Fintechs, Neobanks, and Beer Garages
Presenter: Sarah Bacehowski, President, Mills Marketing
Find out what they are and figure out whether you should fear them, fight them, or join them to help your bank grow. Millennials need banking services but don’t need banks. Entrepreneurs can get $150,000 loans online in minutes. Rocket Mortgage promises to make getting a mortgage fast and easy. And your newer employees don’t even bank with you. Find out how to stay relevant to tomorrow’s customers without revolutionizing your organizational structure by cherry-picking the tools you need now.
How to stay relevant to tomorrow’s customers
Not So Normal Year, Not So Normal Plan!
Presenter: Sarah Bacehowski, President, Mills Marketing
Like everything else in the financial industry, the strategic marketing planning process has changed dramatically. Shorter-term goals and initiatives, digital integrations, and agility have risen to the top of the list. Learn best process practices and create your 2022 road map in this dynamic but practical presentation.
- How to determine and allocate the appropriate budget
- Best practices for “selling your plan” to leadership
- How to benchmark, track and report in a meaningful way
The Elephant in the Lobby: What Your Customers Aren’t Telling You
Presenter: Robb Rempel, Executive Vice President of Client Services, Haberfeld
You know what your vocal customers think. Those who love you tell their friends and advocate for you. Those who share their frustrations with your team and you allow to “fix” their problems. The customer to worry about is the silent majority who say nothing. You’ve neither delighted nor annoyed them—they think you are “just fine.” Those customers are the most vulnerable to the marketing messages of your competitors. How can you change that narrative and turn those customers into raving fans?
- Build a culture that empowers your employees to delight customers
- Create extraordinary experiences that drive customer loyalty and referrals3. Recognize and identify needs, and capitalize on cross-sell opportunities to deepen customer relationships
Using Advanced Data Analytics to Personalize Customer Intelligence and Achieve Competitive Advantage
Presenter: Ryan Wilson, Vice President, Sales, Aunalytics
Midsize and community banks will not “out tech” large banks and fin-techs on their own. The competitive advantage via local, personalized, white-glove service diminishes as member interactions become more digital. However, with the right partners, they have an opportunity to thrive by redefining the local experience by digitally transforming how they operate. Learn how to leverage your local knowledge with personalized customer intelligence using data analytics.
- Strengthen their position in regional markets and compete more effectively using advanced data analytics.
- Gain customer intelligence to grow their lifetime value, predict churn, determine which products to introduce to customers and when based upon deep learning models are informed by AI-powered data analytics.
- Deliver timely personalized messages to customers, make data-driven product recommendations, measure campaign ROI, and grow net dollar retention with advanced analytics.
Voice of the Consumer: Attracting New Business to Your Bank
Presenter: Steven D. Bruyn, CRO, Foresight Research
Let the banking consumer reveal what drives the selection of a new primary financial institution. This survey of 3,000 banking customers and credit union members - with a focus on 1,000 Illinois banking customers - walks you through existing banking relationships and products in place, levels of satisfaction driving switching, the products they bring, the vulnerable competitors, and their expectations of banking access. The results include the best target market, marketing strategy, and recommended marketing messages and media to reach the target.
1. Develop target marketing strategy for attracting new business
2. Develop a media plan that reaches the target market
3. Develop messages that resonate with the target market
You Got 99 Problems: Why Leading People is Your Biggest One
Presenter: Alyson Van Hooser, Keynote Speaker, Trainer, Author
Experience in the trenches teaches the knowledge and high-level skills education, but all the grit in the world never could. This funny, raw, and real look behind the leaders’ curtain could be the eye-opener and kick in the pants you need to level up your leadership execution and results. After all, once you realize the power of your thoughts, the power of your words, and the power of your actions…everything can change.
Understand Who, What, & Why You’re Leading
Uncover the Top Mistakes Leaders Unknowingly Make and How You Can Avoid Them
Usher In an Ownership Mindset to Ignite Your Leadership Success
Growth Starts Within: Increase Talent Retention, Coach & Engage Your Front Line
Presenter: Robb Rempel, Executive Vice President of Client Services, Haberfeld
Team members who feel valued and grow their talent are more likely to stay with your organization. The result of decreased turnover is increased productivity and overall profitability. So how do you get there? The key to your financial institution’s success is investing in and equipping your team leaders with the skills and tools to effectively coach team members to excellence. This session explores actional strategies designed to help your managers develop their teams. In addition, you will leave with tools designed to Cultivate™ growth.
