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Tag: funding

  • Charles Potts: Innovation trends for 2023

    Charles Potts: Innovation trends for 2023

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    Image by Worawut/Adobe

    By Charles Potts


    As we turn the page to a new year, the innovation evolution continues. ICBA is leaning into it, bringing its ThinkTECH Accelerator program and innovation efforts in-house to provide community bankers with targeted solutions.

    Here at ICBA, we’ve been tossing around a quote from author Courtney C. Stevens’ novel, The Lies About Truth, that captures our ethos heading into 2023: “If nothing changes, nothing changes. If you keep doing what you’re doing, you’re going to keep getting what you’re getting. You want change, make some.”

    I believe 2023 will continue our industry’s forward momentum as our members position themselves to be the agents of change that find and champion new opportunities.

    Here are what I believe will be the top five opportunities this year:

    1. Targeted fintech initiatives focused on meeting community bankers’ unique needs. Much like we saw with some concentrated initiatives in 2020 with the Paycheck Protection Program (PPP) and the CARES Act, 2023 will bring a more granular focus to community banks’ lines of business. Agtech, age tech, payments and financial inclusion are top of mind for ICBA, as well as revenue-generating opportunities for community banks.
    2. Momentum around faster payments, real-time payments and FedNow. Faster and real-time payments activity and deliverables will become tangible and imperative in the year ahead. With the launch of FedNow this year, new use cases for faster and real-time payments will continue to emerge, providing community banks with a groundswell of opportunities.
    3. Continuing digital transformation. Digital transformation shows no signs of slowing down. In response, ICBA is expanding its digital education programming and resources to ensure community bankers have what they need to differentiate themselves from the competition and vie for market share. By bringing its innovation initiatives in-house, ICBA will continue to support these efforts, including identifying robust, cutting-edge solutions to solve community bank pain points and meet evolving customer needs.
    4. An increase in embedded payment. Embedded finance is expected to increase exponentially over the next few years, opening up new markets and enhancing customer experiences. According to Plaid, a financial services company, embedded financial services will produce $320 billion in revenues in 2025—a 10-fold increase over the $22.5 billion in 2020 revenues. Expect increased demands from business customers and new revenue-generating opportunities for community banks.
    5. The emergence of chief innovation officers or digital strategists. With growing talent demands and the pace of innovation, expect to see the emergence of in-house community bank chief innovation officers and digital strategists. Community banks are investing in these new skill sets, bringing in top talent from other industries, so we expect to see an uptick in this trend in the year ahead.

    In 2023, community banks must remain agile and focused on making change to secure their place as their customers’ preferred financial partner. As the new year unfolds, we would do well to remember Stevens’ mantra, “If nothing changes, nothing changes.”


    Charles Potts (charles.potts@icba.org) is ICBA executive vice president and chief innovation officer

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    Lauri Loveridge

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  • Blue Apron receives delisting notice, just as stock bounces back above $1

    Blue Apron receives delisting notice, just as stock bounces back above $1

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    Shares of Blue Apron Holdings Inc.
    APRN,
    +1.46%

    shot up 9.9% in morning trading Friday, to trade back above the $1 level for the first time in more than two weeks, after the meal-kit company said it received a delisting notice from the New York Stock Exchange. The notice said the company was not in compliance with the listing requirement of a minimum average stock closing price of at least $1 over a consecutive 30-day period and an average market capitalization of at least $50.0 million, also over a consecutive 30-day period. The company said it plans to notify the NYSE on Jan. 6 that it received the delisting notice, and intends to submit a plan to “cure” the minimum stock price and market capitalization deficiencies. The stock has closed below the $1 mark since Dec. 6, and closed at a record low of 64 cents on Dec. 13. It has bounced since then after the company said it received funding from a major investor; it has rocketing 56.7% amid a four-day winning streak. Meanwhile, the company’s market capitalization was $41.6 million at current stock prices, and has been below $50 million since Nov. 11, according to FactSet data. The stock has plummeted 84.4% year to date, while the S&P 500
    SPX,
    +0.59%

    has shed 20.1%.

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  • How to Send a Funding Pitch

    How to Send a Funding Pitch

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    Opinions expressed by Entrepreneur contributors are their own.

    Funding round stories are imperative for a startup’s success, especially during an economic downturn. They show the world that there is trust in the business’s longevity as investors believe the company is likely to succeed and provide returns. These announcements also inspire excitement and further emotional investment in the company. However, with journalist response rates decreasing quarter by quarter, it’s getting increasingly difficult to get company news out, especially for funding.

    To determine what will make journalists more likely to open and respond to a pitch, my company, Propel, analyzed approximately 3,500 funding pitches and found three key insights to use in your company’s next pitching strategy:

    Related: Five Ways To Raise Money To Launch Your Own Startup

    1. Use short, attention-grabbing subject lines

    Journalists want to know precisely what they’re going to find when they open up a pitch email, and this is no different when it comes to funding announcements. In fact, out of all the data, we found that funding pitches with subject lines of no more than nine words were opened the most frequently, garnering a 7% response rate. This is huge, especially given that the industry average response rate across all pitching types is just 3.35%.

    One reason is that journalists are inundated with pitches, so the faster they understand a pitch, the better. Many journalists also look at pitch emails on their phones, and with only so much space for so many characters in the subject line, PR pros must be able to quickly and briefly tell the story from the subject line. I recommend putting the name of the company and the funding amount in the subject line so the journalist knows what they’re going to read.

    Related: 7 Headline Writing Formats That Get Journalists to Read Your Pitch

    2. Don’t make the pitch an epic novel

    The adage “short and sweet” also applies to the pitch’s body. We found that pitches between 50-149 words were getting the best response rates at 15%. However, for some reason, we saw that most PR pros were sending funding pitches between 500-1,000 words long. For context, that’s the length of 2-4 word pages double-spaced!

    Journalists don’t have the time or energy to read a novel about the company getting a funding round. Instead, a PR pro should provide enough background information on the company and the budget to get a journalist interested in the story, with the ultimate goal of having them request the press release. That way, they won’t be intimidated by facing a wall of text.

    Related: Why Your Marketing Team Should Be Journalists

    3. Pitch Friday, release mid-week

    As it turns out, the day of the week you pitch a journalist a funding story is just as important as the length of the pitch or subject line. To this end, we found that the days with the most journalist responses to funding pitches occurred on Wednesdays, with 24% of responses occurring on this day. However, we found that the day with the highest likelihood of a pitch getting opened is, perhaps counterintuitively, Friday. Most PR pros had gut feelings that these were the best days to pitch funding news, but now there are hard numbers to back it up.

    While Wednesdays are still great days to pitch and to have press releases released from the embargo, the fact that pitching on Fridays gives you such a high likelihood of getting a response came as a surprise. However, the data shows that only approximately 5% of pitches are sent on Fridays. This means that journalists aren’t inundated with new pitches, so they have the time to read your story idea. 15% of responses happened on Friday, making it the day with the best ratio of pitches to responses.

    Given the worldwide economic slowdown, getting the word out that your organization is stable is more important than ever. One of the best ways to do this is by putting out a funding release, which sends a signal of strength to potential customers and stability to future investors. And by using actionable, data-driven insights, you can enable your funding campaign to reach its maximum potential. I hope that these findings will be used as guideposts for other professionals in the PR industry to enable them to create better pitching strategies and get better results.

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    Zach Cutler

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  • 4 Crucial Indicators When Raising Venture Capital Funding

    4 Crucial Indicators When Raising Venture Capital Funding

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    Opinions expressed by Entrepreneur contributors are their own.

    In this day and age of shrinking VC funding for startups, you might think your business is the exception. You might think your business model is so ripe for growth with a little cash infusion that VCs should compete to see who can be your primary investor.

    Besides the fact that startup founders are rarely objective about their business prospects, it’s always good to get outside perspectives before heading down the potentially long, winding and soul-bruising road of VC pitches.

    Do you know who you might want to check with as a first step before you sink a bunch of time and energy into your pitch deck? Your marketing agency. (If you don’t have an agency, make a friend with an agency exec pronto.)

    If an agency isn’t your first choice as a sounding board — hear me out. I’ve worked with dozens and dozens of intelligent, ambitious startups since founding Playbook Media. Throughout those relationships, I’ve recognized a few significant indicators of whether your business is positioned to sprout unicorn wings with some extra resources — or whether you have some fundamental issues to address before you take your pitch to your version of Sand Hill Road.

    Related: The 10 Most Reliable Ways to Fund a Startup

    1. Burn threshold

    Also known as “burn multiple,” this metric takes a broad view of your business to calculate how much revenue you bring in for every dollar you spend. Divide your net burn by net new revenue for a given period, and you’ve got your number. (Anything over 2 these days, and you’ll have difficulty getting funding because your operational efficiency needs work.)

    Your agency partners won’t have all that data on hand to calculate your burn threshold, but there are plenty of ways they can help you improve it. They can reduce costs by lowering your average CAC (the cost of acquiring a customer). They can improve your customers’ average LTV (lifetime value) using lifecycle marketing, referral programs, upsell campaigns, etc. They can also run frequent forecasting models to ensure your strategic decisions are informed by current data and market conditions — which have been evolving rapidly.

    An agency can be beneficial in understanding your entire marketing picture and assessing where you can cut spending and suffer minimal revenue effects. Agencies proficient at MMM (media mix modeling, which I’ll touch on more in a bit) will be great partners in that endeavor.

    2. K Factor

    Your K Factor is your natural growth rate if you aren’t doing any marketing. It usually boils down to product-led growth and virality stemming from your existing customer base, site users, media outlets picking up on your momentum, etc. This isn’t specific to products, by the way; if you have a software service or platform, you can build tons of product-driven growth.

    Agencies can help you determine your K Factor if they’re proficient at understanding the impact of each of your advertising channels. Ideally, your agency is using media mix modeling to determine the incremental impact of each channel; when they analyze all of your channels and touchpoints and compare it to your overall growth, they’ll be able to isolate a baseline level of growth that isn’t explained by those channels. That’s your K Factor.

    The key to optimizing your K Factor is growth loops. Reforge defines growth loops as “closed systems where the inputs through some process generates more of an output that can be reinvested in the input.” This can go beyond organic loops, too — although K Factors are defined in the absence of ads, you can apply a little advertising budget to great effect if you’re working with growth loops. An example is taking a popular TikTok post from either your company’s or a relevant creator’s page and doing a Spark ad, which boosts the post and prompts more engagement that feeds the post’s organic momentum.

    Related: You Can’t Get VC Funding for Your Startup. Now, What?

    3. Channel reliance

    Despite recent setbacks (check out the last couple of quarterly earnings reports), Google and Facebook still dominate their competitors in gobbling advertising budgets, as we see time and time again with new clients coming to us to jump-start their growth.

    I think brands should almost never spend more than 50% of their budget on Google and Facebook (combined), which is easier said than done. There are several reasons for this, but the two most important are that Google and Facebook are getting increasingly expensive and that all companies should protect themselves against over-reliance on one channel that could get hit by, say, algorithm updates or outside influences like the iOS14 release.

    Beyond those reasons, there are clear warning signs that you should diversify your marketing channels ASAP:

    • Diminishing returns (CPAs keep climbing no matter what you try)
    • A lack of new users
    • Demographic trends shifting away from your core platforms (e.g., younger generations are now using TikTok instead of Google for their search engine of choice)
    • Business goals evolving out of alignment with your core channels

    If any of these sounds familiar, start carving out ideas and resources to reallocate the budget into new channels.

    Related: 9 Extremely Clever Startup Funding Stories

    4. Market penetration

    There are a few market-penetration scenarios that potential investors will hone in on right away (for better or for worse):

    • The market is small, and you’re dominating but might have a hard growth ceiling (example: Wild Earth)
    • The market is large but ripe for disruption, and you have one or more differentiators that will help you carve out market share (example: Dollar Shave Club)
    • The market is new, and you have the plan to build awareness for the market’s need and your solution (example: Fitbit, back in the early 2010s)

    Agencies can analyze and tell you what segment you might be in. For Wild Earth, an agency would help define the target market by segmenting data into silos (e.g., vegans, dog owners, owners who only feed their dogs dry food, owners who order online, and owners who will pay a premium for food and shipping). Cross-reference that relatively small audience that lives in the intersection of those segments with data like rising CACs and relatively high impression share. That company looks like a poor choice for investor funds unless you can leverage what you’re already doing well into other product categories.

