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It’s All About the Relationship

Welcome to the Curinos Review

Welcome to the Summer 2023 issue of the Curinos Review.

The liquidity crisis may have abated somewhat, but with net interest margins continuing to compress and loan volume and risk appetite both subdued, the attention now turns to profitability. The Fed’s recent pause appears to be temporary, and whatever its posture toward rates in the coming months, deposits will almost assuredly continue to reprice upward, putting sustained pressure on the bottom line.

If the past industry troubles have demonstrated anything, it’s that social media combined with digital banking has made hot money even hotter. Such factors may be uncontrollable, to be sure, but there’s one important one that lies squarely within the control of financial institutions: cultivating and nurturing the relationships with their customers and prospects. That’s why we’re titling this issue It’s All About The Relationship and devoting virtually every article to the topic.

In seeking greater deposit growth, for example, CFOs and treasurers are sometimes all too eager to pull the rate lever. A more effective solution, even in the short term, can often be to invest in securing new high value relationships through targeted marketing, at a fraction of the cost.

On the commercial front, our research shows that almost two-thirds of FI executives expect commercial customers to spread their deposits across more banks going forward. We look at the implications and what might be done about it. One thing is clear: safeguarding current relationships will be critical to success, and with money on the move, sharper prospecting will be rewarded.

We also look at wealth deposits, a category that in the last three months has gone from being perceived as stable to unnervingly volatile. With these higher-net worth customers diversifying their providers and seeking rate through money market funds, we present considerations for identifying the ones who matter and keeping them in the fold.

What about the next generation of banking relationships? Where will they come from? We examine one service provider that’s gotten a first-mover head start with Gen Z.

Finally, small business relationships are clearly sources of long term, lower-cost deposits. In this issue we cover what section 1071 of Dodd-Frank will mean for small business lenders so they can strengthen their relationships with segments of their customer base that are sometimes left underserved.

As ever, we thank you for your continued support and look forward to strengthening our relationship with you.

Craig Woodward, CEO

In late February 2023, Curinos was asked to spend 15 minutes presenting to a group of CEOs about the state of the U.S. deposit market. Because of some pesky quantitative tightening-driven balance declines and accelerating betas, the group was reacting to a funding market that looked much different than the pandemic-era baseline of bottomless cheap funding. “Keep it simple!” warned the conference chair, these are CEOs, not analytical wonks.

June 28, 2023

Invest A Small Amount In Non-Interest Expense, Save Big On Interest Expense

In an effort to grow or retain deposits, the primary and sometimes only lever CFOs and bank treasurers pull is interest expense.
READ TIME: 5 MINS

June 28, 2023

Commercial Deposits On The Front Line Of The Profitability Squeeze

A commercial profitability squeeze is coming as net interest margin (NIM) is squeezed.
READ TIME: 7 MINS

June 28, 2023

Wealth Deposits: Instability Grows. What Does The Future Hold?

Rising rates and bank failures have transformed deposits held in wealth management, brokerage and private banking from perceived as mostly stable to unnervingly volatile.
READ TIME: 9 MINS

June 28, 2023

Capturing The Next Generation Means Engaging Them Now

In the past year, mobile payment service Cash App has been the top downloaded financial app in the U.S. according to data.ai, ranking first on active users, total time used and usage penetration.
READ TIME: 8 MINS

June 28, 2023

Section 1071 For Small Business Lending: Are You Ready?

Ready or not, it’s here! On March 30th, the Consumer Financial Protection Bureau (CFPB) issued its final rule to amend Regulation B to implement changes made to the Equal Credit Opportunity Act (ECOA) via section 1071 of the Dodd-Frank Act.
READ TIME: 3 MINS

June 28, 2023

Funds Transfer Pricing Is Becoming More Customer-Centric

Funds transfer pricing, or FTP, is a common framework maintained by bank treasury that ascribes value and cost to sources and uses of bank funding, respectively, in support of profitability measurement, pricing and risk management.
READ TIME: 8 MINS

At the Podium with Curinos

We are always delighted to share our insights at industry conferences or our own events. Here is a sampling of them.

MARCH

Brandonn Dukes, vice president of mortgage solutions, spoke on the panel Meeting the Demand of a New Market at the ACUMA Focal Point Workshop in Dallas on March 21.

Director Andrew Hovet presented Growing Shift In Digital Acquisitions and Onboarding at CBA Live in Las Vegas on March 28.

Brandon Larson, EVP and head of omnichannel sales and experience, presented the Small Business State of the Business with Lindsay Burkhalter, director of consumer and small business lending, at CBA Live on March 28.

Managing Director Sarah Welch participated in a panel titled A Fed Plateau Won’t Provide Deposit Relief, But Personalized Customer-Level Pricing Can, along with Managing Directors Adam Stockton and Hank Israel at CBA Live on March 29.

APRIL

Brandon Larson joined Your Digital CX and Your NPS, a panel featuring industry experts at the PSCU Member Forum in Tampa on April 5.

Ken Flaherty, manager of home equity lending, and Rich Martin, director of real estate lending, joined CBA for a co-hosted webinar Home Equity Risk or Reward: Insights into Originations & Portfolio Performance on April 19.

MAY

Head of Market Strategy Rutger van Faassen participated in a webinar Leveraging Tech to Streamline Loan Processes in a Volatile Economic Climate hosted by Lightico on May 10.

Lindsay Burkhalter provided an initial market update and led a discussion on unsecured lending products to the Unsecured Lending Committee of the CBA on May 17.

Sarah Welch and Vice President Tazmin Bailiff Curtis presented the Amplero Personalization Optimizer solution at the General Session of FinovateSpring in San Francisco on May 23.

Brandonn Dukes spoke at the breakout session Restarting Second Lien Production during the MBA Secondary & Capital Markets Conference in NYC on May 23.

Rutger van Faassen moderated The Future of Payments, a panel at FinovateSpring in San Francisco on May 25.

Director Zak Kaplan made a keynote presentation Innovations in Lending at FinovateSpring on May 25.

Lindsay Burkhalter, Ken Flaherty, Rich Martin and Bryan Snyder, manager of small business lending, joined ACUMA for an Inside Track Webinar Curinos 360: The Lending Roundup, which utilized Curinos’ data and insights to provide a 360-degree view of all things lending, on May 31.

JUNE

Director Olivia Lui, Analytics Manager Maura Passione and Senior Product Manager Chris Franzi presented a web-based demo of the new Marketing Analyzer Digital solution on June 8.

Executive Vice President Pete Gilchrist and Agusta Patton, director and head of client services for deposit pricing solutions, took the stage at the S&P Global Market Intelligence Community Bankers Conference in Frisco, Texas on June 12. Their session, Excelling Through Volatility, Innovating to Thrive, equipped the audience with strategies to navigate uncertain times.

Directors Brad Resnick and Adam Purvis presented Understanding Deposit Value in a Turbulent Rate and Macroeconomic Environment at the GFMI Retail Deposit Optimization and Strategic Management event in New York on June 21.M

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