Understand the relationship between creating value and employee retention
Evaluate specific leadership principles designed to grow your team leaders
Explain how specific, actionable tools such as weekly team meetings, check-in’s and observation coaching enhance performance
How to Build Individual and Organizational Resilience: Five Ways to Shape and Strengthen an Essential Skill for Future Success
Presenter: Joe Sullivan, CEO, Market Insights, Inc.
Periods of disruption and crisis have grown more frequent within all industries, and the increasing speed of change requires individuals and organizations to develop skills to become more resilient. Resilience is the ability to withstand, adapt and recover from adversity and stress - and it is essential for successfully navigating an environment that is increasingly dynamic and unpredictable.
This session focuses on the characteristics of both individual and organizational resilience, practices to improve personal wellbeing, and creates a competitive advantage for the organization.
- Cultivate personal resilience through self-awareness (mindfulness, meditation, and gratitude)
- Practice self-care (nutrition, sleep, hydration, exercise) to prepare the body to adapt to stress and change
- Build a cultural mindset of adaptability and accountability
- Increase personal and organizational empathy through active
- listening, challenging internal biases, and storytelling
- Stimulate organizational resilience through collaboration,
- diversity of thought, and team autonomy
The Five Levels of Leadership
Presenter: Rick VanDermyden, Leadership Consultant, Rick VanDermyden
The 5 Levels of Leadership is a simple and effective framework to grow leadership and influence the team you are on or charged to lead. It provides a model for experienced leaders with a framework around tactics they currently use intuitively and help emerging leaders build on a proven foundation.
- Shape and define their leadership style
- Develop intentional connections with team members
- Increase the production of the teams they are leading
The Leadership Gist...Navigating Human Weirdness!
Presenter: Steve Thomas
What do you believe makes a “great leader” a great leader? What do you truly believe about leadership? Your leadership beliefs translate into leadership practices. Those practices and tendencies are what people see and experience from your leadership. Hence, your leadership “gist”. Beliefs and philosophies on leadership can be found everywhere and some of those we have adopted as our own. However, some of them are outdated, inaccurate, or simply not true. Due to changes in our world leadership has evolved into a different mode and has taken on a different look. Are you making that shift? Let’s take a look at some of the below the surface issues that people say make a “great leader” a great leader. Warning: it is very simple, but not easy!
Identify how their leadership tendencies are affecting the outcome they desire
Understand the people they lead a little more
Have a better understanding of leadership and what it takes to create positive outcomes
Financial / Risk Management
Has Your Fraud IQ Kept Pace With Your Fraud Risk?
Presenter: Marc Courey, Director, Forensic and Litigation Services, Wipfli LLP
Occupational fraud was estimated to cost U.S. organizations a whopping five percent of gross revenue - before COVID. COVID, government mandates, and stakeholder concerns increased the risk of occupational fraud through their response and by fueling the components of the fraud triangle - need, opportunity, and rationalization. This session addresses the origins of occupational fraud risk, why that risk has increased as a result of the COVID response, and what the organization can do to address the increased risk.
- Discuss the factors that lead team members to commit fraud in their organization.
- Examine how the COVID economy increases the risk of occupational fraud.
- Understand what your organization can do to mitigate its fraud risk.
High Performing Banks – Responding to 2021, Excelling in 2022
Presenter: Shawn O'Brien, President, QwickRate
No one could have predicted what was coming in 2020; or how the economy would respond in 2021. But high-performing institutions find ways to seize opportunities and successfully strategize responses to drive results. These banks know how to use publicly available performance data to their advantage. We'll show banks how to emulate the top performers by taking their cues from the numbers. Using a proprietary index of “true” community banks, we’ll discuss the metrics and approaches they use and how data analytics can help other banks increase the effectiveness of strategic planning and improve their efficiency ratio via fresh, factual insights.
- Understand why and how to use data analytics to help you increase the effectiveness of strategic planning and improve your efficiency ratio via fresh, factual insights on matters such as profitability/earnings and yield/cost analysis.
- Generate and benefit from a comprehensive analysis of a bank's actual performance relative to your peers, considering specific strengths and weaknesses as well as overall competitive rankings.
