Relationships Profitability: The Holy Grail
Can you identify your most profitable customer relationships?
On average, only 20% of relationships are creating economic profit, and only 1% of those create most of that value, yet many institutions cannot accurately rank their relationships based on profitability. In a recent survey conducted by Kaufman Hall and FMS, 91% of institutions felt that they should be doing more to leverage profitability in their decision-making processes.
Join our webinar to learn how relationship management can transform your institution. We will discuss:
- Relationship Management: Practical strategies to better manage and analyze customer relationships
- Relationship Profitability: Measuring progress toward strategic goals through a more comprehensive look at customer contributions to overall profitability
- Relationship Pricing: How understanding relationships and each customer’s sphere of influence lets institutions quantify high and low-performing customers, allowing relationship managers to make more informed decisions when pricing new business
Ken Levey is a Vice President with Kaufman Hall, with a focus on the firm’s Axiom Financial Institutions Software products for banks and credit unions. His responsibilities include setting the vision and strategy for Kaufman Hall’s financial institutions software business. Mr. Levey leads product management for the Axiom Financial Institutions Software Suite, and works across functional groups to ensure the success of our software customers.
Mr. Levey has more than 35 years of experience in the financial institutions industry. His areas of expertise include analytics, business intelligence, Asset/Liability Management (ALM), Funds Transfer Pricing, and enterprise performance management; he also serves as an instructor for the Financial Managers Society (FMS) at their FMS-AMIfs Institute. Prior to joining Kaufman Hall, Mr. Levey was Senior Director for Banking Analytics at SAP BusinessObjects, where he was responsible for developing performance management and analytic applications for the banking industry. His previous experience includes serving as Vice President of Asset/Liability Management at Seamens Bank, and Vice President at IPS-Sendero (Fiserv), where he led development of the ALM system and managed the company’s ALM and Funds Transfer Pricing implementation and consulting departments. Mr. Levey began his career with the Financial Services Group of Bear Stearns in New York City.
Vice President of Sales for the Strategic Industries practice
Roy Berelowitz is Vice President of Sales for the Strategic Industries practice of Kaufman Hall. He manages sales of the firm’s Axiom Enterprise Performance Management (EPM) Software products to companies across multiple industries.
Mr. Berelowitz has 30 years of experience spanning financial services and software. His areas of expertise include EPM, financial and managerial accounting, strategic planning, funds transfer pricing, budgeting, forecasting, reporting and analytics, and customer and relationship profitability systems. He has designed, developed, and implemented profitability and pricing systems for banks of all sizes. Prior to joining Kaufman Hall, Mr. Berelowitz was a Sales Executive for Large Institutions with the Risk and Compliance division of Fiserv, where he managed the sale of EPM products to financial service organizations in the Western United States. His previous positions include Regional Sales Manager with Panorama Business Views, Co-Founder of Alacrity Financial Systems, and IT Project Manager for First Interstate Bank.
Mr. Berelowitz holds a B.S. in Economics from California Polytechnic State University in San Luis Obispo.
Registration to the live session includes:
- One online connection
- CPE credit for registrant
- Permission to reproduce the handouts and other written material for additional attendees at your
Only registered attendees of the live session can obtain
CPE credit. Attendees of FMS live webinars also receive two views of the On-Demand version of the program
they attend. Use this bonus feature to share the program with colleagues or as a refresher at a later date.
Instructions for viewing the on-demand session will be emailed to you at the conclusion of the live
|| Earn up to 1 hour of CPE
- Level: Basic
- Prerequisites: None
- Advance preparation: None
- Field of Study: Profitability
- Instructional Method: Group Internet Based
- Length: 60 minutes
For more information regarding administrative policies such
as concerns or refunds, call 800-ASK-4FMS (800-275-4367). FMS is registered with the National Association of
State Boards of Accountancy as a sponsor of continuing professional education on the National Registry of CPE
Sponsors. State boards of accountancy have final authority on the acceptance of individual courses.
Complaints regarding sponsors may be addressed to: The National Registry of CPE Sponsors, 150 Fourth Avenue,
North, Suite 700, Nashville, TN 37219-2417 Web: www.nasba.org.
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