Digital Contract Negotiations: Negotiate Eye-Popping Results
March 25, 2020
12:00 pm EST/9:00 am PST
Gain the following information in this FREE 60-minute webinar:
- How to identify negotiation-worthy contracts
- The most effective process to employ when determining your negotiation priorities
- What is required to become negotiation-ready
What’s going on with Payments Vendors? Weathering the Consolidation Storm
February 19, 2020
What do big tech provider acquisitions of TSYS, First Data and Worldpay mean for banks and credit unions? How will they impact credit or debit portfolios? What options are available if financial institutions are unhappy with their technology offerings?
What’s Going On In Banking 2020 Webinar
February 21, 2020
Join Cornerstone Advisors’ Director of Research, Ron Shevlin, and President & Partner, Steve Williams, as they review the recently surveyed 300 senior executives at U.S.-based mid-sized financial institutions. What they learned is that while more than half of bank and credit union executives are optimistic about the new year, they considered the interest rate environment a major concern for 2020.
Other key highlights of the survey include:
- 65% of banks and 76% of credit unions said fintech partnerships will be important to their business strategies in 2020
- The number of banks citing mortgages, consumer loans and consumer fee income as a priority this year is up significantly from 2019
- The percentage of banks and credit unions that have deployed AI and machine learning tools is in the single digits
Best Practices for Negotiating Contracts
January 22, 2020
Join Cornerstone Advisors in this FREE webinar and gain insight into what is trending in negotiating core technology contracts. Panelists Ryan Rackley, Brian Hagan and Nick Lane will identify ways you can prepare to negotiate your technology contracts and what a successful outcome should generate.
Core Banking 2020 – Evolution or Revolution?
Part 3 – Three Keys to Maximum Your Tech Spending in 2020
Tuesday, December 5, 2020
Next year is setting up to be challenging. Project requests from your lines of business are at an all-time high, as they seek continued improvements in digital, LOS, analytics, marketing automation, fraud, etc. At the same time, you have your own project list of infrastructure transformation and wish list items, including info sec., data loss prevention, RPA, etc. You also must be ready to slow things down if the economy softens and your CFO tightens spend.
You’ll learn:
- How to prioritize projects with the highest ROI
- Important tech spending benchmarks – what you should measure and how you compare
- Using vendor contract negotiations to fund strategic initiatives
- Where to spend your limited R&D dollars
- How to slump proof your technology if you have to tighten your spend
Core Banking 2020 – Evolution or Revolution?
Part 2 – Contract Coming Due Before 2022? – Should You Renew or Replace?
Tuesday, November 19, 2020
Do you have a contract coming up before Dec. 31, 2022? If so, your FI may be weighing whether to renew as-is, with improvements, evaluate options or go straight to a replacement vendor.
You’ll learn:
- Best practices for deciding renew vs replace
- How to get maximum value from a renewal decision
- Whether your replacement decision means core transformation or rip and replace
- A roadmap and timeline for making your renew or replace decision
PAYMENTS TRENDS AND FINTECH DISRUPTORS
Your payments business is under siege from companies such as PayPal, Apple, Amazon, and many fintech disruptors. How do you deal with these risks? What do you need to know? And how do you protect your institution – or leverage the situation for your FI’s benefit?
You can’t set a strategy until you know what the playing field looks like and have identified what to avoid!
“Payments Trends and Fintech Disruptors” gives you the lowdown on what will impact your program:
- What are the market trends?
- Who are the players in the space?
- Where should you focus your attention?
- What pitfalls and “gotchas” must you be aware of?
Core Banking 2020 – Evolution or Revolution?
Part 1 – Core Market Trends: How it Impacts Your FI
Tuesday, November 5, 2020
Get insights into what the future looks like in the core vendor market and what you need to do to be prepared to drive your institution forward.
You’ll learn:
- What the biggest trends are in the core vendor market
- Which core vendors and products have the most market momentum
- Whether niche players like Corelation, Finxact and Nymbus are challenging the Big 3 – FIS, Fiserv and Jack Henry / Symitar
- Whether international core vendors are finally ready for prime time
- Which cores are having success in the emerging neo and digital only banks
CONTRACT NEGOTIATIONS: WHAT YOU DON’T KNOW CAN HURT YOU
A recent survey by Cornerstone Advisors revealed that three-fourths of financial institutions have negotiated vendor contracts without an awareness of prevailing market prices. From our experience with banks and credit unions, Cornerstone can say with authority that many of these institutions paid significantly more than they should have when they signed those deals.
