M Z BIERLY CONSULTING, INC.
MALVERN, PA

Founded in 1988 by Buck Bierly and headquartered in suburban Philadelphia, MZ Bierly Consulting, Inc. help Financial Institutions build the Market Development and Relationship Development Processes that create both a differentiated brand and sustainable growth in Commercial Banking Markets. We help our clients. . . Take the next steps in building the day-to-day Relationship Development processes that focus Commercial and Business Bankers on the “right businesses” with the “right conversation.” Build a different conversation with the businesses that match the Bank’s risk and revenue contribution criteria. . . conversations that a provide a deeper understanding of both the business and the business owner. Our success over the last 28 years has been driven by an obsession. . . stay ahead of the issues and trends in the rapidly changing financial sector and provide our clients with a view of the changes on the horizon and with the adjustments necessary to respond faster than their competitors. As Market Development specialists we have helped hundreds of financial institutions take the next step in their Market Development Processes and then to adjust their day-to-day business development processes from the Executive Suite all the way to the Market Teams. We Are "Hands-On" Commercial Banking Experts Our consultants have extensive experience in commercial and business banking – we understand the challenges commercial bankers face. We not only provide real how-tos, we help you implement them across your entire commercial banking team. As a sales and marketing manager, he acquired a reputation as a business development troubleshooter and was frequently assigned to business units that required significant improvement in revenue generation. He was also the Director of Chapters and Memberships for the Risk Management Association (RMA) where he built a series of programs to address business development issues. Some of the programs he developed include Real Estate Fundamentals, and Problem Loan Strategies. Before joining RMA, Ned spent two years with The Richardson Company, delivering sales, sales management and negotiations training to bankers in the U.S., Canada and various countries in Latin America. and Ned Miller are frequent speakers at banking conferences and bank sales meetings. They have a reputation for delivering sales and sales management “how-to’s” in a dynamic, engaging manner. Offering a range of keynote, half-day and full-day programs, their approach helps salespeople and sales managers gain a competitive advantage in every step of the sales process. The “how-to’s” are the result of 25 years of commercial sales, sales management ABA 17th Annual Small Business Banking Conference The presentation that Buck Bierly and Dan Carmichael, SVP, Regions Bank, gave at the American Banker/ RMA 17th Annual Small Business Banking Conference will be of interest to bankers trying to build an effective partnership between small business bankers and their credit partners. Tracking and evaluating approval rate percentages across small business sales teams Sharpen Your Small Business Focus: Practical Tools to Differentiate Your Bank In their talk, which was titled “Sharpen Your Small Business Focus: Practical Tools to Differentiate Your Bank” they reviewed: Recent market research on the attitudes of small business owners How banks are training and coaching their small business calling teams to deliver more value to business customers A Differentiated Experience with a Bank and a Banker has shifted from a “product/solution conversation” to a different type of conversation. . . a conversation with Business Owners that brings business insight, business acumen and unsolicited ideas to the table. A rapidly changing world, a changing economy and a highly competitive banking environment have changed the rules of engagement in Business and Commercial Banking. A focus on products/solutions has become increasingly ineffective for retaining, expanding and acquiring significant business relationships. A Differentiated Experience with a Bank and a Banker has shifted from a “product/solution conversation” to a different type of conversation. . . a conversation with Business Owners that brings business insight, business acumen and unsolicited ideas to the table. Changing the Focus of Engagement…We help Commercial Banking Teams build and sustain a focus on the “Right Businesses with the Right Conversation”. Business Owners have Changed. Buck himself is an expert in the art of sales, delivers consistent messages to our management teams, and continues to help us to elevate our skill sets, modifying the sales coaching program as the environment that we work in continues to change.” Buck himself is an expert in the art of sales, delivers consistent messages to our management teams, and continues to help us to elevate our skill sets, modifying the sales coaching program as the environment that we work in continues to change.”