Commercial Bankers

Do your clients include small businesses? Do you want to expand your client relationships beyond a normal banking relationship? Of course, you have to execute on the fundamentals by being a good banker, but how do you get that extra edge to be more than that to your clients? How do you expand your level of involvement with them? How do you become their Trusted Advisor?

We all know that you have to build brand loyalty one client at a time, one transaction at a time. Moving to that next level will have to involve recognizing your clients' needs that are peripheral to your current involvement and offering to help with those needs, as well. If you can demonstrate expertise beyond what the client is currently using from you, you greatly enhance your chances of expanding the breadth of the relationship. The Chesterfield Group can help you do that.

Of course, we can't claim to be of assistance on all your clients' peripheral needs, but there are some specific ones where we might help you to better serve them and expand your relationship in the process. For example, it is likely that we can help if you have a client who is contemplating

• An acquisition,
• A restructuring or
• A major outsourcing project.

In each of those cases, your client will be creating a significant relationship with another company, and structuring those relationships is at the core of our expertise.

We are equally comfortable serving as a member of your client team, fully visible to your client, or working for you behind the scenes on your client's needs—either way, leaving you completely in control of your client relationship.

Example

You have been the banker for your client since he started his company five years ago. Growth has been nothing short of spectacular during that time, but he seems to be "hitting the wall" now. He shares his concerns with you that he's not sure that the business model that has served him so well so far is the right one going forward. Although you immediately have some thoughts on the subject, you don't consider yourself an expert and hesitate to offer advice outside your area of certain competence. You can offer to set up a "30,000 foot" meeting with the Chesterfield Group to see if we can offer some suggestions.