    If things like search volume and available impression volume are curiously low, you may have a tremendous opportunity to build awareness for your product or service as the leader of a new market (or market segment). “Video rentals” probably had a ton of search volume when Netflix was in its early stages, but “online video rentals” or “video rentals by mail” were exponentially less popular queries that, when combined with the rising trends of online shopping and engagement, evidenced a market ripe for introduction. Brands like Peleton (spinning classes at home vs. spinning classes) and Rent the Runway (luxury fashion for rent vs. luxury fashion) represent similar scenarios that, when the story is told well, represent catnip for intelligent investors.

    The takeaway

    With startup funding relatively hard to come by, you should recognize that poor indicators in any of these areas put you out of position to leave a VC pitch with millions of dollars. But there’s hope yet. First, most issues in these areas are fixable. Second, fixing them now will mean you’ll be extraordinarily well-positioned to take full advantage of future VC investments when you have a better story.

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    Bryan Karas

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  • Saudi crown prince set to invest in Credit Suisse’s new investment bank

    Saudi crown prince set to invest in Credit Suisse’s new investment bank

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    Saudi Arabia’s crown prince and a U.S. private-equity firm run by Barclays PLC’s former chief executive are among investors preparing to invest $1 billion or more into Credit Suisse’s
    CSGN,
    +6.61%

    CS,
    +9.39%

    new investment bank, people familiar with the matter said. 

    Crown Prince Mohammed bin Salman is considering an investment of around $500 million to back the new unit, CS First Boston, and its CEO-designate, Michael Klein, some of the people said. Additional financial backing could come from U.S. investors including veteran banker Bob Diamond‘s Atlas Merchant Capital, people familiar with that potential investment said. Credit Suisse previously said it had $500 million committed from an additional investor it hasn’t named.  

    Credit Suisse has received a number of proposals from investors interested in CS First Boston. Credit Suisse Chairman Axel Lehmann at a conference on Thursday said it has other firm commitments in addition to the $500 million from the unnamed investor. The bank hasn’t received a formal proposal from any Saudi entity, some of the people familiar with the matter said. 

    Credit Suisse is spinning off the New York-based investment bank as part of a fresh start after being buffeted by scandals, regulatory scrutiny and steep losses. It is raising $4.2 billion in new stock that separately will make Saudi National Bank its largest shareholder. It isn’t clear if Prince Mohammed would make the investment through that bank, or another investment vehicle. He is chairman of the country’s sovereign-wealth fund, Public Investment Fund, which along with another government fund is Saudi National Bank’s main owner. 

    An expanded version of this report appears on WSJ.com.

    Also popular on WSJ.com:

    Apple makes plans to move production out of China.

    FTX founder Sam Bankman-Fried says he can’t account for billions sent to Alameda.

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  • Rebeca Romero Rainey: The people make the bank

    Rebeca Romero Rainey: The people make the bank

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    Photo by Chris Williams

    How we hire, retain, recruit and advance our missions amid momentous change will remain a key topic for community bank leaders and will influence our plans for the future.

    December creates a natural opportunity for reflection, and as I look back on our efforts over the past year, I’m struck by one core truth: It’s the people who make the bank.

    This month’s issue focuses on the best banks to work for, because community banking is about so much more than transactions. It is made up of the spirit of community, deep and personal relationships, and customer trust. Our people—committed, connected, caring—continue to differentiate us as community banks and keep our organization relationship-first and mission-centric.

    map pin

    Where I’ll Be

    I’ll be meeting with the team at TCM Bank in Tampa, making a visit to our Sauk Centre, Minn., office, and just like you, finishing budgeting, taking a deep breath and then jumping right into 2023.

    As we grow and respond to today’s environment, one of our greatest challenges and opportunities is cultivating the next generation of leaders. As hiring organizations, we are looking for skill sets that extend beyond technical knowledge to a values-based ideology that prioritizes personal relationships, customer service and community. We are relationship businesses that are looking for professional relationship builders.

    Thankfully, in this digital landscape, we have more opportunity than ever to cultivate the exact talent we need. While many positions remain vital on an in-person level, some roles allow for off-site work options, meaning that you now have a larger applicant pool at your disposal. You can remotely engage a tenured community banking professional to complement your team on the ground. You can expand your search for positions that are hard to source in your market, or look for expertise in particular technical skill sets. You can broaden your ability to hire the best and brightest staff both in market and out.

    This month’s issue touches on these trends, how community banks continue to excel as employers and what you can do to ensure you achieve and retain that position. I hope that as you read these stories, you’re struck—as I was—by the importance of the people who make community banks what they are, and the cascading impact they have on one another, customers and communities.

    How we hire, retain, recruit and advance our missions amid momentous change will remain a key topic for community bank leaders and will influence our plans for the future. But as the year closes, now is the time to take a collective breath, celebrate our successes and recharge, so that come Jan. 2, we’re renewed, ready to write our next chapters and fully prepared to embrace new possibilities.

    In that spirit, on behalf of the entire team at ICBA, I wish you a very happy holiday season and new year!


    Rebeca Romero Rainey
    President and CEO, ICBA
    Connect with Rebeca @romerorainey

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    Lauri Loveridge

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  • Brad M. Bolton: Putting the “community” in community banking

    Brad M. Bolton: Putting the “community” in community banking

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    Photo by Chris Williams

    People want to be a part of something bigger than themselves, and community banks provide that opportunity.

    Community banking is about serving the greater good. As community continuators, we are part of something bigger than ourselves. We support civic clubs, Lions Clubs, the Relay for Life, our local schools and so much more, because these issues matter to the communities we serve.

    Month after month, we’re called to support any number of great causes, and we step up to the plate, because community bankers embody what it means to operate in a culture of service.

    Thankfully, this give-back philosophy helps drive employee engagement and loyalty. People want to be a part of something bigger than themselves, and community banks provide that opportunity. We not only encourage but expect our team members to be out in the community, serving on boards, civic clubs and even in city government. There is no one better to help lead a community than those who know it best: its local community bankers.

    So, as we read this month’s issue featuring the best community banks to work for, keep in mind that the common thread among each of these unique stories is that they are community banks that lead with a spirit of service. Their approaches look different because their communities are different, but at their core, each one has a servant’s heart, one that extends to their employees. Their culture of service is what attracts employees to them, and in turn, ensures that they have engaged, enthusiastic teams.

    My Top Three

    Year-end tips

    1. Use social media to tell your community bank’s story of service.
    2. Send a handwritten thank-you note to every member of your team.
    3. Be thankful for your success and our ability to serve our fellow humans.

    As we close out the year, I hope we’ll all take the time to be thankful that we work in the best industry on earth. Community bankers from every level of the organization carry the title of a protector of Main Street, serving small business owners, farmers, community leaders and consumers to the best of our ability every day. Any time you come across a local event in your community, I guarantee you will see a local community bank behind it all, and that is what makes me so proud to be a community banker.

    We community bankers are one huge family serving millions of customers across this country. What we collectively achieve together we could never do alone, and I am so thankful for that. It is an honor to serve alongside all of you and tell our stories together.

    I wish everyone a merry Christmas and a prosperous 2023. This year has brought us much success; let us never forget where our blessings originate.


    Brad Bolton, Chairman, ICBA
    Brad Bolton is president and CEO of Community Spirit Bank in Red Bay, Ala.
    Connect with Brad @BradMBolton

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    Lauri Loveridge

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  • Super apps: The rise of an all-in-one platform

    Super apps: The rise of an all-in-one platform

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    Artwork by ra2 studio/Adobe

    Convenience is a growing desire from consumers everywhere. Across the world, people are using super apps to send messages, purchase tickets and, of course, bank online. What are they, and how can community banks stay on top of this trend?

    By Colleen Morrison


    Super apps, or apps that aggregate online or mobile user experiences into one central location, have taken off globally. WeChat, a Chinese mobile messaging app that offers voice, text and group messaging; payments; games and more, boasts 1.29 billion users. India’s Paytm—advertised as a payments app that also allows consumers and merchants to pay bills, book flights and movie tickets, open a savings account, invest in stocks and mutual funds, acquire loans and beyond—reports 300 million users.

    And now the trend is gaining traction in the U.S. According to a recent PYMNTS report, 72% of consumers have indicated their interest in a super app offering.

    These aggregators have piqued consumer interest and grown exponentially around the globe precisely because they provide what users want: convenience. When asked about the benefits of a super app, 66% of consumers noted convenience as a top advantage, with another 54% emphasizing the apps’ ability to coordinate disparate topical areas, says the PYMNTS report.

    But with these benefits come newfound threats, chiefly in the form of data privacy and security. While nearly 40% of consumers also have concerns about the amount of data they might have to share with a super app, overall, they feel the benefits outweigh those concerns: 70% of those who are highly interested in using a super app indicate that the advantages are worth the risk of revealing personal data.

    “Keep your priorities in your app focused on banking. People will still come to your app when they know that they’re dealing directly with you for banking needs.”
    —Jordan Hirschfield, Mercator Advisory Group

    Community bank considerations

    So, what does this intersection of regulation and technology competition mean for community banks? For starters, they will need to institute a strategy for managing the emergence of super apps. From head-to-head competition to embedded finance, how community banks respond should align with their individual business strategies.

    “Keep it straight and to the point in your banking app,” advises Jordan Hirschfield, director, prepaid advisory services at Mercator Advisory Group. “Partner so you can have access to an Apple Wallet, a Google Wallet, PayPal, Amazon, whatever it may be, and then keep your priorities in your app focused on banking. People will still come to your app when they know that they’re dealing directly with you for banking needs.”

    In addition, community banks need to evaluate their partnerships with fintechs and other third parties. When customer data is shared, those integrations must be met with an elevated level of scrutiny and a thorough understanding of data protections.

    “Partnering with fintechs and new entrants can offer useful means to bring new products to market, but community banks should recognize that these new technologies may introduce new risks to consumers,” says a CFPB spokesperson. “It is important that community banks understand how consumer data may be captured through app usage, and that they provide as much insight and transparency as possible to their customers around the potential instances where data may or may not be captured.”

    Despite this new form of competition and the responsibilities it introduces, community banks may have an opportunity to emphasize the unique services they provide. Super apps create an environment for community banks to emphasize where they excel: in safety, security and banking relationships. Consumers already trust their banks more than tech giants, and that trust will offer a key differentiator during the rise of the super app.

    In addition, the ability for consumers to connect with someone they know still takes top billing: 42% of consumers between the ages of 21 and 55 say they would leave their bank if it eliminated account manager support. In short, the personal relationship matters.

    “The key word is relationship—that is the secret sauce of the community bank,” says Hirschfield. “For a community bank, it’s showing that the digital world is just a segment of the value that they can produce.”


    The CFPB gets involved

    This convenience-first attitude among consumers has triggered concern from the Consumer Financial Protection Bureau (CFPB), causing it to release a report, “The Convergence of Payments and Commerce: Implications for Consumers,” in August. With a partial focus on super apps, the report paints a picture of how such technology is unfolding in the U.S. and its impact on data security. In addition, in a statement, the CFPB emphasized the actions it is taking to “work across the payments ecosystem to assess the extent to which a consumer’s information might be used for purposes the consumer did not intend or understand.”

    “We have issued market monitoring orders to assess the business practices of large technology companies operating payment services in the United States,” says a CFPB spokesperson. “We will provide reports on the information obtained in response to these orders on an ongoing basis based on the data collected. The CFPB remains concerned about instances where these apps may create more opportunities for companies to aggregate and monetize data without consumer knowledge.”


    Colleen Morrison is a writer in Maryland.

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    Lauri Loveridge

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  • Lindsay LaNore: The art of saying “thank you”

    Lindsay LaNore: The art of saying “thank you”

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    Photo by goir/Adobe

    The end of the year is the perfect time to share your appreciation for the hard work and successes of the year gone by.

