Full Agenda
1. Treasury Management (TM) Fundamentals
Explore the core concepts of Treasury Management, including how it differs from consumer banking. Learn about the types of commercial clients that rely on TM services, the essential functions of a TM department, and why every lender should care. We’ll break down how TM supports business clients, streamlines cash flow, and helps lenders offer more than just credit.
2. Treasury Management Products Overview
Gain a practical understanding of the most widely used TM products: lockbox services, ACH origination, wire transfers, positive pay, sweep accounts, remote deposit capture (RDC), controlled disbursement, and more. We’ll demystify these tools, explain how they benefit clients, and show how they can complement a lending relationship.
3. Selling Without Selling: Cross-Selling TM Services
Discover how to spot Treasury opportunities during lending conversations. Learn how TM revenue strengthens cross-sell ratios, which products are easiest to introduce, and how to talk about TM solutions without sounding "salesy." We’ll also cover how TM creates stickier, more profitable relationships.
4. TM’s Role in Bank Profitability
Understand how Treasury Management drives core deposits and generates valuable non-interest income. We’ll examine how TM helps your bank compete with fintechs, the cost-benefit analysis of offering TM products, and how a strong TM strategy supports overall relationship profitability.
5. Implementation and Client Experience
Dive into what happens after the sale: onboarding, documentation, demos, training, and ongoing support. We’ll discuss the risks of poor implementation, how to address common objections (like “this is too complicated”), and how regular TM reviews can strengthen client retention and uncover new needs.
6. Technology Trends Shaping the Future of TM
Explore how APIs, real-time payments (RTP), open banking, AI-driven fraud tools, and mobile-friendly platforms are transforming Treasury Management. We’ll look at where TM is headed in the next decade and how your bank can remain competitive—without being a megabank.
Delivery Method and Program Level/Content
This is a live, overview program. There is no prerequisites or advanced preparation needed. Each participant will receive a manual as a reference guide with vital information participants can use every day. The instructor will take time to discuss and answer questions that participants may have and will share important and practical information concerning the tax returns.
Continuing Education Credit
Attendees qualify for 6.5 hours of Continuing Professional Education (CPE) credit in the area of specialized knowledge and MUST be sure to sign in and out on the CPE attendance tracking sheet in order to receive credit. In accordance with the standards of the National Registry of Continuing Professional Education (CPE) Sponsors, CPE credits have been granted based on a 50-minute hour.
Tennessee Bankers Association is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors (150 Fourth Avenue North, Suite 700, Nashville, TN, 37219-2417). Visit their website at www.nasba.org.
For additional continuing education information, administrative policies or complaints, call the TBA education department at 615-244-4871 or 800-964-5525.