- Gain knowledge from the analysis of top performers attending the event. High performers are to be announced in the session.
How to Find Loan Growth—and Smartly
Presenter: David Ruffin, Principal, IntelliCredit
Community banks cannot ignore the negative loan growth pervading most parts of our industry. Recent financial results confirm that in commercial banks, $10B and smaller, average twelve-month loan growth at a negative (.43) nationally, with banks in many states showing declines of 100+ basis points. If not turned around soon, this has further troubling implications on already thin net interest margins. It’s hard to believe that our biggest lending issue right now is finding loans to make. In this workshop, we’ll look at the challenges facing banks in loan opportunity categories and discuss alternative areas they can grow their portfolios in this environment — without risk and with the appropriate risk management techniques.
Regulatory Compliance – Assigning Responsibility
Presenter: Brian Crow, Managing Partner & Co-President, TCA®
The volume of compliance regulations for which your financial institution is responsible continues to expand. Ten years after the passage of the Dodd-Frank Act, the CFPB is still writing regulations to implement that Act. The compliance officer is ultimately responsible for providing oversight of the institution’s compliance function, but compliance is not solely that individual’s responsibility. In order to have a successful compliance management system, compliance must be the responsibility of all employees within the organization, starting with the board of directors who establish a culture of compliance to front-line staff that carries out day-to-day functions. In this session, we explore the responsibilities for staff, management, departments heads, compliance department, and audit to help you evaluate the compliance structure within your organization.
- Understand the components of a compliance management system and the role that each employee plays.
- Explore responsibilities of three lines of defense for compliance monitoring and audit
- Evaluate case studies to understand what areas of compliance management broke down.
Digesting a Decade of Tax Changes (in an hour)
Presenter: Wes Johnson, CPA, Director, BKD CPAs & Advisors
Does it feel like there have been numerous major tax acts to track? Every tax act adds a new layer of complexity to an already complicated process. Over the last decade, we have had to tackle repair regulations, tax reform, COVID-19 legislation, and several changes to Illinois tax regulations. Join us to learn about the tax provisions that will affect your bank in 2022.
- Reflect on Federal tax legislation over the last few years (TCJA, CARES Act, etc.)
- Be aware of changes to Illinois tax rules for the 2021 tax year and beyond
- Know what could be on the horizon and how that will impact future tax planning
Getting Beyond the COVID Credit Tail: Syncing Portfolio Analytics, Stress Testing, and Loan Review
Presenter: David Ruffin, Principal, Intellicredit, a QwickRate company
Forging ahead, bankers must coordinate all of the tools in their arsenals (stress testing, portfolio analytics, loan review, etc.) to tackle the credit uncertainties residing with main-street borrowers. From a credit risk management perspective, these are seen traditionally as separate disciplines; however, together, they are mutually informative and provide an efficient solution to staying ahead of emerging credit risk. We’ll discuss how to interpret the critical markers within each discipline, which better inform credit risk managers, and how to create informative codependency among the three concepts.
- Coordinate the three discipline approaches to tackle credit uncertainties
- Stay on top and ahead of emerging credit risk when using the power of stress testing, portfolio analytics, and loan review
- Write your script with key components before a regulator does it for you
Digital Automation of Lending
Presenter: Mike Courtney, Principal, Technology and Digital Consulting Practice Leader, RSM US LLP and Brad Guenther, Manager, Financial Institutions Management Consulting, RSM US LLP
Digital Transformation can mean something different to every organization, and while some have jumped into digitizing their bank feet first- others have hesitated. One area, in particular, is the digital automation of lending. Many traditional banks offer some forms of digital capacity around lending, such as account information, loan status, and loan payments. However, a large portion of the lending process has yet to be transformed digitally, including online applications, onboarding, underwriting, and funding. We will share industry trends, leading practices, and real-world examples of how digital automation of lending can add value for both your customers and the lending team.
- Identify recent trends in the digital landscape for lending origination and operations
- Discuss and apply industry-leading practices within digital automation to their lending functions
- Apply knowledge gained during the presentation to add value and promote efficiencies offered through digital automation throughout the lending lifecycle
Rethinking Community Investment Through Access to Capital
Presenter: Manuel Flores, President & CEO, SomerCor
Since the implementation of the Community Reinvestment Act in 1977, banks must demonstrate how they meet the credit needs of the entire community. But aside from fulfilling these requirements, banks have always been a cornerstone in the vitality of communities. It continues to be a driver for lending institutions seeking strategies that both comply with lending rules and show the most promise for transformational local investment.
