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Treasury management buying behaviours of small to mid-sized companies
Journal of Payments Strategy & Systems,
6
(4),
368-376
(2012)
Abstract
Based on a survey of 294 treasury management (TM) buyers at US companies, the authors believe banks have an opportunity to adapt sales models more closely to their clients’ buying behaviours. Buyers want their primary bankers — typically relationship managers — and not just TM specialists to make recommendations based on a direct knowledge of their business. Bankers can, however, make much greater use of telephone and e-mail throughout the sales process.
Keywords: treasury management; cash management; market research; commercial customer buying behaviour
The full article is available to subscribers to the journal.
Author's Biography
Steve Ledford is Senior Vice President of Product Development at The Clearing House, LLC, and is leading development of a Real-Time Payment System, which will be implemented in 2017. The Clearing House (www.theclearinghouse.org) is a banking association and payments company that is owned by the largest commercial banks and dates back to 1853. The Clearing House Payments Company, LLC, owns and operates the core payments system infrastructure in the USA and is currently working to modernise that infrastructure by building a new, ubiquitous, realtime payment system. The Payments Company is the only private-sector Automated Clearing House operator (ACH) and wire operator in the USA, clearing and settling nearly US$2 trillion in US dollar payments each day, representing half of all commercial ACH and wire volume. Its affiliate, The Clearing House Association, LLC, is a nonpartisan organisation that engages in research, analysis, advocacy and litigation focused on financial regulation that supports a safe, sound and competitive banking system.