    By Lindsay LaNore, ICBA


    It’s the end of the year, a time for leaders to reflect on goals, metrics and performance over the past 12 months. It’s a time to set goals and a vision for the year ahead. And it’s also a perfect time to say, “thank you,” and share your appreciation for all the hard work and successes of the year gone by.

    A lot has been written recently about the power of gratitude, with studies showing that appreciation is not only great for team morale; it also gives a boost to the person expressing it. The greatest thing about saying “thank you” is that it’s easy. It’s a very effective way of making your team feel appreciated and happy in their roles. And, while this shouldn’t be the sole motivating factor, employees who feel appreciated are willing to work harder.

    In the workplace, saying “thank you” can take all kinds of forms. It can be an email from the CEO to all staff, or from a department leader to their team. It might come in the form of a letter or note, a special lunch, a party, a call-out at a team meeting or a small gift. There is no need to be extravagant, but it should come from the heart.

    Will Guidara, restaurateur and author of Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect, is passionate about the power of putting people first. In a recent TED Talk, he told the story of four foodies who were on vacation in New York sampling the best restaurants, including his. Between courses, however, they expressed regret that they were about to head for the airport and hadn’t tried a simple New York City hot dog. He ran out to get them one on the spot. It cost him $2, but the experience delighted his customers and highlighted to him how important it was to make people feel seen.

    Guidara suggests to leaders in all industries that they slow down, be present, listen to the people around them and give them a sense of belonging. Treating everyone as an individual is paramount, and that means choosing gifts or experiences that are unique to them.

    Great ways of showing appreciation include celebrating specific achievements or actions and highlighting ways in which employees exemplify the bank’s values. Recognize hard work with a small thank-you gift or even a handwritten note, but make sure it’s tailored to suit the recipient, whether it’s a box of chocolates you know they have a weakness for, a gift card to a favorite restaurant that’s a little out of reach financially, or a few extra hours off to watch their child’s holiday performance.

    Saying thank you may be easy, but doing it well is an art.


    Lindsay LaNore (lindsay.lanore@icba.org) is ICBA’s group executive vice president and chief learning and experience officer

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    Lauri Loveridge

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  • Lexicon Bank: A bank that shows its hand

    Lexicon Bank: A bank that shows its hand

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    Stacy Watkins (left), president and CEO, and Hilary Nelson (right), senior vice president and director of operations and compliance, at the Las Vegas Strip. Photo by Sammy Tillery

    When it comes to supporting outliers in the Las Vegas community, Lexicon Bank knows how to play its cards.

    By Tom Groenfeldt


    Name:
    Lexicon Bank

    Assets:
    $237.6 million

    Location:
    Las Vegas, Nev.

    Lexicon Bank in Las Vegas opened its doors in August 2019, not long before COVID-19 shut down the city’s entertainment businesses.

    “This is a Vegas bank,” explains Stacy Watkins, who was named president and CEO of the $237.6 million-asset bank in the early days of the pandemic. “It was really impactful for us when the lights on the Strip went out—a very emotional, crazy time. You have a bank that was born out of COVID and could have gone the other direction but ended up thriving.”

    Lexicon Bank didn’t wait long to make a splash, sponsoring the 2021 World Series of Poker. It also aimed to capture the gaming market with its Professional Poker Banking Program, which is open to players who have participated in at least one of the World Series of Poker tournaments.

    Professional players’ finances can be unpredictable and can bring increased regulatory scrutiny, making this a market many banks won’t touch. But as a community bank that is there to serve the gaming hub of Las Vegas, Lexicon Bank welcomes these players with open arms.

    Its Professional Poker Player Program acts as a concierge banking service for qualifying professional poker players who need special services like having funds wired ahead to their tournaments. It also accepts the occasional $1 million or $2 million deposit from winning players.

    A natural fit

    In 2020, six-time World Series of Poker (WSOP) winner Daniel Negreanus moved his winnings account to Lexicon after another financial institution closed his account—a development the community bank addressed in a press release.

    Quick Stat

    $52B+

    The gross gaming revenue of the gambling industry in the U.S. in 2021

    Source: Statista

    “With banking roots in the mecca of gaming for poker, serving as a banking partner for professional poker players was a natural fit for Lexicon Bank,” said Russell Rosenblum, chairman of the board and a poker enthusiast, in the press release. “Our bank has direct contact with the poker community through personal relationships, business partnerships and community endeavors.”

    Those poker deposits, like all others at the bank, go through anti-money laundering screening by software linked to the bank’s core system. But the fundamental risk management in the bank’s professional poker program is old-fashioned Know Your Customer, done by people.

    “The participating players sign a contract acknowledging that we’re going to ask them questions and they need to be forthcoming,” explains Hilary Nelson, SVP and director of operations and compliance. “We like to know our customers really well. What’s nice is that the World Series of Poker publishes a list of anyone who plays, and we learn how many other tournaments they play in around the world.”

    That in-depth customer knowledge isn’t just for regulatory requirements or to control risk; it also enables the community bank to provide other services.

    “If a professional player calls and they need something that we’re not able to do, we try to get them connected with someone that can,” Nelson says. “We know who they are, we know what their transactions typically look like and we can connect them with somebody who can help.”


    With many being poker enthusiasts themselves, the team at Lexicon Bank knows how to serve their clientele.


    A small-business pipeline

    While Lexicon Bank doesn’t offer consumer or mortgage lending, it does do small business lending, which suits its market. Several poker players own businesses and have brought over those accounts to Lexicon. In addition, poker players have recommended other players and small business owners to the bank.

    One example of this was a surgeon who planned to set up a surgical center but had little business experience, so he came to Lexicon for assistance. “We quickly introduced him to our broker, merchant service processing and payroll processing, and linked him to our insurance broker,” Watkins says. “As a concierge bank, we were able to provide those value-added services that don’t have a fee schedule. So we might not be getting $5 or $25 for that, but we’re getting a relationship, a deposit account and potentially a commercial loan down the road. We’re focused on the bigger picture.”

    “We do have legal businesses and industries that make Las Vegas thrive. We have found a way to service that and get the regulators comfortable. I mean, that’s what a community bank does.”
    —Stacy Watkins, president and CEO, Lexicon Bank

    Staying above board

    With a large 14-member board of directors who know, and often own, local businesses, Lexicon has a local team that can make lending decisions fast, whereas outside banks can frequently be stuck with inflexible underwriting rules from headquarters.

    “We do have legal businesses and industries that make Las Vegas thrive,” says Watkins. “We have found a way to service that and get the regulators comfortable. I mean, that’s what a community bank does.”

    Officers at banks restricted by rigid policies often recommend Lexicon to clients they can’t accept, and Lexicon will take them on if they are legal, if the bank has a way to monitor them operationally and if they align with the bank’s strategic direction.

    When a director from the World Series of Poker called the bank chairman on a Sunday afternoon, he looped in Watkins and they planned for her and another team member to be at the bank at 8 a.m. Monday, before regular hours, to open an account in time for the client to catch a flight.

    “I met with them and the banker at the branch, and we were able to facilitate that account,” Watkins says. “It’s worth several million dollars because of that concierge experience.”

    “We have businesses who say they want to bank with us because they want to give their dollar to a bank that’s doing something for the community.”


    Tom Groenfeldt is a writer in Wisconsin.

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  • Charles Potts: ICBA’s legacy of success

    Charles Potts: ICBA’s legacy of success

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    Illustration by Jess Rodriguez/Adobe

    In 2022, ICBA’s award-winning ThinkTECH Accelerator program reached more community banks with innovative solutions and partnerships than ever before.

    By Charles Potts, ICBA


    For ICBA and our community bank members, 2022 was a year full of potential. We not only continued to grow and improve on our iconic, award-winning ThinkTECH Accelerator program; we also reached more community banks with innovative solutions and partnerships than ever before. To build on these successes, ICBA announced plans to bring the ThinkTECH Accelerator program in-house with a new, dedicated office based in the innovation hub of Atlanta.

    Here are just a few of the program’s successes since its inception:

    • The ICBA ThinkTECH Accelerator was named Finovate’s 2020 Best Fintech Accelerator
    • It has connected the world’s most innovative fintech companies with more than 1,000 community bankers and industry leaders
    • Year over year, the program has grown by leaps and bounds—increasing the number of bank participants by more than 350% since its launch in 2019
    • This year, we increased the number of new attendees by more than 50%, generating nearly 600 hours of thoughtful discussion

    That’s what I would call creating a legacy of success. Others are taking notice as well; the program—and our cohort alumni—continues to receive coverage in influential media outlets like American Banker, Forbes, Reuters and Yahoo.

    In step with community bankers

    None of this would have been possible without community bankers who have worked diligently to advance their own innovation strategies and continue to provide critical thought leadership. They have helped make the program a reflection of the needs of our members, and by extension, their customers.

    By bringing the ThinkTECH Accelerator program in-house, we can build on the solid foundation laid since its inception to reach even more community bankers, assure bankers of consistent-quality products and services, and extend innovation programming year-round.

    Our commitment to creating and promoting an environment where community banks flourish is unwavering, and this significant investment is just the next step in ICBA’s innovation journey.

    We ask that you continue to share your time and experience as we work collaboratively to shape innovative solutions that make community banks stand out in a competitive market.

    As we reflect on 2022 and celebrate our successes, we look to the future with great anticipation.

    “The accelerator is a great exercise for bank management to start thinking about what could be, rather than what is,” says Charles Flurry, CIO at First Financial Bank in El Dorado, Ark.

    I couldn’t agree more. Community banks can take heart in the knowledge that as we advance, we will apply lessons from the past while aligning our program’s goals to address the unique needs of community banks by providing targeted solutions.

    ICBA extends its heartfelt thanks to the many community banks that have invested time and resources into the ThinkTECH Accelerator program, enabling us to bring innovative solutions and partnerships to banks of all sizes. We ask community bankers to stay engaged and continue to lean in, provide feedback and take advantage of available resources as we work to reimagine the future of banking through innovation.

    Innovation doesn’t stand still. And neither can we.


    Charles Potts (charles.potts@icba.org) is ICBA executive vice president and chief innovation officer

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  • Best Community Banks to Work For 2022

    Best Community Banks to Work For 2022

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    Clockwise from top left: Grand Ridge National Bank, Wheaton, Ill.; Community Financial Services Bank, Benton, Ky.; Bank of Montana, Missoula, Mont.; CNB Bank, Berkeley Springs, W.Va.; Midwest Bank, Norfolk, Neb.

    What great resignation? In our annual workplace survey, employees of ICBA’s best community banks to work for told us they benefit from engaging cultures, opportunities for advancement and innovative benefits.


     

    » LESS THAN $250 MILLION

    Bank of Montana: Breaking the mold

    By Roshan McArthur

    When a community bank’s employees refer to it as “a second family,” it speaks volumes, and that’s exactly what we heard from the team at Bank of Montana in Missoula, Mont. They describe the bank’s culture as one of hard work but constant support—a place where their voices are heard and their achievements celebrated.

    We have health insurance that’s 100% paid by the bank, and we established two funds that are designed to cover the deductibles for family members, kids, the full gamut.”
    —Tom Swenson, Bank of Montana

    An entrepreneur with a background in accounting and finance, CEO and chairman of the board Thomas Swenson set up Montana Business Capital Corporation in 1998 with a focus on job creation and economic development lending. On Thanksgiving 2007, he founded Bank of Montana, which now has one branch and 13 employees.

    Swenson’s goal has been to create a team of individuals who can manage themselves but also function well together. As a result, the $246 million-asset community bank intentionally has no tellers; instead, everyone has a variety of roles designed to give them a sense of ownership. Dogs are welcome in the workplace, and there’s a steady supply of snacks for any of the 11 children of staff members who may happen to stop by.

    “We want to encourage family involvement and strong relationships, so we try to do things that reflect that in a tangible way,” Swenson says. “We have health insurance that’s 100% paid by the bank, and we established two funds that are designed to cover the deductibles for family members, kids, the full gamut.”

    In fact, Bank of Montana is ranked number one out of 38 banks in the state for average salaries and benefits, according to FFIEC data. The bank issues time-of-need bonuses, extended maternity and paternity leave, and even sabbaticals.

