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The 2003 WIB Annual Conference for Bank
Presidents, Senior Officers & Directors was a terrific success. Whether you
attended and missed a handout, or if you were unable to join us in Arizona, you can
view and print any of the following session handouts that were provided to WIB
electronically (just click on the session title). For a complete list of all
sessions presented at the conference, click
here.
These are presented in Adobe Acrobat format,
so you will need to have Adobe Acrobat Reader in order to view them.
If you do not have Adobe Acrobat Reader installed on your
computer, follow the link below for a free copy:
Concurrent
Sessions Directors
Workshops
Hot
Forum Sessions
GENERAL SESSIONS
Take a Wild Ride Through a World Where Dogs Have Cell Phones
Dr. Lowell B. Catlett - Regent’s Professor, New Mexico State University
Our speaker will keep you on the edge of your
seat by talking about the changing demographics, technology, and economics
that are impacting customers’ needs. Lowell will share with you why your
greatest risk is that you will treat them as yesterday’s customer. You will
take a wild ride through a world where people want to live in "yogurt
cities", marriages exist only in cyberspace, and dogs have cell phones.
Lowell is an economist, futurist and Regent’s
Professor at New Mexico State University. He works nationally and
internationally with leading corporations and organizations doing futuristic
planning concerning the impacts of technology on careers, lifestyles and the
economy. Lowell has been a visiting professor or delivered presentations at
over 50 of the nation’s leading universities including Harvard, MIT, and
Cornell.
Maverick Marketing: Creating a
Unique Personality for Your Brand
Terri Langhans - Head Honcho, BlahBlahBlah
(Now that we have your attention, we
want you to know that the name of Terri’s company is in fact "BlahBlahBlah"
and she is the "Head Honcho.")
Handout
To the customer, banks all look alike, sound
alike and offer the same stuff. In fact, to customers, every company out there
"marketing" itself essentially says the same thing. The concept of
Maverick Marketing is all about standing out, being different in a way that
attracts customers and ultimately builds the brand. Ms. Langhans will zero in
on effective and specific strategies to distinguish your bank, its products
and services from the competition; influence choice and increase response;
create a unique personality for the brand; and communicate the personality in
tangible ways, not just in marketing communications. You will walk away
encouraged and equipped with creative ideas and tangible tools that will make
your marketing more effective and messages more memorable. Both of which will
lead to more business!
Negotiating in the Banking
World - The Key to Profitability
Robert Gibson, Negotiation Resources
In order to “Win the West”, community
bankers need to know how to negotiate not only to get the business, but also
get it with good margins and maintain the relationship. Bob’s presentation
will highlight the skills and abilities needed to accomplish these objectives. The importance of conducting successful negotiations with customers,
co-workers, hard bargainers, and within your own management team and board cannot be overstated! Your bank has never had more competition than today. Because of that,
your people need to be better negotiators than ever before. The simple fact is
- you don't have a choice as to whether or not they negotiate...your only
choice is whether they do it well, or poorly. This session will start out our
day with take home substance delivered to you with humor and style.
CONCURRENT
SESSIONS
Leading the Charge for Outstanding Customer Service
Karen Hollingsworth - VP, Performance Excellence, Clarke American, 2001 Malcolm
Baldrige National Quality Award Recipients
As a CEO, do you think your customer service
program meets the benchmarks required to adhere to the strict standards of
companies who earn the coveted Malcolm Baldrige National Quality Award?
Learn proven techniques and management practices that incorporate the right
disciplines into your culture to achieve award-winning excellence in customer
service. Learn how one company achieved this world-class award by
incorporating these criteria into every aspect of the business.
Training Tomorrow’s Bankers
Hank Hoell - Libertybank (Moderator)
Richard T. Houston - Peopleassets
Robert
Leet - The Mechanics Bank Presentation
Where is the next generation of bankers going
to come from? The large bank management training programs used to be fertile
ground for finding well-trained bankers. But, times have changed. Bank
management now needs to use other methods to find, train or retrain the
lenders and leaders of tomorrow! This session will focus on ways to accomplish
these objectives.
Good, Bad & The Ugly: IT Security Talk for CEOs
Ruth Razook - President & CEO, RLR Management Consulting, Inc
Michael Johnson - Principal, Operational Risk & IT Supervision, Federal
Reserve Bank of San Francisco
Handout
We hear CEO’s saying again and again,
"We have heard about Information Technology Security for awhile, we know
what it means and have everything we need in place." But the real
questions are: Do you really know what is required? Do you know what the
regulators are looking for? Do you have the controls in place to mitigate your
risk? Come and hear from the experts what you, as a CEO or board member really
need to know.
Streamlining the Lending
Process
Richard Sprayregen - Director of Financial Institution Services, Moss-Adams
LLP
Growth and branch expansion, merger or
acquisition, Holding Company or not, streamlining the process of making
loans is imperative to your financial institution. Richard Sprayragen will
cover all aspects from simplifying the initial application, establishing
flexible parameters and custom scoring models to automating borrower financial
statement analysis and linking loan policy to the real world. Richard’s
expertise in working with community banks will contribute a great deal to this
informative presentation.