This webinar examines topics such as:
- Blind negotiations
- Opaque market pricing
- Contract auto-renewals
- Managing an ever-increasing load
The presenter demonstrates how banks and credit unions that understand these concepts – and practice disciplined management of vendor contracts – can achieve amazing results.
SMALL BUSINESS SERVICES: A PLAYBOOK FOR GROWTH
Credit unions want to grow and expand their business services, but only CUs that are truly serious about the necessary planning and investment will succeed. What factors drive success? Sign up for “Small Business Services: A Playbook for Growth” and find out.
The webinar explains:
- How to create a clear strategy and a disciplined plan of action with market intelligence, customer segmentation and a well-defined roadmap
- What future ready lending really is
- Why a “Digital First” strategy is essential: Your CU needs to deliver digital services that meet and exceed customers’ expectations
- How to innovate for the small business market that banks are ignoring
You can leverage your credit union’s brand, branch delivery, staff capacity and workplace reputation to become the local leader in small business services.
HOW THE PLATFORM ECONOMY IMPACTS FINANCIAL SERVICES MARKETING
The emergence of platforms in Financial Services are transforming the way consumers shop for Financial Services products and make their buying decisions. These changing shopping and buying behaviors are forcing Financial Services providers to establish new plug and play business models that allow multiple participants ( producers and consumers) to connect to it, interact with each other and exchange value. As consumer behaviors change Financial Services providers must build out a new activity based marketing capability that works seamlessly with platform providers and establishes an improved experience for the consumer.
FINTECH RELATIONSHIPS: BOTH SIDES OF THE TABLE
Tech’s emergence in banking requires a rethinking of how vested all sides should be in their business relationships. The differences between financial institutions and vendors have shifted, requiring more coordination than ever. All parties at the table have a role to play in attaining a productive relationship and being accountable. This session will look at both sides of the table, that is, the financial institution side and the vendor side. We’ll discuss the eight winning traits – four on each side – Cornerstone Advisors has identified what makes relationships more vested and capable of achieving positive outcomes. Whether you’re from a bank, credit union, or vendor, you’ll learn how to ensure successful relationships. Attendees are encouraged to submit questions in advance.
TAKING YOUR CREDIT CARD PROGRAM TO THE NEXT LEVEL
Payments Trends and Fintech Disruptor research – Complete!
Debit Card Program levers evaluated/growth plan identified – Complete!
Now it is time to focus on Credit Cards! Debit is just one piece of the puzzle — you need to set your Credit Card program up for success too. Watch our presentation from the Payments team from Cornerstone as they dive deep on setting up a plan to manage and grow your credit card program:
- Is your credit card program generating the returns it should?
- Is your product offering competitive in the market?
- Are you differentiating from the me too products?
- How are you managing your credit and fraud risk?
THE LOWDOWN ON DRIVING DEBIT INTERCHANGE AND OPTIMIZING PAYMENTS PROFITABILITY
You’ve done your homework on the payments playing field, researched vendors and trends and have your eye on pitfalls to watch out for – Now What Do You Focus On?!
PAYMENT TRENDS & FINTECH DISRUPTORS
Your C-suite has asked you to manage the debit and credit programs – drive interchange and build a successful card program. Where do you start?
You can’t set a strategy until you know what the playing field looks like and have identified the pitfalls to avoid!
Get the lowdown on what will impact your program –
- What are the market trends?
- Who are the players in the space?
- Where should you focus your attention?
- What pitfalls and gotchas must you avoid?
6 PRIORITIES TO DRIVE SHAREHOLDER VALUE
In this webinar, experts from Cornerstone Advisors revealed how 2018 YTD performance data affects planning for 2019. We explore six key themes bankers should include in their strategic planning discussions.
- Deliberate Deposits
- CRE & C&I Re-balancing
- Non-Interest Income
- Delivery Shift
- Navigating Pricey M&As
- Talent Acquisition and Retention: talent wars and next-generation leaders
HOW TO GROW REVENUE WHILE RENOVATING DELIVERY
Few aspects of banking are evolving as rapidly as delivery channels, yet you still need to hit or exceed your growth plans for the year. How? By effectively using people, processes and technology to their FULL potential.
- Lessons learned, both best and worst practices!
- Identifying those that help achieve your goals and those that don’t.
You will come away with a fresh perspective on driving results while transforming delivery. Additionally, we’ll walk through a sample no-BS scorecard to motivate people, grow revenue, and help customers.