    Reasons to stay

    “Once we’ve been here for 10 years, we are awarded a three-month paid sabbatical,” says Emilie Johnston, chief operations officer. “Two of us have gotten to take it so far. I took a month, and my husband and I fixed up the house a little bit, and then we did a West Coast trip and went to Europe for a month. It was very well spent!”

    When asked how it feels to work with a company that gives benefits like that, she says, “I don’t know if there are words. I don’t know how to describe that feeling, honestly. But you don’t want to work anywhere else, right?”

    Swenson believes in giving his team reasons to stay. “One of the things that we felt caused people to leave is the feeling of being trapped, that you can’t have the life experiences that you’d like,” he says. “So that was the origin of the sabbatical. How about encouraging people to go take that lifetime break? But they don’t have to quit to do it.”

    Team members who want to invest in training are encouraged to do so. One just completed her CPA exam, passed a mortgage underwriter training program and ran the Chicago Marathon. “We strongly believe in empowering people so that they’re the best selves that they can be,” Swenson says. “Rather than trying to control them, we give them a sense of freedom to perform. I’ve had people say to me, ‘Aren’t you concerned that they’ll quit?’ We’re not scared of that. We don’t operate from a position of fear.”


    Can Bank of Montana’s success be replicated?

    When asked what advice he has for other banks, CEO Tom Swenson is quick to stress the unorthodox nature of his community bank and that what works for his team may not apply to others. “We’re on the perfect path to exactly where we are, but I don’t know that I can repeat it,” he laughs.

    Emilie Johnston, COO, believes investing in employees is key. “You’ve heard the phrase ‘The client comes first,’ ‘The client’s always right’?” she asks. “A lot of the time, they are, but a lot of the time, making sure your employees are happy will make your clients happy.

    “Tom is the majority shareholder of our holding company,” she adds, “but he never refers to us as his employees. He always refers to us as his coworkers. I think that simple verbiage change shows everyone that they are an integral part of the team.”


     

    » $250 MILLION TO $499 MILLION

    Grand Ridge National Bank: The premier league

    By Roshan McArthur

    Grand Ridge National Bank

    Wheaton, Ill.

    Assets: $325 million

    grnbank.com

    Ask employees at Grand Ridge National Bank (GRNB) in Wheaton, Ill., what they love about working there, and the list is pretty exhaustive. A catered lunch once a week, baked goods for breakfast on Monday mornings, and birthday, anniversary and retirement celebrations all rank highly.

    But those treats are balanced with benefits that include 100% health insurance coverage and a 401(k) matched from the very first day of employment. Other benefits include flexible schedules, the option to work remotely as needed and flexible paid time off.

    This all contributes to what many describe as a healthy work-life balance, with plenty of opportunities for growth. It’s a hardworking environment but one where leaders have an open-door policy, encourage employees to make their own decisions and are highly supportive of professional development.

    As team members describe it, theirs is “a culture of value and care.” They also say that “GRNB doesn’t take shortcuts when it comes to taking care of its employees and ensuring their happiness at the bank and in their role.”

    As a result, it’s not surprising to hear that employee turnover at the bank over the past 12 years has been close to zero.

    120 years in the making

    Founded in 1903, Grand Ridge National Bank has grown from around $30 million in assets in 2010 to approximately $325 million today.

    Describing itself as a “boutique banking company,” GRNB now serves small to mid‑size businesses and individuals throughout Illinois, Wisconsin, Indiana and Florida. Its Tampa Bay, Fla., office opened in 2020.

    There is a team pride in our culture for the strong success and quality of work that we accomplish together.”
    —Mark Scheffers, Grand Ridge National Bank

    Commitment to growth

    “Our culture starts at the top,” says chairman and CEO Mark Scheffers. “Our leadership consistently articulates and demonstrates a commitment to being a great place to work.”

    GRNB’s high performance and success as a company provides team members with opportunities to grow and gain experience.

    “We have established a culture where colleagues are highly supportive of each other, which provides for a great team environment,” he adds. “There is a team pride in our culture for the strong success and quality of work that we accomplish together.”

    Educational benefits

    To promote professional growth, the bank provides customized training, both one-on-one and for teams, as well as outside conferences and webinars.

    “We meet with our team members individually every year to discuss their goals and objectives,” Scheffers says, “and then work together with them to help them to achieve them.”

    It would be remiss to end this story without mentioning the VIP baseball and basketball tickets that almost every team member mentioned in their survey response.

    “We provide all our employees with complimentary use of VIP tickets to sporting events like Chicago Cubs or Chicago Bulls games,” says Scheffers, “with access to all-inclusive clubs for food and drinks, where they can bring and entertain their family and friends, all at no cost to our team members or their guests.”

    Sounds like a winning formula.


    Don’t settle for less than the best

    Asked what advice he has for other banks hoping to emulate Grand Ridge National Bank’s success, chairman and CEO Mark Scheffers believes a commitment to being “premier” is key. By that, he means “excellent, industry-leading, among the very elite or best in class.” Apply that goal, he says, to the way you treat your team members and your customers and to how you conduct yourself financially.

    “If a company is not successful in any of those three key areas,” he says, “then it ultimately cannot sustain being a great place to work.”


     

    » $501 MILLION TO $750 MILLION

    CNB Bank: A strong culture of learning

    By Bridget McCrea

    CNB Bank

    Berkeley Springs, W.Va.

    Assets: $530 million

    cnb.bank

    NB Bank’s employees feel empowered to make decisions, enjoy the open lines of communication that they have with the institution’s leaders and often work together to achieve business goals. These are just some of the attributes that make the $530 million-asset community bank in Berkeley Springs, W.Va., a great place to work.

    “It’s often said that if you keep employees happy, then the customers will take care of themselves,” says Mark D. Harrell, president and CEO. “We believe that. We also firmly believe that if we take great care of our associates, those employees will also take great care of our customers.”

    Harrell also credits the bank’s board members—the majority of whom are owners—with staying true to CNB’s mission and supporting its 104 employees across eight locations. Founded in 1934, the bank serves a rural community where some customers don’t even have broadband access, while others commute to neighboring Washington, D.C., for their IT jobs.

    Mentoring is a two-way street

    A strong culture of learning is led by Karen Richards, vice president of marketing, who also oversees the creation of career paths for its associates.

    A part-time teller who aspires to manage a branch, for example, can work their way up through various tiers and receive bank-provided ICBA Community Banker University courses and self-paced learning throughout the process.

    CNB Bank also runs a mentoring program where veteran employees are paired with newer associates who want to learn more about different positions, new skills and career opportunities.

    The mentors wind up learning from their mentees as well, making the year-long relationship a win-win for the bank.

    “About 12 people have gone through the program, myself included,” Richards says. “We get a lot of good feedback from the mentees, but it also winds up being ‘reverse mentoring’ in that we all learn a lot from the younger associates.”

    At CNB, employees are encouraged to get to know their customers and to focus on providing solutions as opposed to selling products. Harrell sees this as an important distinction for the bank, which takes care of customer needs by helping them save money, plan their financial futures and gain peace of mind.

    Many times, individual solutions are customized to a specific client’s needs. So, if what’s offered doesn’t match their needs, staff members feel empowered to make decisions that lead to more specific, personalized solutions.

    “We work in a highly regulated area, so we stay in our lanes as tightly as we can,” says Harrell, “but at the same time, we allow our folks to deliver to customers something that may be tweaked a bit here or there. We don’t just use cookie-cutter solutions for everyone, and that’s really helped us as a community bank.”

    This philosophy aligns with the three pillars that CNB rests on: intelligence, experience and customized solutions. “When you have this type of environment, everyone feels good about what they’re doing,” says Harrell. “We all feel a sense of accomplishment.”


    Taking a pulse on employee engagement

    In today’s tight labor market, community banks have to provide opportunities for growth and help employees develop career paths. “If you do that, they will stay with you,” says Karen Richards, VP of marketing of CNB Bank in Berkeley Springs, W.Va.

    “Ask for feedback and act on it,” she continues. CNB has a Leadership Advisory Committee dedicated to this mission. It meets monthly, gathers employee feedback and then presents the information to the bank’s senior leadership team.

    “We’re continually asking associates what we’re doing well and where we can improve,” says Richards. “Then, the committee discusses the feedback and takes action on it.”

    Through a recent Pulse Survey, Mark D. Harrell, president and CEO, learned that more than 90% of employees understand what they do every day and how those activities and actions contribute to the bank’s mission. “That’s unheard of in an era where employee engagement is notably low,” says Harrell. And he’s right: By Gallup’s last count, just 36% of U.S. employees feel engaged in their work and workplaces.


     

    » $751 MILLION TO $1 BILLION

    Midwest Bank: Where family always comes first

    By Bridget McCrea

    At Midwest Bank, employees have management’s full support and are even encouraged to take time away from work and prioritize family functions. This is one of several reasons why the $990 million-asset community bank in Norfolk, Neb., has very low employee turnover and whose staff has made it one of the best community banks to work for.

    “Family is always first,” says Sue Bachman, senior vice president and human resources manager for the 150-employee, 10-branch bank. “If Jimmy has his first baseball game on a Thursday, we want you to be there for him.” That family time doesn’t come out of employees’ vacation or sick time, either; it’s simply paid time off.

    There have been many times when employees’ families have had health issues or needs and both ownership and management stepped up and took extraordinary steps to take care of them.”
    —Doug Johnson, Midwest Bank

    One big family

    According to Amy Schroeter, vice president and HR for Midwest Bank, the community bank’s family focus extends outside of business hours. The bank’s events usually include an invitation for the entire family. And when a spouse or partner walks through the bank’s front door, they’re treated like family, too.

    “Their families become our families,” says Schroeter.

    A privately owned community bank, Midwest Bank has been in the hands of the Cooper family since it was founded 70 years ago. Over the years, four generations of Coopers have stayed true to their philosophy of working together to operate as a good employer, provide a fair return to shareholders and give something back to the communities the bank serves.

    Hire them well, treat them well

    Doug Johnson, president and CEO, says Midwest Bank has always focused on hiring good people, knowing that banking skills can be learned. Then, it works hard to treat those people well by supporting them both in and out of work.

    “There have been many times when employees’ families have had health issues or needs and both ownership and management stepped up and took extraordinary steps to take care of them,” Johnson says. “Other employees see that happening and know that’s how we do business.”

    As an employer, Midwest Bank encourages its employees to volunteer in and give back to their local communities. Bachman says the community bank itself is also active in the areas it serves. Working together, the bank and its employees help various charitable and community causes achieve their goals.

    Take Midwest Bank’s Employee Jean Fund, for example. Associates are free to get comfortable and wear jeans on Friday, but they have to pay for the privilege. The money collected is placed in a fund and then distributed to various community foundations, organizations and nonprofits.

    Customers benefit, too

    Johnson says the bank’s customers also benefit when employees have the autonomy they need to be able to make good decisions and work as a team to achieve business goals. They also readily accept responsibility and take personal accountability for their actions.

    This corporate culture has a positive effect on customer service. “Our employees know they can make decisions on the spot that are beneficial to our clients and keep the bank’s business interest in mind,” Johnson says. He also notes that employees use their best judgment to contribute to and partake in the community bank’s success.

    “They don’t have to always knock on management’s door and ask, ‘Can I do this?’” he adds. “They have quite a bit of latitude and authority to be able to make decisions.”


    Create a good culture and protect it

    “Don’t be afraid to have fun,” says Amy Schroeter, vice president and HR at Midwest Bank in Norfolk, Neb. “We get our work done, but we also play Capture the Flag, run contests among the branches and have pumpkin decorating contests in the fall.”

    Sue Bachman, senior vice president and human resource manager, advises other banks to build a good culture and then work to protect it across the entire institution—even if branches are spread out geographically. “We do all kinds of things to build unity,” she says.

    The community bank hosts an annual holiday party for all associates and their spouses, for instance, and celebrates Breast Cancer Awareness Month as a team.

