BOARD02276

• Board Meeting Date: 7/28/2003
• Description: Department of Natural Resources Core Mission Project
• Board Meetings - Doc Type: Memo

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GROUP 16, 17: RELATIONSHIP LENDING
Starter Template

TOPICS AND IDEAS

1. Streamline sales/marketing

1.1 Eliminate redundant management and infrastructure between

1.2 Consolidate ~ with

1.3 Outsource
1.4 Re-evaluate c1ient;fprospect quadrant assignment annually and re-assign relationships with low-
profitability to telesales unit.

Create Hybrid Teams In outlying or low growth markets,

Exit;fRedlstribute Large Corporate Business,

Incorporate the Small Business organization Into the Commercial Bank to gain staffing and functional
efficiencies,

1,8 Eliminate AA support by creating a virtual office environment where RMs work from home.

1.9 ExIt;fRE!distribute Agribusiness,

1.10 Re-evalul;lte c1lent;fprospect quadrant assignment annually and re-asslgn low-profitability relationships
to Junior RMs,

1.11 Manage toward a targeted contribution margin per PrE.

1.12 Develop "Product Packages for low-profitable or small sales sized clients/prospects. .

1.13 Reduce time spent "attending" multiple Product Partner calls once introduction Is made and
c1ient;fprospect has interest.

1.14 U~e the Internet, telesales contact and standardized marketing (program advertising) to introduce
'new .productS and se.rvices...." ,

Leverage the existing local marketing representatives for-coordinating local marketing events,

Eliminate
Consolidate Middle Market investment banking under

and

I.S
1.6
1.7

.1.15
1.16.
1.17

for companies with sales <$50mm.

2:' Streamllniria aeoaraohlc oversiaht
2,1 Consolidate the roles of Regional Executives and District Presidents.
2,2 . Exit markets that don't meet fully loaded hurdle rates,

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3. Streamline the callina orocess

3.1 Purchase an outside vendor's software package for fadlitating call preparation, reporting and
relationship management,

3.2 Reduce the number of database sources used for call preparation/client mgmt.

3,3 Minimize call preparation except for credit relationships.

3.4 Transfer calf-activity on low-profitable relationships to telesales unit.

3.5 Integrate various systems together for managing call preparation, reporting and relationship
management.
3,6 Expand field usage of the existing lead Management 5ystem in

3.7 Leverage existing Industry expertise/research of for performing Industry analysis.

3.8 leverage existing Industry expertise/research by purchasing data from external sources for
perfonnlng Industry analysis. .

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