Primacy is a buzzword at a lot of commercial banks these days, but what does it mean, exactly? What truly determines primacy? And what do banks need to do to achieve it?
Commercial bankers customarily work hard to protect margins on their loans. But in the current environment, is there a case to be made for booking deals even if it means giving on margin and coming in below return targets?
Bankers often use the promise of additional cross-sell to make commercial loan deals work. But those promised accounts often never show up. Why do banks struggle so much with this critical final step?