Case Study

Our Advisory Services Uncovered Short- and Long-Term Wins For a $6 Billion Financial Institution Client

Client
$6 Billion in Asset-Size Financial Institution
Timeframe
Four-month engagement
Client's ask
Enhance current business card offering and assess commercial card opportunity as a new product offering.
Primary Challenges
  • Limited value-added services: The existing business card program lacks competitive features and benefits.
  • Market demand: Middle-market clients were requesting commercial and purchasing card products, which the institution did not offer.
Secondary Challenges
  • Underwriting limitations: The institution struggled with approving larger credit limits due to risk concerns and lack of clear underwriting policies.
  • Knowledge gaps: Limited understanding of program economics, including differences between business and commercial card structures.
  • Internal resource constraints: The bank’s team was stretched thin due to other high-priority initiatives.
Engagement
  • Market Overview: Analyzed industry trends and competitive benchmarks for business and commercial card programs.
  • Program Capabilities Assessment: Evaluated current business card program strengths, gaps, and improvement opportunities and reviewed commercial card features and functionality.
  • Opportunity Assessment: Assessed the potential benefits and feasibility of launching a commercial card program.
  • Vendor Assessment: Reviewed current business card processor capabilities and evaluated potential alternative vendors.
  • Strategy Development: Created a comprehensive strategic plan with a clear roadmap for implementation.
Unique Roadblocks
  1. Limited Internal Knowledge of Commercial Card Solutions: The bank’s leadership team lacked expertise in commercial card products and their associated value-added services.
    Our Solution: We provided hands-on education sessions and workshops to bridge the knowledge gap.
  2. Resource Constraints & Competing Priorities: Internal teams were focused on other organizational initiatives, limiting their availability.
    Our Solution: We structured the engagement with targeted, high-impact deliverables that fit within their bandwidth.
  3. Challenges with the Existing Business Card Processor: The processor was slow to respond to information requests, creating delays.
    Our Solution: We provided a detailed analysis of their capabilities and alternative vendor recommendations.
Outcomes
  • Quick Wins Identified & Implemented: Developed an action plan to enhance the existing business card program, improving client experience and competitiveness.
  • Compelling Business Case for a Commercial Card Program: Created a customized proforma projecting over $1 million in net income within five years.
  • Strategic Roadmap for Growth: Delivered a clear, actionable plan for expanding the card portfolio and launching new products.
  • Enhanced Industry Knowledge: Bank leadership gained a deeper understanding of the business and commercial card industry.
  • Long-Term Strategic Alignment: The engagement informed broader organizational planning and positioned the institution for sustained growth.
Conclusion

This engagement with our advisory services demonstrated how a mid-sized financial institution can strengthen its existing business card offering while strategically evaluating a commercial card program. By addressing underwriting challenges, program economics, and internal knowledge gaps, we enabled the bank to enhance its client value proposition, improve profitability, and position itself for long-term growth.

Our expertise in both strategy and execution ensures that financial institutions don’t just receive recommendations; they receive a clear, implementable plan backed by industry-leading insights. With this foundation, the institution is now equipped to expand its commercial card presence, better serve its middle-market clients, and drive sustained revenue growth.

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