High Noon: The Battle for the Corporate Customer
Charles Wendel - President, Financial Institutions Consulting, Inc.
Many big banks in the West have gotten over
their internal organizational issues and are now putting their extensive
resources on the customer. The competitive environment is getting tougher for
smaller banks. As the big banks "get their acts together," community
bankers can no longer rely on big bank mistakes as their best source for new
commercial customers. This session outlines why and how the major banks are
refocusing on the customer and recommends some practical options for success
for community bank players.
The
Sarbanes-Oxley Act: What You Need to Know Now
Norman B. Antin & Jeffrey D. Haas, partner, Kelley Drye &
Warren LLP
Dr. Douglas V. Austin, chairman & CEO, Austin Financial Services, Inc.
Our panel will present up
to minute overview on how this law and the resulting regulations are impacting
banks. The primary question that we have asked our panel to address is: As a
bank board member and/or CEO what do I need to do differently now? The focus for the session will be SEC reporting banks, but will also be
helpful to non-reporting banks in understanding the emerging trends in
reporting and corporate governance.
Click
here for the California Corporate Disclosure Act
DIRECTORS
WORKSHOPS
Optional Workshop:
Directors
& the Audit Committee
Susan Cordonnier, Audit Services
Partner, Perry-Smith LLP
John Bley, IntegraAdvisors LLC
This workshop will explore the relationship
between the audit committee, the board, senior management and your bank’s
independent auditors. During this interactive workshop, the instructors will
discuss the scope of the Audit Committee’s responsibilities, AICPA & SEC
rules, and FDICIA regulatory reporting. The workshop will conclude with a
discussion of audit committee best practices and how the Sarbanes-Oxley Act
has impacted your participation and responsibilities.
Directors & ALM
Thomas F. O’Neill - Partner, Sandler O’Neill & Partners
Few topics elicit more passion and confusion
than does interest rate risk. Also referred to as ALM, or Asset-Liability
Management, rate risk is rampant with jargon, convoluted concepts,
misconceptions and technicalities that obscure rather than clarify the bank’s
exposure. More than just a regulatory requirement, it is an important part of
the director’s responsibilities to know and understand the bank’s risk
exposure in order to protect the shareholders’ interests.
The objective of this presentation is to cut
through the jargon, expose the misconceptions and present interest rate risk
so that it is clearly understood and easily monitored by the board.
The Role of the Board in
Lending
Dr. Douglas V. Austin, chairman & CEO, Austin Financial Services, Inc.
Does your board have the
expertise necessary to act as check and balance to the loan officers? How can
you safeguard underwriting quality by combing your staff’s professionalism
and the directors’ supervisory role? Dr.
Austin, a nationally-known banking consultant and author of 17 books and over
750 articles, will help you make sure that officers and directors are
operating in a teamwork fashion, while not dunking directors in over their
heads.
Directors & Risk Management
Forest E. Myers - Economist, Federal Reserve Bank of Kansas City
Identifying credit, market and operational
risk is important to a bank’s success. This session provides directors with
basic tools to judge the effectiveness of operational risk management
practices at their banks and to be good questioners in order to help identify
poor management practices. The discussion will define operational risks, list
some red flag of poor risk management practices, outline elements of a good
risk management system, and set out matters that examiners look for in their
review of a bank’s risk management. Real life bank examples of mishaps,
missteps, and miscues are used to emphasize points made during the discussion.
Included with the presentation is a brief exercise that lets directors take a
beginning step in evaluating the effectiveness of operational risk management
at their banks.
HOT FORUM
SESSIONS
Growing
Superior Talent: Developing the Next Generation of Banking Professionals to
Build a Competitive Edge
Richard Houston, President, PeopleAssets
Innovative
banking products and memorable service result from bright minds, superior
management and a culture that breeds creative solutions. Banks that adopt a
professional strategy with regard to the development of people assets will
reap the benefits of top tier talent.
This
session will describe proven methodologies for selecting, developing and
retaining highly competent banking professionals. Cultural attributes of top
performing banks will be identified. Specific attention will be focused on the
"so what?" question. What's the payoff from training programs? A complimentary self-assessment profile will be offered to attendees.
Finding
Untapped Potential in the Middle Market Customer
Joe
Gillen, Founder & CEO, Pinnacle Financial Strategies
As
banks battle it out over high-value customers, they are overlooking a
profitable opportunity in the much larger middle market customer segment. In
this session, Joe Gillen brings more than 20 years of banking and financial
expertise to his perspective on how banks can build effective and profitable
relationships with middle market customers through fee-based services that
meet these customers’ unique needs.
This
session will cover:
1. Identifying your profitable and potentially profitable customers.
2. Marketing fee-based services to your middle market customer.
3. Building customer satisfaction among your middle market customers.
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