This presentation inspires bankers looking to enhance their local investment initiatives by providing an overview of current programs in Illinois and their impact on the engaged banking institutions and surrounding communities.
- Overview of innovative community investment initiatives around the state.
- A highlight of the SBA 504 program and policy goals and structure make it a valuable tool for banks seeking a more hands-on method of community investment.
- Why community investment through access to capital matters – to your institution and the community.
The innovative ways banks can actively support traditionally under-resourced communities through access to capital will inspire all participants. These methods - ranging from the SBA 504 program to other public-private partnerships - emphasize borrowers from LMI areas, minorities, women, and veterans. Community investment strategies continue to evolve, but the value in creating jobs and expanding access to capital for all remains constant.
Rules of Engagement in Selling
Presenter: Jack Kasel, Sales Development Expert & Community Bank Specialist, Anthony Cole Training Group
Are you (or your salespeople) working on stuck deals? In many cases, these deals are unqualified, and the salesperson is chasing deals that will never close. Successful relationship managers and lenders should have guidelines for the types of businesses that are qualifiable and worthy of the effort to pursue and cultivate as a prospect. We call these the rules of engagement. When followed, the rules lead to more favorable outcomes.
- Better accurately determine if a prospect qualifies
- Tailor their message for resonance and speak the love language of prospects
- Create the rules of engagement for the bank’s closeable opportunity
What Makes a High Performing Bank?
Presenter: Tim Reimink, Managing Director, Crowe LLP
Over the last decade, Crowe has tracked the performance of banks to identify trends and strategies that lead to high performance. High Performing Banks (HPB) outperform their peers consistently and have more opportunities for growth. What are the common characteristics and strategies of high-performing banks? What can executives do to make their organization’s high performing? Becoming high-performing for some banks may require a major transformation. During this session experienced Crowe banking consultants share the results of their research into high-performing banks and share the strategies and practices that HPB put in place to help them succeed and outlast the competition. Audience polling technology will be used during the presentation to identify audience perspectives and key concerns.
- Understand current research on high performing banks
- Identify characteristics of high and low performing banks
- Describe strategies and practices that correlate with high performing banks
High Touch Coaching in a High-Tech, Remote World
Presenter: Jack Kasel, Sales Development Expert & Community Bank Specialist, Anthony Cole Training Group
For sales leaders, managing teams virtually is challenging between new technology interfaces and current times. How can they remotely develop and motivate their teams? Leaders must have strong coaching skills, and they have to be effective at coaching virtually.
Most banking sales leaders are promoted to their position and do not have the coaching skills necessary to hire and develop their people. Typically, less than 5% of leadership teams assessed have the skills they need. This workshop provides a framework to help sales managers deliver high-touch coaching to their salespeople to help them grow relationships and revenue in this high-tech, remote world.
- Effectively establish goals - less than 7% of sales leaders understand the personal goals of their people and how this affects their performance
- Help their team initiate, schedule, and deliver remote virtual sales meetings – an essential strategy for growth in the future
- Implement the 5 Keys to Coaching approach provides participants with a process they can implement and execute right away
Next Generation Banking: Innovations in Banking Technology
Presenter: Patricio Cadena, Director, Technology and Management Consulting, RSM US LLP (or) Jay Schulman, Principal, National Leader, Blockchain & Digital Assets, RSM US LLP
Customers are increasingly demanding more functionality, services, and integration with their bank. Can the typical core banking platforms live up to the demands or do banks need to consider next generation core platforms? As banks consider adding digital assets like bitcoin along with alternative products, a more digital native core banking platform will be required. RSM’s Financial Services Technology team will outline innovations in banking technology along with helping manage the risks and regulators of moving to these platforms and products.
- Analyze current core banking platforms and considerations for next-generation core platforms
- Evaluate innovations in banking technology related to digital assets
- Understand the technology required for adding bitcoin and other alternative products
- Identify the risks and regulations around adapting to these new generation platforms and products
Branch Network Transformation: A Balance of Art & Science
Presenter: Kevin Blair, President & CEO, NewGround
While in-branch consumer satisfaction is improving, consumer engagement (likelihood to buy) is often not keeping pace. With the reality of fewer transactions, we must create experiences that drive more interactions. The complex interplay between people, process, and technology, combined with the differences between branches across your system, means a “one size fits all” approach may not deliver your business objectives.
