generation!

Treasury Management aka Cash Management is the best kept secret in bank fee generation. Why? Because bankers don’t know these services well and, therefore, are afraid to talk about them. When I was starting my banking career I had the awesome opportunity to be the secretary in the Cash Management area of the bank. Part of my job was to type (over and over) sales proposals for the Cash Management sales team.

One of my happiest days in that department was the day I got my first PC and I had a revolutionary idea—create a Cash Management Manual where the sales team could simply pick out whatever pages they wanted to use on every product to respond to the “RFP’s” (request for proposal). Creating this manual reduced the amount of time I spent typing a proposal from several hours to about fifteen minutes each. And if they changed their mind about a service? No problem. I could fix it or add or change anything within a few minutes. I was the hero of the department!

But kidding aside, from all that typing about each service and during my six years in the Cash Management department, first as a secretary, later as an operations liaison, and then customer service representative, gave me the opportunity to learn about these wonderful products that banks offer. I became very knowledgeable about Cash Management and to this day I remember what each product does, why it’s offered to clients, and how it works behind the scenes—including how banks can make a lot of money in fees!  A few years ago, the term Cash Management was changed (or should we say “updated”) to Treasury Management to reflect the vast number of services offered to help business clients.

What is Cash Management anyway? My own simple definition: Cash management are all the banking services banks offer to business clients to help them handle and maximize their cash on a daily basis.

Below are some of the most known Treasury Management products. I will be writing about each of these products and services in future articles so stay tuned.

  • Account Reconciliation
  • Accounts Payable (AP)/Accounts Payable (AP) Automation
  • ACH Origination Services
  • Armored Car Services/Cash Collection
  • Balance Reporting
  • Business Check Card
  • Business Credit Cards
  • Business Online Banking
  • Cash Concentration
  • Controlled Disbursement
  • Escrow and Sub-Accounts
  • Health Savings Accounts
  • Merchant Credit Cards
  • Multi-Currency Accounts
  • Remote Deposit Capture
  • Remote Safe/Cash Recycling
  • Sweep Services
  • Wholesale Lockbox
  • Wire Transfers

If you are a business banker, you must learn about Treasury Management services. They will significantly increase your bank fees, will bring in deposits to help you fund your loans, and your business clients will be better served. As a result, your bank’s profitability will increase.

At Malzahn Strategic (www.malzahnstrategic.com) we work with banks that want to increase their profitability by improving their operational efficiencies. We focus on Strategic Planning, Enterprise Risk Management and Talent Management. We also offer group training on Treasury Management services.