Banking Success Stories

Portfolio Manager

$33 billion in assets

Challenge: Engaging with a new prospect in frozen food manufacturing, but didn’t know anything about the industry. Wanted to understand the prospect’s operation, including cash flow, their suppliers/buyers, and how they have been impacted by COVID-19.

VIQ Chapters Used: Call Prep Questions / Credit Underwriting & Risks / Financial Benchmarks / Banking Solutions

Result: Secured Commercial and capital financing opportunity for a new $20 million client.

Branch Manager

$88 billon in assets

Challenge: Wanted to learn more about an insurance agency/broker prospect to understand this industry and how to speak their language before engaging.

VIQ Chapters Used: Working Capital Summary / Call Prep Sheet / Industry Terms

Result: Was able to ask insightful questions to open up meaningful conversations about a line of credit and merchant services. Confident he’s won this potential customer’s trust and business, along with the referral to another prosperous business.

Relationship Manager

$33 billion in assets

Challenge: While preparing to speak with a lawnmower manufacturer, wanted to focus on understanding how COVID was potentially affecting the manufacturing cycle and uncovering other industry-specific trends. 

VIQ Chapters Used: COVID-19 info / Industry Trends / How Firms Operate

Result: Relationship is a work in progress but is anticipated to create opportunities in the future.

Portfolio Manager

$33 billon in assets

Challenge: Wanted to learn more about the education niche in order to take advantage of a growing number of opportunities in her region. Put a report together that included cash flow, trends, and forecasts to educate her team on the vertical, which ultimately helped them win the financing of a new charter school building.     

VIQ Chapters Used: Industry Trends / Industry Forecast / Working Capital / Capital Financing   

Result: Secured capital financing opportunity for a new $5.5 million client

Commercial Loan Underwriter

$10 billion in assets

Challenge: Reviewing the credit-worthiness of an acupuncturist prospect, an industry he’d never come across in his years as a banker, wanted to pinpoint this industry’s vitals.

VIQ Chapters Used: How Firms Operate / Industry Forecast / Industry Brief / Industry Trends / Working Capital / Financial Benchmarks

Result: Approved a $500,000 credit loan to help finance the acupuncturist’s real estate needs.

SVP of Commercial Banking

$5.5 billion in assets

Challenge: Wanted to learn more about how clients’ industries operate and the trends impacting them so she could have deeper conversations to better understand clients and their needs.

VIQ Chapters Used: Industry Trends / Industry Structure / How Firms Operate / Call Prep Questions

Result: Helped a $500k gardening center client organize their debt and restructure their loans.

Branch Manager

$5.3 billion in assets

Challenge: An art gallery prospect was trying to determine the ideal time to open a new gallery.

VIQ Chapters Used: Financial Benchmarks / COVID-19 Information   

Result: By sharing industry reports and actionable insights with the prospect, they concluded that they should delay opening the gallery until after the economy recovers from COVID. The seed was planted with her customer as a trusted advisor, however, and she expects she will win the business.

Relationship Manager

$8.5 billon in assets

Challenge: An optometrist client had aspirations to open their own brick-and-mortar store after operating out of a kiosk for several years, but could they afford it?   

VIQ Chapters Used: Industry Trends / Credit Underwriting and Risk / Working Capital / Financial Benchmarks   

Result: Putting all this information together into a pitch book for the client, was able to see the new $175,000 real estate deal through and help the client finance the building. Optometrist was so pleased with their experience, they referred other businesses to the bank.

Portfolio Manager

$166 billon in assets

Challenge: Wanted to know more about the industry landscape prior to a recent accounts receivable conversation with a commercial building contractor client.     

VIQ Chapters Used: COVID-19 Information / Industry Forecast / Credit Underwriting and Risks / Financial Benchmarks   

Result: By understanding what’s happening in her client’s industry and anticipating their potential needs, ultimately provided the client with an enhanced line of credit from $1mil to $2mil.

Financial Analyst

$166 billon in assets

Challenge: Some initial research pointed towards a construction and mixed manufacturing industry that may slow down early in the pandemic, making a loan to a client in that industry questionable. But was that the complete picture for the industry?  

VIQ Chapters Used: Industry Trends / COVID-19 Information  

Result: Found that there was actually an increase in construction demand, and thus was able to help approve a $2 million line of credit for a construction and mixed manufacturing customer.

Commercial Loan Officer

$1.9 billon in assets

Challenge: Before making any lending decisions, this loan officer needed to complete his due diligence research and understand the bigger picture of his tile contractor prospect.   