This program enlightens audience members at all levels but is particularly interesting for audiences in retail design, customer experience, marketing, operations, and facility management roles.
- Understand some of the top myths and misconceptions of branch banking
- Understand how to think about the individual “health” of your branches
- Learn how to evaluate a plan to keep them on the path to success
- See real-life examples of banks that have changed their retail experience one step at a time.
Does your Digital Strategy need a Tune-Up?
Presenter: Charlie Kelly, Partner, Remedy Consulting
Every bank offers customers a variety of digital tools, but are you tracking tool usage by your customers, and do you know how usage compares to peer banks and how digital tool usage correlates to revenue opportunities at the bank? This session creates and sets annual goals for whoever is driving your digital strategy. It provides a new way to think about digital tool usage and whether you are spending your time and money in the right places.
- Make decisions on whether to invest in additional digital tools or upgrade your current system.
- Compare your client’s usage of several critical digital tools to peer banks usage, along with some pointers on how to improve.
- Create annual objectives for your digital guru, or decide whether to hire a digital strategy leader
How to Create a Customer Succession Plan
Presenter: Derek Baker, VP- Sales and Innovation, Mills Marketing
Many community banks have an overabundance of customers aged 50+ and a scarce supply of millennials. In this session, we’ll examine the implications of today’s bank customer age distinction and help you create a plan to replace or substitute the demographic segments you need to succeed in the future. Using real-life case studies and supplying detailed worksheets, you’ll leave this session with the tools you’ll need to help your bank plan for long-term sustainability.
Create the goals, objectives, and action steps to implement a targeted, needs-driven customer succession plan.
2022 HR Survival Update
Michael Gifford, Attorney and Counselor, Howard & Howard
Emily Bennett, Litigator and Counselor, Howard & Howard
As the first quarter of 2022 winds down, employers should review changes and updates to Illinois law that took effect while most employers were laser-focused on the pandemic. This lively presentation provides an overview of key developments in Illinois employment law and case law and action items for employers to take as a result of those changes. Participants will leave with up-to-date knowledge of legal obligations and considerations in an ever-changing landscape of a bank’s obligations to its employees.
- Understand recent changes to Illinois employment law.
- Strategize action items to implement recent changes to Illinois employment law.
- Confidently explain necessary changes to employment practices to internal stakeholders
Individual Development Plans – The New Face of Performance Reviews
Presenter: Barbara Low, Manager, Talent Management Consulting Practice, Wipfli
Everything in life evolves, and so does performance management. While many organizations still go through the traditional (and often dreaded) performance review process, many organizations are now choosing a more meaningful approach to employee development and feedback – individual development plans.
Sometimes referred to as Career Blueprints, these plans represent organizational and individual competencies, performance gaps, and the development of a roadmap for career success and ultimately high performance. If you’re tired of the same old, same old, it’s time for a change!
- Learn a methodology to identify performance gaps.
- Understand the importance of competency-based development.
- Recognize the benefits of a new and motivational approach to employee evaluation.
Think Recruitment, Think Different.
Presenter: Tom Blackwell, Director, Financial Services, Angott Search Group
The demand for top talent or finding any talent to fulfill critical roles is a challenge not only for banks but for organizations around the country in the post-pandemic climate. In this presentation, we will cover the basics of recruitment, discusses new dynamic methods to attract candidates to your bank, and the search process that has been tweaked for over 40 years as the economy has had its ups and downs. Also, we will go over the concerns involved with counteroffers, falloffs, turndowns, and compensation. This session discusses real-life examples, solutions to challenging issues, and the changes a management team should make to close the deal. Also, learn how to strengthen and enhance your employees’ alignment with your culture and values.
- Recruiting 101 - Change your way of thinking in terms of recruitment.
- Tricks of the trade, terms of recruitment.
- Learn what candidates find valuable - it is more than just compensation.