BENCHMARK TARGETS FOR BANK HIGH PERFORMANCE
We shared key data we collected from our 2017 Cornerstone Performance Report for Banks
- Understand peer and high performer efficiency levels across 16 key functional areas of the bank
- Review key non-interest income drivers and loan production levels of the very best banks
- Analyze industry delivery channel usage trends and measures of customer penetration
- Delve into technology spending levels and where these dollars are being spent
WHAT’S HAPPENING TO MY INTERCHANGE?
If you are a Bank or Credit Union that wants to drive interchange income, watch this! We explore market trends and answer the following questions:
- What is happening in the industry and how will it impact your institution?
- Is your vendor Issuer or Acquirer friendly and what does that mean?
- Can interchange be managed? How does it impact the bottom line for financial institutions?
- What are the 6 key best practices that you must do tomorrow to set your card program up for success and protect your interchange?
BUILDING A CONTRACT NEGOTIATION ROADMAP FOR YOUR INSTITUTION
Gain insight into how a Contract Negotiation Roadmap maximizes your leverage in future negotiations. We dive into the details and answer the following questions:
- What are the best practices to establishing contract negotiation priorities? Why should this be focused on more than just price?
- This is not just a vendor management exercise – how does this methodology set an institution up for successful negotiations?
- How do we separate the heavy hitter contract negotiations from the procurement exercises? Let’s explore the art of delegation and where it fits into the roadmap.
CONSIDERATIONS IN SELECTING & NEGOTIATING FOR CARD PROCESSING
- After Core Processing, debit processing is the next largest spend for banks third party technology agreements and Interchange is now the largest single component of Non Interest Income.
- Millennials are looking for more and more integration between their card and their other banking products.
- Don’t miss out on claiming your savings in a commoditizing market.
- Get the dirt on vendor tactics as it relates to pricing, service and functionality to prepare your bank for a proper vendor review at every contract cycle.
BEST PRACTICES IN CONTRACT NEGOTIATIONS FOR MERGERS & ACQUISITIONS
- Following staff, third party vendor contracts are the largest single expense in a bank – typically millions of dollars at stake. Specific attention and a clear negotiation strategy must be developed first.
- The merger will affect your volumes for processing. As most pricing is volume related, major contracts should be analyzed for renegotiation opportunities.
- There inevitably will be ‘onerous’ contracts in the mix between both Banks. Extending these without proper due diligence and market intel can ‘double down’ with existing vendors and delay achieving the targeted earnings.
- Speed is of the essence. The vendor agreements and a clear system direction must be established before the actual merger work can proceed.
DRAWING BACK THE CURTAIN ON VENDOR PRICING FOR CORE PROCESSING
- Cornerstone estimates that more than 90% of all banks have the potential to improve the terms of their core, debit processing and eBanking contracts.
- Banks need a winning negotiation strategy to stop overspending on core processing, increase leverage in negotiations, and secure a contract that sets the bank up for future growth.
- Join us to see how you can develop that winning negotiation strategy for your bank.
IS YOUR CREDIT UNION MAKING A CORE DECISION BY JUNE 2019?
Are you frustrated with the return on your core vendor spending? Do you want to improve core utilization? Do you want to get better pricing on your renewal? Or perhaps consider other core vendor options? In today’s competitive environment, there is an incredible buyer’s market for better pricing, better functionality, and better service. So why not take advantage of this now? We discuss:
- How to decide whether to renew your existing core contract or evaluate new options
- How to decide in-house or outsourcing
- If you decide to evaluate
- The current trends in the core vendor marketplace
- The five keys to successful core evaluations
- The mistakes to avoid
- For those that decide to renew
- How to get better pricing right now
- The three secrets to improving vendor pricing and performance through improved contracts
- The mistakes to avoid
- The vendor management guidance you need to be aware of
IS YOUR BANK MAKING A CORE DECISION BY JUNE 2019?
Are you frustrated with the return on your core vendor spending? Do you want to improve core utilization? Do you want to get better pricing on your renewal? Or perhaps consider other core vendor options? In today’s competitive environment, there is an incredible buyer’s market for better pricing, better functionality, and better service. So why not take advantage of this now? We discuss:
- How to decide whether to renew your existing core contract or evaluate new options
- How to decide in-house or outsourcing
- If you decide to evaluate
- The current trends in the core vendor marketplace
- The five keys to successful core evaluations
- The mistakes to avoid
- For those that decide to renew
- How to get better pricing right now
- The three secrets to improving vendor pricing and performance through improved contracts
- The mistakes to avoid
- The vendor management guidance you need to be aware of
Discover how Cornerstone Advisors can help your institution.