VIQ Chapters Used: Industry Trends / Industry Forecast / COVID-19 Information / Financial Benchmarks   

Result: Able to offer lines of credit totaling $1.5 million, with future growth and expansion expected for this tiling business client.

Credit Underwriter

$8.5 billon in assets

Challenge: Getting up to speed quickly prior to calls.     

VIQ Chapters Used: Full Industry Profile

Result: Helpful to understand business structure, typical borrowing needs, topics for discussion, insightful questions, and identifying potential risks quickly.

Branch Manager

$5.3 billon in assets

Challenge: Prospective customers were fresh out of college and had no collateral, but they believed they had a great business idea amid the pandemic: buy tents and party supplies for outdoor seating and dining. The banker needed to learn about this unique niche, but also wanted to help educate the prospective clients on the potential for this business idea.

VIQ Chapters Used: Financial Benchmarks / COVID-19 Information

Result: Having gotten their fledgling business off the ground, the entrepreneurs are experiencing exponential growth. Now are depositing checks of $120k with the expectation to expand operations.

Retail Branch Manager

$166 billon in assets

Challenge: While she spends time each day preparing and contacting existing clients to check-in and build trust, this branch manager wanted to quickly learn about the needs of a prospect with businesses in the adult care and adult education services niches, who was referred to her.     

VIQ Chapters Used: Industry Brief / Call Prep Sheet / Industry Trends / Credit Underwriting & Risks   

Result: Was able to understand their needs and earn their trust. Won relationships with both businesses, and the new customer also brought their personal accounts to the bank, totaling $30k in new business.

Branch Manager

$3.6 billon in assets

Challenge: When an existing real estate agency customer came into the branch to lean more about how the bank could potentially help his business, this branch manager needed to quickly learn more about how the client fit within the bigger picture of the real estate industry. 

VIQ Chapters Used: Industry Trends / Call Prep Questions / Working Capital

Result: By understanding the business owner’s potential cash flow needs, was able to successfully secure a $60,000 line of credit for the real estate firm.

Community Relationship Manager

$11.9 billon in assets

Challenge: Chile prepping for a meeting with a fire department prospect, this banker needed insights to understand and anticipate the prospect’s potential needs.  

VIQ Chapters Used: Industry Trends / COVID-19 Information   

Result: Learned that point-of-sale systems are a merchant services opportunity trending with other fire departments. Closed on a $50k new business checking deposit relationship with the new client and opened the door to other merchant services opportunities with additional fire departments in the area.

Treasury Management Officer

$5.5 billon in assets

Challenge: Wanted to have more personalized treasury conversations, but had little time to research the ins-and-outs of every industry she was calling on.  

VIQ Chapters Used: Entire Industry Profile   

Result: In just a matter of minutes, feels confident and prepared to exceed customer expectations by adding Vertical IQ into her call preparation routine and sharing the information with clients. Instantly makes meetings more impactful and shows the customer the valuable insight she has to provide.

Retail Bank Manager

$166 billon in assets

Challenge: Wants to be able to prepare quickly, yet effectively, for client calls and ask better questions.    

VIQ Chapters Used: Industry Trends / Bank Product Usage / Working Capital / Call Prep Questions

Result: With Vertical IQ as a part of her call preparation routine, was able to discuss ways to keep a graphic designer customer’s business safe, ultimately providing the client with a $50k line of credit.

Branch Manager

$3.6 billon in assets

Challenge: Wants to have more meaningful conversations while meeting with clients and cold-calling prospective clients.    

VIQ Chapters Used: Working Capital 

Result: Preparing by understanding a gas station owner-customer’s working capital and potential cash flow concerns led to a $80,000 line of credit deal.

Commercial Banking Manager

$5.5 billon in assets

Challenge: Needed insights on the dental industry to prepare for a client meeting and put together a targeted pitch deck.  

VIQ Chapters Used: How Firms Operate / Credit Underwriting and Risks / Call Prep Questions  

Result: Won over the entire relationship (real estate, business checking, and credit) for a $1.8 million dental practice client.

Branch Manager

$3.6 billon in assets

Challenge: Wants to help business owners who need a guiding hand to understand their industry and grow their company.  

VIQ Chapters Used: Working Capital / Financial Benchmarks

Result: Helps her feel like she’s known an industry for years while not being overloaded with too much information. Helps sow the seed as a trusted advisor and build relationships in the community.