    Doug Johnson, president and CEO, is involved with the bank’s day-to-day operations and its people, which has helped Midwest Bank develop and protect its corporate culture. “He cares about the employees, visits with them and listens to them,” says Bachman. “At a lot of companies, associates may never meet and/or see their CEOs. We have one who’s very present and involved at all times.”


     

    » MORE THAN $1 BILLION

    CFSB: A true culture of caring

    By Judith Sears

    A culture of service and caring distinguishes Community Financial Services Bank (CFSB), according to Jason Jones, president of the $1.4 billion-asset community bank. “What makes us different is that we do truly care about our bank, our clients, our team and our stockholders,” he explains. “Culture for us is not just a noun; it’s a verb. It’s what we do.”

    To cultivate a culture of caring, CFSB leaders emphasize frequent and transparent communication throughout the Benton, Ky., bank’s eight locations and among its 270 employees. “It’s a defined communication strategy to keep everyone in the loop,” says Allen Waddell, senior VP and assistant HR director. “Information is shared across the bank, whether it’s our financials, strategic opportunities or vision for the future. That extra effort to make sure everybody’s on board really sets CFSB apart.”

    Team connections

    Jones and Michael Radcliffe, who is chairman, CEO and chief credit officer, alternate creating weekly videos with news about the community bank that they email to all team members. CFSB team members can submit questions anonymously about any concerns, and Radcliffe and Jones will respond to them on the videos. “We emphasize the ability to talk openly,” Jones says. “We are as transparent as we can be.”

    CFSB’s 55 team leaders meet monthly to take a deeper dive into bank accomplishments, project updates and current financial information. These meetings also provide training in specific leadership topics.

    At the individual level, each team leader plans monthly meetings with each of their direct reports. These brief one-on-one meetings give team members an opportunity to talk with their team leader about anything of concern or interest to them. “People feel more comfortable in their own space,” Jones observes. “If you put them in a more comfortable position where they know you on a more personal level, it allows them to be more honest.”

    A robust set of employee benefits further underscores the CFSB culture of caring. The bank pays 100% health and dental and has generous paid time off policies. CFSB also fully funds an employee stock ownership plan (ESOP). “The employees of our bank own roughly 30% of the stock. We are working for ourselves,” Jones says.

    In response to employee suggestions, CFSB recently created a 401(k) program, giving team members the option to diversify their investments.

    The bank’s calendar is chock-full of celebrations, such as monthly Culture and MVP of Ops Awards and birthday celebrations for each team member. “We are constantly making a big deal out of things and celebrating our team,” Waddell notes. Recently, when CFSB’s loss mitigation department achieved the lowest delinquency ratio in the bank’s history, all 20 members of the department and their plus-ones were treated to an elegant restaurant dinner.

    Waddell says team members have responded positively to CFSB’s generosity, generating a virtuous cycle. “This year we’re on track to have our most profitable year in our history,” he says. “Whenever we take care of our team in salary and benefits, they take care of our clients. When our clients are taken care of, we will be profitable.”


    Training cultural specialists

    CFSB’s Specialist Program is one way the bank circulates its cultural values. Over 12 months, selected team members shadow every department in the bank for a half day, once a month. Self-study guides and monthly meetings guide participants’ experience.

    Jason Jones, president of the Benton, Ky.-based community bank, believes the program has had several good outcomes. Team members gain a more comprehensive view of the bank and an appreciation for different responsibilities. They also get the opportunity to mix with team members from different departments. Some participants discover new areas of interest.

    The CFSB Specialist Program participants update the self-study department guides each year, ensuring the information is up to date and providing an invaluable feedback loop for management. “It helps us to be in touch,” Jones says. “It creates teams where people want to be where they are. It’s a win-win for team members and the bank.”


    Data Dive

    What do community bank employees reveal about their workplaces and the industry more broadly in 2022?


    Methodology

    Each self-nominated community bank’s full-time employees were asked to complete a workplace survey hosted by Avannis, an independent research agency. Access to the survey was protected by a PIN unique to each bank. Only community banks that met a minimum of 40% employee participation were eligible for recognition. The survey consisted of 48 scaled responses, and from that an “index” or composite score was calculated. The index represents the average percentage of employees who gave the top rating (Strongly Agree) across all questions. For example, a bank whose employees selected only the most positive responses would achieve an index score of 100%. Eligible banks were then sorted into five asset classes. The community bank with the highest index score in each asset class was chosen as the winner in that class.


    Roshan McArthur is a writer in California. Bridget McCrea is a writer in Florida. Judith Sears is a writer in Colorado.

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  • Can AI assist in vendor management challenges?

    Can AI assist in vendor management challenges?

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    Photo by MirageC/Getty Images

    As community banks grow, their vendor partnerships usually also do, which can lead to challenges with organization, data security and more. To address these issues, some community banks have turned to artificial intelligence.

    By Elizabeth Judd


    The dazzling possibilities of artificial intelligence (AI) have captured the public imagination. Think Scarlett Johansson’s voice as an AI-assisted virtual assistant and romantic interest in Her, or Janet on The Good Place.

    In finance, too, AI has been held up as the answer to any number of challenges that community bankers face. And yet, some industry experts have observed that AI is not yet being used to its full advantage in vendor management—one of the thornier problems that community banks are wrestling with today.

    If a community bank has just a handful of vendors, managing those vendors is fairly straightforward. Keeping track of vendor relationships through emails, spreadsheets and client relationship management (CRM) software is adequate for a small vendor ecosystem.

    But because each vendor has its own set of contacts, contracts, processes and approaches to data security, the challenges of overseeing third parties mushroom as the number of vendors grows.

    “Today’s banks may have many vendors, and each vendor has to submit a large number of documents to comply with [bank requirements],” says Robert Johnston, founder and CEO of Adlumin, a Washington, D.C.-based cybersecurity technology firm.

    The true power of AI makes itself known when “extracting conclusions from large data sets,” he says. “Data science can make an impact in every industry segment, including vendor management.”

    Improving communications

    Natural language processing (NLP), an offshoot of AI and machine learning, can be an effective tool for vendor management, says Johnston. That’s because NLP can analyze text based on knowledge of how human beings speak and write.

    “If you’re analyzing a contract for risk, you could train an NLP algorithm to recognize groups of words that represent what you’re looking for in a contract, like indemnification terms that are negative or that do not meet the company’s requirements,” Johnston explains. In such a scenario, NLP would allow a community bank to speed traditional processes dramatically.

    “So much more data is in the cloud today. We’re using vendors that are ‘living’ in Amazon servers …
    Our data is not just in our walls anymore.”
    —Greg Ohlendorf, First Community Bank and Trust

    Reviewing contracts is not the only AI play for streamlining vendor interactions.

    “To automate communication with vendors, think about a chatbot,” suggests Johnston. “A chatbot helps you solve your problems without ever having to introduce a service person.”

    Chatbots have the added attraction of being an AI-enabled product that many bankers already know, says Emmett Higdon, director, digital banking, for Javelin Strategy & Research. “Chatbots,” he explains, “are one of the first places where smaller banks will dip a toe into artificial intelligence.”

    Safeguarding data

    Community banks wrestling with vendor management soon find themselves fretting about data security. “So much more data is in the cloud today,” says Greg Ohlendorf, president and CEO of First Community Bank and Trust in Beecher, Ill. “We’re using vendors that are ‘living’ in Amazon servers … Our data is not just in our walls anymore.”

    For Ohlendorf, using AI for data security is critical but not something that he’d tackle on his own.

    “We’re not building AI solutions in our $200 million-asset community bank,” says Ohlendorf. He uses fintech providers to deploy AI to foil hackers and to guard against ransomware attacks for its vendors and the bank itself.

    “Third parties can pose a significant security threat to an organization,” explains Adlumin’s Johnston. For instance, third parties that have been given access to a bank’s systems or its core can increase exposure to breaches. AI, which excels at analyzing reams of data and pinpointing suspicious activities, can be instrumental in safeguarding data and strengthening cybersecurity.

    AI and innovation

    Using AI to manage vendors has broader implications than simply solving a series of back-office or security headaches.

    Many community bankers are keen to devise ways to distinguish themselves within a crowded field by being bold and experimental. If AI smooths the path to taking on more vendor partnerships, then it becomes a strategic imperative of its own.

    “Smaller banks are not hesitant to try new stuff,” says Higdon, noting that AI is among the solutions he’s observed community banks experimenting with. “When we look for innovators,” he says, “often we hear that it’s not coming from the big-name banks. It’s the smaller banks that want to innovate and will try new things.”


    Behind the scenes of AI

    Thanks to a growing number of relationships with third parties, community banks may already be using AI solutions for vendor management.

    That’s because outsourcing tricky problems to vendors has become so commonplace that even the task of managing these vendors is increasingly being outsourced as well.

    Newcomers like Venminder, based in Elizabethtown, Ky., and Ncontracts in Brentwood, Tenn., offer solutions that simplify vendor management for community banks by using AI.

    Banks currently outsourcing the whole vendor management process may be relying on AI without even knowing it, according to Adlumin’s CEO Robert Johnston. “Often, all that banks see,” he says, “is a faster, more streamlined and probably cheaper vendor-management product.”


    Elizabeth Judd is a writer in Maryland.

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  • A fund for diverse tech companies

    A fund for diverse tech companies

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    Photo by Nate Smallwood

    First National Bank and Black Tech Nation Ventures teamed up to support minority-owned startups in the Pittsburgh community and beyond.

    By Elizabeth Judd


    Driven by her goal to cultivate a supportive community for diverse tech startups, Kelauni Jasmyn founded the fiscally sponsored nonprofit Black Tech Nation in Pittsburgh in 2018. And in 2021, she became one of three founding general partners of Black Tech Nation Ventures (BTN.vc), a venture capital fund for tech startups led by Black and diverse leaders. The venture capital fund itself is one of a very small percentage of majority Black-owned venture capital funds operating in the U.S. today.

    “Our goal is to help Black and diverse tech startups to build their companies to be unicorns,” Jasmyn says, defining “diverse” as companies owned by Black women or Latine, LGBTQ+ and Indigenous people.

    In May 2022, $42 billion-asset First National Bank (FNB), based in Pittsburgh, announced that it would make an equity investment in BTN.vc as part of its 2020 pledge to devote $250 million to addressing “economic and social inequality in low- and moderate-income communities,” says Vincent J. Delie Jr., chairman, president and CEO of F.N.B. Corporation and its banking subsidiary, First National Bank.

    For FNB, investing in this unique venture capital opportunity aligns with the community bank’s commitment to strengthening the communities it serves.

    “We look forward to having a front row seat,” says Delie, “as [BTN.vc] foster[s] a thriving network of diverse innovators and entrepreneurs who will influence the tech landscape for years to come.”

    Filling a need for diverse startups

    In recent years, Jasmyn had been approached by several high-net-worth individuals and fund managers interested in investing in Black- and diverse-led startups.

    She contacted experienced venture capitalist Sean Sebastian, founding partner of Birchmere Ventures, also based in Pittsburgh. Sebastian signed on as general partner, along with David Motley, cofounder of the African American Directors Forum.

    BTN.vc is already over halfway to its $50 million fundraising goal. Jasmyn anticipates that the fund will hit the full close by the end of this year or early 2023.

    Out of the 25 to 30 companies that BTN.vc will invest in over the next three to four years, the fund has already put money to work in five startups: one owned by a Black man, three by Black women and one by a Latine woman.

    Jasmyn is eager to support entrepreneurs within the Pittsburgh area but emphasizes that the fund is scouring the whole country for the right investments.

    Part of her mission, she says, is to create “longevity and generational wealth for underrepresented communities.” In this sense, she says, she and her partners are tackling the vexing problem of the racial wealth gap, because successful tech founders will have money to invest in their communities—or in other startups by people with similarly diverse backgrounds and ethnicities.

    Five years ago, Jasmyn worked as a substitute teacher at a Chicago high school that she herself attended. She is keenly aware of the privilege she now wields.

    “If we can continue to build more VCs and companies that look like me, it’s going to be a huge impact, not only financially but societally as well,” she says.

    “My passion,” Jasmyn continues, “is to use what I have to give back to my community and create wealth and opportunity for myself and for them, too.”