The Employee Experience: What’s Ahead
Presenter: Barbara Low, Manager, Talent Management Consulting Practice, Wipfli
Customer experience. Fan experience. Employee experience. Everywhere you turn, there is an emphasis on the “experience.” The employee experience is more important today than it was yesterday, and it will be more important tomorrow than it is today. In this session, a discussion with like-minded professionals explores how we can structure growth, development, opportunities, and work environment for employees to attract, motivate and retain in this ongoing competitive talent landscape. We will touch on the impact COVID has had on our banks and how it is impacting our structure, culture, performance management processes, compensation and related topics.
- Discuss how to establish an environment that is supportive of the bank’s goals and objectives
- Explore engagement essentials
- Understand how, as a leader, you impact the employee experience
What's the Latest: Affirmative Action
Presenter: Angela Adams, CEBS, SPHR, SHRM-SCP Director, HR Services (with HR Source since 2000)
Off and running in 2022 is the Office of Federal Contract Compliance Programs (OFCCP), which audits affirmative action programs is a division of the US Department of Labor. Learn about the new Affirmative Action Program Verification Interface (AAP-VI), a required registration database for contractors and subcontractors to attest that they have affirmative action programs (AAPs), and the practical implications of this registration are. We’ll also discuss the US Census Bureau data required for 2022, recent OFCCP monetary settlements, and more.
- Understand how to register for the new mandatory Verification Interface
- Apply facts learned about recent OFCCP settlements to their HR practices
- Use information about the US Census Bureau data to design their AAP recruiting areas
Technology & Operations
Cybersecurity Threats, Trends and Strategies for Financial Institutions
Presenter: Mark Scholl, Principal, Wipfli LLP
Technology has changed how we run our businesses and service our customers. As a result, many organizations face new threats against data breaches and extortion. You can't protect your digital information unless you know what you are up against. Cybercrime has evolved to more targeted attacks leading to account takeovers, financial scams, point-of-sale attacks, and even extortion.
- Understand the most common cyber threats against financial institutions
- Know what you can do to prevent becoming a victim
- Learn how to prepare for responding to an incident
The Zero Trust Security Paradigm
Presenter: Benjamin LeClaire, Sr. Manager - Cybersecurity, Plante Moran
Given the ZeroTrust paradigm and what we learned from recent breaches, community banks are revisiting the concept of Network Access Control. (NAC) This talk addresses why and how NAC mitigates risk, issues to consider while investigating NAC solutions, and common pitfalls seen during NAC implementation.
- Understand zero trust core design concepts
- Apply implementation strategies for zero trust
- Know what zero trust can bring to your organization
How Do I Get My Information Security Program to the Next Level?
Presenter: Stephanie Goetz, CPA, CISA, CISSP, VP COO / vCISO Senior Advisor, Bedel Security
We always hear about information security programs wanting to take things to the next level and grow in maturity; instead of reviewing the program structure, we often purchase a new tool or gadget. While those things can sometimes be the answer, more often than not, we need to take a step back and look at the various pieces of the program to ensure they are working together.
- Diagnose exactly where your Information Security Program currently stands.
- Review and prioritize what to work on next.
- Create an action plan to take their program to the next level.
Increasing Customer Service and Security.
Presenter: Terry Choate, Co-Founder and Training Specialist, Blue-U Defense
Organizations that have open, warm, and inviting environments do so with the understanding that security is deemed too relaxed. Generally, the belief is that customer service and security conflict with one another. However, we have a way to marry the two and not only significantly increase both, but set your bank apart from the competition and give you a marketing advantage!
- Understand that customer service and security do not have to conflict!
- Know that you are responsible for security!
- Recognize that the best way to prevent an incident is awareness and counter-surveillance!
Reporting Critical Information Security Areas Upstream
Presenter: David Edwards, VP, Regional Director, SBS CyberSecurity
One of the most critical aspects of any information security program is communication and sharing information. It is especially true with Executives and the Board of Directors, who need to be educated and informed on all aspects of information security to ask better questions and make appropriate decisions. If the top level of the organization better understands the risks and the impact potential, it helps build an improved information security culture throughout the organization. So what do you need to report upstream to help the Board and Executives understand your ISP and risk? Let’s dive in. This presentation covers the following topics:
- Regulatory requirements for reporting ISP info upstream
- A framework for asking better questions
- What is most important to report upstream?
- How often should you report upstream?
- Setting a culture of security starts at the top