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Use Commercial Banking Relationship Solution for Unified Relationship Management Experience
Discover how the features of the Commercial Banking Relationship Solution work together to help relationship managers grow business relationships and unlock cross-sell opportunities.
Use Case: The Apex Logistics Expansion
A Senior Relationship Manager wants to ensure that as Apex Logistics executes a major international acquisition, the bank secures the new cross-border financing business, while seamlessly managing the client's current complex local lending and Forex Exchange (FX) needs.
- Establish a single source of truth: The relationship manager opens the Apex Logistics account and reviews the Timeline component. This visual history consolidates past touchpoints, recent wire transfer issues, and FX rate inquiries, eliminating the need to dig through emails or spreadsheets to understand the client's history.
- Formulate a strategic plan: Using Business Relationship Plans (BRP), the relationship manager reviews active objectives for the account. They quickly see the established goal to transition Apex from local lending to international trade finance, providing immediate strategic context before meeting with the client.
- Track business transitions: On the corporate profile, Business Milestones act as the
relationship manager's radar.
- Apex's Milestone: Logging the 'International Acquisition - Vietnam' milestone visually alerts the Credit and Treasury specialists that the client's risk profile and financial needs have fundamentally changed.
- Capture institutional memory: The relationship manager holds a lunch meeting with the CFO. Using Interaction Summaries, they log the client's need for $5M in financing and FX hedging. By applying Interest Tags (#MergersAndAcquisitions, #TradeFinance, #FX), they ensure any associate can understand the client's new direction and the client is automatically routed to relevant marketing campaigns.
- Drive account growth: Using the Business Relationship Plan, the relationship manager acts on the new insights. They update the FY26 account plan, shifting the strategy from 'Maintenance' to 'Aggressive Growth/Financing', turning a piece of conversational news into a visible, bank-wide strategy.
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