    Making intentional investments

    Jasmyn praised FNB for “supporting this type of work and for making investments in the communities in which [the bank does] business.”

    “First National Bank is instrumental in Pittsburgh,” she says. With the fund, Jasmyn aims to build partnerships within Pittsburgh’s tech ecosystem to attract and support Black tech professionals.

    Delie shares a similar goal. He says FNB has “deliberately placed regional headquarters, offices and operational centers in or near underserved areas and urban centers to promote job creation and economic success.”

    What’s more, Delie sees the community bank’s commitment to BTN.vc as part of a larger pattern. He notes that the bank’s new headquarters tower is located in the Hill District of Pittsburgh. This makes FNB one of the only public companies to locate its headquarters in a marginalized community.

    When determining the size of investment FNB would make in
    BTN.vc, the bank worked closely with the fund’s three general partners. The contribution, says Delie, “achieves an optimal balance between meaningful impact for the fund, anticipated returns and adherence to our responsible risk profile.”

    In many ways, Delie’s goals for FNB and Jasmyn’s for BTN.vc fit together beautifully.

    “We want to support Black and diverse startups,” concludes Jasmyn, “because we realize when all tides rise, everyone rises.”


    Elizabeth Judd is a writer in Maryland.

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  • Board succession planning after a merger

    Board succession planning after a merger

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    From blending differing values to choosing a new chairman, there are many challenges that can arise after a merger or acquisition. We spoke with legal and financial experts about what questions community bank leaders should ask themselves pre-merger, what issues they may face and how they can build an even stronger financial institution.

    By Bridget McCrea


    Combining two banks into one is a complex undertaking. Between the due diligence, financial negotiations, technology integrations and the unification of two established operations—be it via acquisition or merger—the process can be risky and challenging. There may be substantial rewards at the other end, but that doesn’t necessarily make the journey any easier.

    As both sides of the table work out the details, post-merger board succession planning should be a key topic of discussion. It’s an aspect of the deal that shouldn’t be left until the last minute, although it often is. “What’s going to happen to your board once your banks merge can’t be an afterthought,” says Anton J. Moch, a bank M&A and governance attorney at Winthrop & Weinstine, P.A., in Minneapolis.

    “These conversations should take place at the very beginning of any transaction, with a focus on how to put the boards together, who will stay or leave and who will be the new chairman of the board,” he continues. “You can’t wait until you’re signing a purchase agreement—or worse, until you’re closing on a deal—to figure out how you’re going to work with two disparate boards.”

    This is important, because banks with strong boards are generally well positioned in their marketplaces, understand their customer bases and make good decisions. Those with weak boards tend to struggle with decision-making due to disagreements either among board members or with executive officers.

    Greyson Tuck, Gerrish Smith Tuck Consultants and Attorneys

    “Community banks are heavily influenced by their boards of directors,” says Greyson Tuck, president of Gerrish Smith Tuck Consultants and Attorneys in Memphis, Tenn. “The board makes decisions, maintains control and produces business for the bank. These are all important responsibilities for a bank as it goes through the merger or acquisition process.”

    Preserving the value of the transaction

    When one community bank acquires or merges with another bank, there are many steps to take and considerations to discuss. Some of the most important questions to ask are: Who are our key players? What are their relationships to the bank? How can we best preserve the value of those relationships?

    “Ultimately, that’s where the value lies in the acquisition process,” says Tuck. “It’s about the extent to which you can preserve the relationships. This, in turn, preserves the value of the transaction.”

    Post-merger board succession doesn’t always mean picking a handful of current directors and creating a single combined board either. For example, Tuck recently worked on a deal where the holding companies for two different rural community banks were interested in merging the two entities into one. The talks took place between the two holding companies and initially focused on the future direction of the combined bank, including the succession plans for the current officers and directors. Discussions centered around culture and fit as the banks worked to keep as many active board members onboard as possible.

    Then, the banks decided to set up two boards: one focused on technology, operations and day-to-day contact with the community, and the other centered on business planning and strategy. While there was some overlap across the two boards, the bank worked to identify individuals who would be best suited to each specific group. Tuck says this “brought a new focus for those two organizations as they put the boards together.

    “Ultimately, it ended up working out pretty well for them thanks to those very early discussions that took place before deal pricing and future plans were even discussed,” he says, advising a similar, proactive approach to board succession planning for any community bank that’s merging with another institution.

    “Right from the start, there was a clear focus on the expertise and skills of the existing directors at each organization. Then, a lot of thought went into which individuals would be the best fit for each board.”

    What to do when family is involved

    On the surface, an M&A deal involving a family-owned community bank looks just like any other deal. Those similarities usually end when the layers are peeled back on the family-owned entity, whose corporate culture isn’t always reflected in the books, so to speak. For this and other reasons, post-merger board succession planning for this type of bank requires a special touch. Success will depend on whether the new guard can respect the synergies between the banks’ cultures, the founding family (or families) and the communities that they serve.

    Another complication is the fact that family members likely serve on the bank’s board or as the majority board. “With most family-owned banks, 60% to 70% of the board members are family members and 20% to 30% are outside directors,” Tuck explains.

    If those family members don’t want to give up control to a board that’s diluted by non-family members, the challenges may mount. One way to resolve the issue is by creating a holding company board that has a different composition than that of the bank board.

    For example, at the holding company level there may be six directors, four of whom are family members and two of whom are outside directors. Then, at the bank level, there will be 10 directors, six of whom are family members and four of whom are outside directors. Tuck says this is a very common post-merger board succession scenario for family-owned banks.

    “That gives a family comfort, because ultimately the bank board members are elected and come into their position as directors by the consent of the holding company,” Tuck points out. “Particularly for a family-owned bank, this strikes the balance of giving the family the control they want while allowing an appropriate number of outside directors to be involved.”

    Working through differing priorities

    Once a community bank has reached the point where it’s decided that a merger with another institution is what’s best for the organization, it should turn its attention to the post-merger board plans. “If you fail to do this, it’s basically like dropping the ball on all of the work that goes into the merger planning and strategizing process,” Moch cautions. “Your board will set the entire direction for the merged organization.”

    [A chairman] can help guide and direct the discussions to ensure that, even if there is disagreement, once a direction is picked, everyone gets on board with it. A strong chairman can make a big difference in driving that forward momentum for the board itself.
    —Anton J. Moch, Winthrop & Weinstine, P.A.

    With the stage set for post-merger succession planning, banks may have to work through differing priorities among new and existing board members. To effectively address these and other conflicts, Moch tells banks to lean on the organization’s mission, goals and position in the community that it serves. They should ask questions like:

    • What do we want this bank to be?
    • How can we accomplish this?
    • What are our strengths and weaknesses?
    • How can our board help us leverage these strengths and overcome the challenges?

    Anton J. Moch, Winthrop & Weinstine, P.A.

    “Have a clear direction even if there’s competing interest. That way, you have something to go back to,” Moch says. If the board itself can’t reach a consensus, he advises bringing in an outside mediator to work through the issues and help set baseline business strategies. Invite board members to voice their opinions throughout the process, he adds, but ultimately also know that a majority of the board needs to approve decisions. Having a strong chairman in place can help banks achieve that consensus.

    “He or she can help guide and direct the discussions to ensure that, even if there is disagreement, once a direction is picked, everyone gets on board with it,” says Moch. “A strong chairman can make a big difference in driving that forward momentum for the board itself.”

    Honoring experience and planning for the future

    Depending on how long a community bank has been in business, there may be board members who have been in place for decades. They each bring their own strengths and experience to the board, and their longtime knowledge of the banking industry makes them valuable assets for the organization.

    As the banking environment, technology and customer preferences all continue to change, boards can also benefit from some fresh faces who may bring different perspectives, experience and ideas to the table.

    A merger is a prime time to bring new and established members into a combined board that honors experience and helps the new entity plan for future success. One way to do this is by adding people with diverse experience and career paths to the new board, says Joshua M. Juergensen, principal, financial institutions at CliftonLarsonAllen LLP in Minneapolis. Start identifying these potential board member candidates—internal and external—as early as possible in the M&A process, he advises.

    Next, consider sending these individuals to ICBA LEAD FWD Summits, ICBA LIVE and other industry leadership events for further education and training and to take advantage of networking opportunities. “There’s a lot of value in sending up-and-coming generations to various ICBA events,” says Juergensen, who feels that the industry as a whole needs to do a better job of helping these individuals set career paths and work toward leadership roles in community banking.

    “We need to help them see the value of being in the banking industry, because without that, we’re not going to be able to retain the next generation of banking leaders who are currently in school,” Juergensen says. “They need to see the value of being in the industry and serving as leaders, directors, board members and chairmen of the board.”

    Communication is key as you work through the M&A process and try to understand the buyer’s and seller’s position and then try to synthesize those to get the best possible result.
    —Greyson Tuck, Gerrish Smith Tuck Consultants and Attorneys

    Striking the right balance

    To banks that are working through the post-merger board succession process or planning an M&A transaction soon, Tuck says the most successful deals usually involve some level of give and take. Sellers want to feel good about the process itself and their banks’ futures, and buyers want to know that they’ve acquired a valuable asset that will succeed over time. The board plays a crucial role in making that happen and should be a top-of-mind consideration as a bank works its way through the process.

    “Communication is key as you work through the M&A process and try to understand the buyer’s and seller’s position and then try to synthesize those to get the best possible result,” Tuck says. “That doesn’t mean everyone will get everything that they want, but it does mean that you have to strike the right balance between the competing interests.”


    5 tips for successful post-merger succession planning

    1. Start early by talking about the board planning at the very first M&A meeting. Consider both internal and external candidates, knowing that a good mix of the two will help the new bank honor legacy experience while embracing the future.
    2. Take early steps to identify individuals both in and out of the organization with an eye on diversification (for example, accountants, attorneys and other professionals from the community).
    3. If one or both banks are family-owned, be sure to factor in the related cultural and control issues that will surface as you put the new board together.
    4. In some scenarios two boards may be the best choice: one that handles the big-picture strategizing for the new bank and one that focuses on the day-to-day operations.
    5. Work to balance the long tenure of established board members while infusing the new board with individuals who may have more experience with technology, digital transformation and other modern requirements.

    Tackling a broader succession planning issue

    As Joshua M. Juergensen surveys the community banking industry, he sees a broader lack of succession planning that goes beyond just post-merger board planning.

    “Succession planning as a whole is one of the biggest challenges that the community banking industry has today,” says Juergensen, who is principal, financial institutions at CliftonLarsonAllen LLP in Minneapolis. “In a lot of cases, there just isn’t a next generation that’s willing to take over the reins from the longtime, multigeneration, family-owned bank.”

    This reality make institutions consider selling. This, in turn, creates the need for better post-merger board succession planning. “Candidly, I think a lot of the reasons that banks enter into these merger agreements is due to the lack of overall succession planning,” Juergensen adds.

    An ICBA certification committee member, Juergensen says he’s recently seen a bigger focus being placed on educating the next generation of bank leaders. He sees this as a step in the right direction but says there’s still more work to be done.

    “It’s about making sure that community banks are investing in the [associates] who may be future leaders of their organizations,” he says, “and taking the steps necessary to drive a successful succession planning process.”


    Bridget McCrea is a writer in Florida.

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  • Are You a Founder Seeking Capital? My Advice Is Go Ugly-Early.

    Are You a Founder Seeking Capital? My Advice Is Go Ugly-Early.

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    Opinions expressed by Entrepreneur contributors are their own.

    I have been witness to a great many ups and downs in the markets — including a number of seismic events — and in the process have developed a bit of a déjà vu response when it comes to cycles and bubbles, not least in the realm of starting a business.

    I began my formal Wall Street career in the banking group at Bear Stearns in 1992, however, as early as 1987 (while still in high school), I worked for two summers as a specialist clerk “making markets” in and other equity options. Among the events I’ve witnessed since were the crash of ’87, the IPO in 1995, and numerous companies at the time paying for eyeballs to achieve unsustainable valuations. Then there was the 1998 Russian financial crisis and the Nasdaq and dotcom bust in 2000. Then came Madoff in 2008 and the subsequent years’ many sector bubbles (from biofuels to biotech) and now crypto and other things I frankly don’t really understand well. I’ve learned over all this time that cycles are just that: they repeat and rhyme, with main characters simply changing their names.

    There is currently a massive need for funding among venture-backed start-ups, but the environment has never been more challenging. The Fed has opened an airlock; we can all hear a massive whooshing sound of money being sucked out of the system, and this will severely impact venture-backed companies and their ability to raise capital to stay alive. Most of them, along with their founders, are still a bit “deer in the headlights” in response — struggling to accept the new valuation landscape. As the world was flooded with liquidity in 2020 to 2021, we witnessed giddy times for start-ups raising capital, whether Series Seed, A, B or C companies. We saw many in the Series B category being paid inflated Series D or pre-IPO prices by mega crossover hedge funds that were trying to leapfrog and lock up deals prior to an IPO. Today, things have changed: New capital is in short supply, and it will be harder than ever to fundraise. Because of that, we will see many wind-downs, unfortunately, of some potentially great start-ups that simply run out of fuel. Most venture funds are now in slow-play mode — more focused on their existing portfolio and keeping their winners alive.

    Related: Why I Just Made the Largest Investment of My Life in a Company I Hope Goes Bankrupt

    So, based on past cycles and various myths I have heard recently, some guidance:

    My advice to founders is to raise money now if it is available to you. Do not wait for things to improve because companies seeking capital will have even more competition in 2023 and need to accept this new reality. It may be a lower valuation or more draconian deal terms like 2x liquidation preference or warrants, but a bird in the hand is always the best course of action in an uncertain environment. Early-stage start-ups will not be as pressured as later-stage growth round enterprises (i.e., post-Series C companies), which may have raised capital at valuations not reflective of where things are today and will see more highly structured or down rounds.

    Myth: 2023 Will Be a Better Fundraising Environment, Including Better Terms

    Possible but not probable. The challenge with this argument is that there will be so much pent-up demand and competition for new capital from other start-ups that it will be a buyers’ market and there won’t be sufficient capital to fund all companies.

    Imagine New York’s LaGuardia airport on a winter weekday night at 10 p.m. It has been snowing all day and the airport has been closed due to weather. There are hundreds of planes waiting to land on limited runways and no chance they all get in before LGA closes at midnight. That is what we are seeing now, and it will get worse, because funding will be much more limited and expensive in 2023. In challenging times like this, term sheets are going to change from “plain vanilla” to much more structured and investor-friendly deals. Founders may encounter things they haven’t seen in a long time, like warrants and full-ratchet anti-dilution provisions.

    Prepare to be surprised.

    Related: Global Millennial Capital Founder Andreea Danila Is Making Use Of A New Model For Value Creation And Venture Capital In The Middle East

    Myth: There is Ample Dry Powder on the Sidelines

    True, but this was also true in 2008 when LPs told their PE or VC fund that if they issued them a capital call, they would never re-up for future funds. It worked. All that dry powder which was supposedly on the sidelines was all on a string. (For example, a statement like, “Yes, I committed capital to you, and you have dry powder, but don’t ask me for it!”)

    While many venture funds have raised new funds which are 2020 or 2021 vintage years and are actively making new investments, many are making hard decisions about which among their existing portfolio companies to support, and are also working at putting out fires. New investment activity will suffer, and we are seeing a period of what I would call “slow play,” with a lot of tire-kicking and reluctance to act quickly. Gone are the days of companies receiving multiple term sheets on the same day and rounds filling up quickly. There will be longer diligence periods, and we will even see funds back away from issued term sheets. This is the new norm.

    Myth: Valuations and Multiples will Rebound

    There is an old expression: Stocks go up on an escalator and down on an elevator. Some multiples will not rebound anytime soon to the peaks we saw in 2021 and may take years to do so, if ever. The liquidity-fueled tsunami caused the pendulum to swing hard to one side; it could well overcorrect to the other, and may take a long time to find the median.

    Related: The Art (And Science) Of Valuation: Here’s How Venture Capitalists Value Your Startup

    So, if you are seeking capital, my advice is to start early and plan for a long, slow process. You will need to kiss a lot of frogs before finding your prince. Have low expectations when it comes to terms, and know that every dollar raised will be a hard-fought battle.

    Don’t be bashful about raising funds in smaller increments and with multiple closes. Also, be frugal with spend and be prepared to tell your story many times over. Good ideas and founders will make it, but, with the hot money now gone from the playing field, Darwin will rule the day and only the best will be allocated capital. It’s also important to realize that the venture industry focus has shifted to near-term profitability vs. growth, and so most companies are working to reduce costs and extend cash runways.

    The landscape will always have the “haves” and “have nots,” and we are going to see many down rounds coming for those companies that do not have the funding to get through 2023.

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    Gregg Smith

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  • This Pitch Scored a $250,000 Investment — And It Almost Didn’t Happen

    This Pitch Scored a $250,000 Investment — And It Almost Didn’t Happen

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    Entrepreneur Elevator Pitch is the show where contestants get into an elevator and have just 60 seconds to pitch their business to a video camera. Our board of investors is watching, and if they like what they hear they open the doors and the entrepreneur steps into the boardroom to try to seal the deal. If they don’t like what they hear, the entrepreneur gets sent back down.


    staff

    In this ongoing article series, we’re celebrating the entrepreneurs who walked into the boardroom and came out with a win and sharing their tips for pitching success.

    Who are you and what is your business?

    I’m Alicia Tulsee, founder of Moxie Scrubs, the first direct-to-consumer lifestyle brand for nurses. I went on the show seeking $500,000 and walked out with a $250,000 investment from Kim Perrell.

    How did you prepare for the show?

    I sought the help of our existing investors to come up with a one-minute pitch that would hit all the key points, such as total addressable market (known as TAM), customer acquisition costs (known as CAC), average order value (known as AOV), and key performance metrics such as repeat purchases and product return rates. Also, they wanted to know why and how our product is different from what’s out there in the market today and how it addresses our customer’s pain points.

    We also set up times to go through mock questions and answers to prepare me for any questions we believed investors would like to know after hearing my one-minute pitch for the first time. Once we came up with a pitch that hit all the highlights we agreed on, I practiced it nonstop — while brushing my teeth, reciting it impromptu to my husband when waking up in the middle of the night, cooking dinner. I practiced so much that I could repeat it in my sleep at the drop of a hat! This is exactly what you have to do when your one-minute timer starts counting down.

    Related: Watch the Pitch That Landed a $175,000 Investment

    What did you think was going to happen? What was different from your expectations?

    I honestly had no idea what would happen or what to expect. Nothing could prepare you for how intense the moment is when it’s your turn to give your one-minute pitch: The entire set is pin-drop silent. All eyes, ears and lights are on you. And you get no retakes. All you have is this one 60-second moment to pitch. While it was one of the most intense experiences of my life, I’m happy to share that the whole experience was better than I could have imagined. The entire crew was friendly, helpful and just really great people/ I appreciated their kindness and helpfulness so much because I had a tough time getting to Fort Lauderdale (where the set is) from Boston. I was rerouted to Miami, which is an hour away from Fort Lauderdale by car, my flight was extremely delayed, and I ultimately didn’t get to my hotel until 1 a.m. the day of filming. I was so exhausted from what was already a very intense week. I woke up a few short hours later at 5 a.m., did my hair and make-up and was the first person at the studio, camera ready at 6:30 am. When they said to be prepared for a 10-hour shoot day, they meant it. Even though I did not know what was going to happen throughout the day, all of my preparation, the support from the staff leading up to my turn to pitch, one large cup of coffee, two shots of espresso and a can of Red Bull paid off — I had victory!

    Related: She Flew Around the World to Make This 60-Second Pitch

    Why do you think they opened the doors?

    It’s hard to encompass all your hopes and dreams as an entrepreneur and all of the unique wonderful nuances of your business into a one-minute pitch. I know that investors want to know the key metrics that demonstrate why they should care about your business and why you’re motivated to do what you’re doing. I included the big takeaways from these areas in my pitch and believe that this is what made them want to learn more. For example, I demonstrated our path to profitability, metrics that proved customers love our product and backed it up with what makes Moxie Scrubs the best in the market.

    How did the negotiations go? Would you do anything differently?

    When I received an offer from Kim Perell, I was thrilled. Kim is the investor I went into the show wanting on my team. She knows exactly what it takes as a female entrepreneur to grow and scale your business. Kim built her business from scratch and understands what it’s like for the everyday American with a dream. There was nothing to negotiate because I know the value that someone like her will bring to any company. If you couldn’t already tell, I greatly admire her.

    What do you plan to do with your investment?

    This investment will be used to fund inventory costs and marketing, both essential to scale Moxie Scrubs and take our business’s impact to the next level. We are excited to grow our business with Kim Perell’s mentorship and support and make a huge difference in the lives of every single nurse across the country.

    Related: You’ve Got a Great Invention. Now How Do You Get People to Buy It?

    What did it mean to you personally to get in the doors and walk out with a win?

    As an entrepreneur, every statistic is working against you. As a female minority entrepreneur, the statistics become even worse. Getting through the doors and walking out with a win was proof to me and the world that I have moxie and will continue to defy every statistic that says people like me should not succeed. It was so gratifying because when one woman succeeds, all of us succeed. I found myself saying that Dr. Seuss quote, “Oh the places you’ll go!” in my head all day. This is, in my opinion, the most beautiful thing about entrepreneurship: Entrepreneurship allows you to take your life in directions you would never think could be possible. And it’s even more beautiful when your business helps to improve the lives of millions of people across the country. I feel so grateful that I get to build this amazing brand that supports nurses where they need the support the most. Walking out with a win made me more determined to continue doing what I am most passionate about — supporting nurses.

    What is your advice for anyone thinking of applying to be on a future episode?

    Go ahead and do it. You miss 100% of the shots you don’t take! And my next piece of advice would be: Don’t wing your pitch. Practice. Practice. Practice. You never know what might happen and when things don’t go as planned, your preparation will be all that you have to fall back on. And lastly, please arrive a couple of days early!

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    Entrepreneur Staff

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  • Avoid These 4 Mistakes When Raising Venture Capital

    Avoid These 4 Mistakes When Raising Venture Capital

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    Opinions expressed by Entrepreneur contributors are their own.

    Founders who raise venture capital tend to focus on optimizing around four things:

    • Getting to the next round of funding as quickly as possible

    • Increasing valuation

    • Maintaining their reality distortion field

    • Attracting and retaining employees who are motivated by potential value rather than the current mission

    Notice that there isn’t anything on that list focused on what it takes to build a great business. Focusing on short-term outcomes and motivations can lead your startup down a dangerous path. Here’s how to avoid these pitfalls.

    Related: The Basics of Raising Capital for a Startup

    1. Don’t set an arbitrary deadline for your next fundraise

    When you raised your last round of funding, you probably expected that you would be ready for your next fundraise in 18-24 months. As that timeframe approaches, you might feel pressure to raise again from your board and current investors who are worried that you’re not making enough progress. If you succumb to this pressure before your startup is ready, you’re likely to increase spending to chase vanity metrics and top-line growth, even as your core metrics suffer and cash burn accelerates. You’ll quickly lose sight of product-market fit and pull precious resources away from potentially higher-value initiatives that need more to play out.

    Set key milestones that will support another round of funding. React to data that suggests your original assumptions were off, and give yourself time to find a better growth path. Leave room for the possibility that your startup won’t reach venture scale, recognizing that it could still be personally and financially rewarding. Don’t treat getting to your next round of funding as a Hail Mary pass. The concept of “go big or go home” sucks if you’re the one going home.

    2. Avoid over-emphasizing valuation

    Founders often over-emphasize the importance of valuation, particularly in the early rounds of funding. Focusing on maintaining or increasing valuation when your business hasn’t achieved the proper milestones leads to longer fundraise cycles, putting your startup at risk. You might save yourself from some dilution only to end up with worse economics and less control in the future. Higher liquidation preferences, ratchets and valuation hurdles can limit future options if you need to raise or sell. And you’ll be more likely to attract mercenaries focused on maximizing their economic outcome rather than missionaries who believe in you and your vision.

    What’s more important than maintaining or raising your valuation? Adding high-quality investors who can best support you through the ups and downs of building your startup. Manage your cap table to protect the future economic outcome for you and your team and keep as many options open as possible.

    When it comes to startups in distress, valuation gets the headlines, and liquidation preferences and other investor-friendly terms get the cash. A flat or even a down round isn’t the end of the world if it keeps you and your team in the game and your future options open. Play the long game when it comes to valuation.

    Related: How a High Valuation Can Run Your Business Into the Ground

    3. Don’t get trapped by the reality distortion field

    Founders have to believe in opportunities that others often can’t see. It’s the fuel that powers you through obstacles and allows you to leap into the unknown. But that power to believe can also be a trap when your best-laid plans run awry and your startup isn’t hitting your milestones.

    Too many founders believe that they must put on a brave face for their employees, their board and the press, regardless of their startup’s struggles. They worry that any crack in the perception of inevitability would lead to the downfall of their startup. That’s the trap.

    You can truly believe in the future opportunity ahead of you while being honest about the roadblocks and challenges on the path to getting there. If you don’t open up to your employees about where your startup is falling short, you’re no longer aligned, and they won’t solve the right problems or exploit the most important opportunities. If you hide challenges from your board, they can’t help you along the way, and they will pull back when you surprise them with bad news.

    4. Hire missionaries, not mercenaries

    Sixty-five percent of VC-backed startups fail to return 1x of capital. When you hire employees, if you overemphasize the potential value of stock options in their compensation package, you risk attracting mercenaries that are more motivated by the potential of future riches than in helping you realize your vision.

    Even for the most successful startups, the path to creating real value in your equity is never straight up and to the right. Mercenaries will jump ship at the first sign of trouble, in search of the next startup that might be on a stronger path to the mythic unicorn status.

    Hire people who, first and foremost, believe in your vision and are excited about the challenges you’re trying to solve. It’s easier to step outside your reality distortion field when you have a team ready to grab an oar and row in the same direction. You will face this moment. Who will be in the trench with you? Who will be the first to jump out and run away?

    Related: How to Get Funding: The Dos and Don’ts of Raising Capital From Investors

    When you jump on the venture capital flywheel, you instantly feel the pressure to shorten your time horizon, thinking only of the next fundraise and the to get there. Short-term execution is critical, but don’t optimize your decisions around the fundraise cycle — or you’ll miss the long-term goals that help you build something great.

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    Eric Ashman

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  • Retail banking trends to look out for in 2023

    Retail banking trends to look out for in 2023

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    ITMs and VTMs are popular retail banking innovations among community banks.

    What’s on the horizon for retail banking? We spoke with two community banks that have ramped up their services to meet—and exceed—the changing expectations of customers.

    By William Atkinson


    According to a new report from PwC titled “Retail Banking 2025 and Beyond” (see sidebar), the retail banking industry is undergoing tremendous change—but, of course, community bankers already know that.

    “A few years ago, it was a fairly straightforward business, but today, technology and innovation, increasing competition, regulatory complexity, embedded finance, consolidation and evolving customer expectations are placing immense pressure on traditional business models,” the report said.

    This intricate and evolving web of trends influences who consumers trust and how they prefer to conduct their financial lives. It also forces banks to address the fundamental question of what a financial institution is—and what value it provides.

    So how are retail banks meeting this challenge?

    Community banks are constantly looking to the future and identifying what customers want. One such bank is $1.7 billion-asset One Community Bank (OCB) in Oregon, Wis. It has introduced a plethora of new retail banking initiatives in the past couple of years, including online account opening for anyone in the state of Wisconsin. The community bank offers a variety of deposit offerings through its online account platform, which can easily be accessed from its website.

    “We do thousands of video banker transactions every year. Clients appreciate the longer hours and the convenience of not needing to leave their cars but still being able to get service with a personal touch.”
    —Jeff Versluys, One Community Bank

    “Importantly, as we have created and launched new promotional products with preferred rates, we have made those products available in the online platform,” says Jeff Versluys, executive vice president and chief retail officer for OCB. The initiative is working. “The number of accounts that have been opened via this new channel has significantly exceeded our expectations.”

    In addition, several of OCB’s locations in Dane County boast interactive teller machines (ITMs). Most are outside in the drive-thrus, but its new Middleton bank, which is situated in a walking community, has an ITM in the entry vestibule that’s accessible after hours.

    “These can be used as ATMs but also offer video banker service,” Versluys says. “We do thousands of video banker transactions every year. Clients appreciate the longer hours and the convenience of not needing to leave their cars but still being able to get service with a personal touch.”

    More VTMs to benefit customers

    Gorham Savings Bank in Gorham, Maine, has also found that upgrading its teller machines has enhanced customers’ banking experience. By expanding its video teller machine (VTM) fleet, it efficiently provides extended banking hours to customers. “Every branch location now has a VTM, and we have added a terminal at a coffee shop in a community where we don’t have a branch, to add convenience for our customers,” says Dan Hancock, chief deposit officer.

    The $1.5 billion-asset community bank piloted its VTM initiative several years ago, and it has expanded significantly over the past year.

    “The primary objective was to extend banking hours for our customers,” Hancock says. “Our VTMs are open from 7:30 a.m. until 6 p.m. Monday through Friday, and the addition of the offsite terminal has helped to fill in a gap in our service area, giving our customers added convenience.”

    By hiring a digital engagement specialist to help customers make the best use of mobile and digital services, Gorham Savings has increased the use of these products.

    Overall, customer reaction to the community bank’s many initiatives has been positive. “We have seen an increase in mobile and digital usage, like other banks,” Hancock says, “but these initiatives have helped expand that engagement from balance inquiries and funds transfers to more complex needs like money management and managing debit card security.

    “In addition,” he continues, “our offsite VTM has become one of our busiest terminals, so customers have appreciated being able to conduct their banking with a video teller instead of driving to a branch, and because they are speaking to a live person, the experience is more personal than using an ATM.”

    Reaching customers

    Of course, successful retail banking requires more than just technology. Earlier this year, OCB introduced its Colleague Banking Initiative (CBI). “We don’t take it for granted that a colleague will choose to do their banking with OCB,” Versluys says. “Many do bank with us, of course. However, to increase the number of colleagues who are also clients, we decided to educate and incentivize. As a result, we have been able to increase the percentage of ‘colleague/clients’ by 20%.”

    “During COVID, we [built] a resource team that could connect customers with community resources to help them with a wide range of needs. We are now in the process of building out this knowledge and skill set in our branch teams.”
    —Dan Hancock, Gorham Savings Bank

    To achieve this, the community bank employed multiple strategies. First, it offered incentives to both new colleague/clients and those colleagues who were already customers before the initiative. The incentives included one PTO day for the current year and every year that the colleague remains a client, as well as drawings for $100 gift cards. Second, OCB created a dedicated CBI support team to help colleagues with banking questions, open new accounts and protect the privacy of their information. Third, it conducted multiple town hall live video sessions to help spread the word on CBI and answer questions.

    As always, financial education plays a key role in deepening customer relationships. It’s an important focus for Gorham Savings Bank, which provides its customers with access to tools and resources to help them improve their financial wellness.

    This began with its launch of Personal Finance, a software program that helps customers budget, track spending and manage savings goals. “We then expanded that by hiring a financial wellness coach to provide more personalized advice and guidance,” Hancock says. “During COVID, we expanded that approach by building a resource team that could connect customers with community resources to help them with a wide range of needs. We are now in the process of building out this knowledge and skill set in our branch teams.”

    Expanding availability

    Recently, Gorham Savings Bank began offering Smart Start, a Bank On-certified checking account to provide everyone in its community with access to safe and affordable banking.

    “Part of our mission as a bank is to promote financial wellness, and we felt a responsibility to help our customers through challenging times,” says Hancock. “Since then, inflation has had a big impact, and being able to provide tools and advice to help customers adjust their budgets has been helpful.”


    Retail banking of the future

    Both One Community Bank (OCB) in Oregon, Wis., and Gorham Savings Bank in Gorham, Maine, have done a lot to expand their retail banking efforts, but they also have plans for the future.

    “In keeping with our vision, which is to be ‘the Best Billion-Dollar Bank in the World,’ we must keep innovating to best serve our clients,” says Jeff Versluys, executive vice president and chief retail officer for OCB. “That means we’re looking at things like expanding the use of ITMs and enhancements to our core banking systems, including our online and mobile platforms. We want to continually make our client-facing systems easier to use and feature-rich.”

    OCB is a big believer in developing the digital technologies that will serve its clients, but it also believes physical locations matter. “Earlier this year, we opened a new branch in Middleton, Wis.,” Versluys says. “We are actively looking at additional communities in Dane County and hope to have another new bank to open in 2023. In the future, we also will consider expanding into other parts of the state.”

    For Gorham Savings Bank, one area of future interest is new partnerships. “We are continuing to explore relationships with fintechs, especially as it relates to fraud prevention and providing more value to our customers,” says chief deposit officer Dan Hancock.


    Looking even further into the future

    For community bank leadership teams, now is the time to better understand upcoming retail banking trends and prepare for a rapidly changing environment. A 2022 PwC report, “Retail Banking 2025 and Beyond,” cites an “urgent call to action” for retail banks. It points to three priority areas where banks should act immediately and proactively to adapt: tech-powered transformation, data-enabled customer focus and broad-based trust.

    PwC’s analysis suggests several possibilities for how the next decade could unfold. According to the report, “Now is the time to consider radical future-facing scenarios to prepare to build the capabilities and resilience that will be necessary to thrive in tomorrow’s far more dynamic environment.”


    William Atkinson is a writer in Illinois.

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    Lauri Loveridge

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  • Rebeca Romero Rainey: Navigating the digital movement

    Rebeca Romero Rainey: Navigating the digital movement

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    Photo by Chris Williams

    “The habits of our customers change, and we’re constantly walking beside them, transforming our services to meet their needs.”

    Digital transformation. Those words have been bandied about with increasing fervor, fueled by a heightened sense of urgency. Yet, while the digital movement has increased pace, it’s more of an evolution than a revolution.

    When I think about this concept of “going digital” in our industry, I’m struck by the fact that it involves continual change over time. The habits of our customers change, and we’re constantly walking beside them, transforming our services to meet their needs. It’s never been about being on the bleeding edge or doing what everyone else is doing, but about better addressing the interests of our distinct communities.

    And in today’s shifting landscape, it’s more important than ever to make sure we’re evaluating our offerings with blinders off. How honestly are we assessing our products and services? How are we ensuring our channels and tools are meeting customer needs? If we’re still updating our technology plans once every three years like we’ve always done, is that enough?

    While these questions are challenging, there is information surrounding us that can help shed light on the right responses. For example, consider your transaction volume: How are payments clearing today versus three to five years ago and why? Or listen at account opening: What questions are being raised relative to your products? Also consider your customer service center, teller insights and other channels: What inquiries are coming through? What are customers asking for at the frontline?

    map pin

    Where I’ll Be

    I’ll be in our D.C. offices, hosting our colleagues. We’ll first welcome new state association executives for dialogue around shared goals, and later in the month, our Preferred Service Providers will join us for discussions and networking.

    These findings will give you greater insights into where technology is meeting needs and where you may need to shift to meet new digital expectations. When and how you do this depends on your audience. Customers are transforming at different paces, so analyzing the steps you can take to have the greatest impact will enable you to be strategic in product planning and create efficiencies for your bank in the process.

    So, as you read this issue, I encourage you to think of the articles as resources in your digital evolution. In addition, ICBA Bancard has produced a digital transformation white paper and workbook to guide community banks more specifically in their evaluation process of digital payments and strategies. These tools are available to ICBA members and can be downloaded on our website.

    No matter what approach you take, now’s the time to make sure you’re considering what’s next for your customers’ digital journey. Shifting your tech plans and processes to keep pace with the changing environment will guarantee that you can support customers in new ways, maintaining the same level of service they seek and expect.


    Rebeca Romero Rainey
    President and CEO, ICBA
    Connect with Rebeca @romerorainey

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    Lauri Loveridge

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