11/18/2015

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ERIN FERRELL, TREASURY MANAGEMENT CONSULTANT

Question, Listen, Diagnose & Advise

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OVERVIEW

Evolution of Treasury Management Sales

The Working Capital DNA Model

Market response to Working Capital DNA

Question, Listen, Diagnose & Advise

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HOW TREASURY MANAGEMENT USED TO SELL

Process Perspective

Large decks

Solutions without knowledge

Pitching “Product of the Day”

Lots of “US” talking

Product Perspective

Fast Follower

Missing Components to

Solution Set

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Question, Listen, Diagnose & Advise

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OUR MISSION AND VISION

U.S. Bank is uniquely positioned as a strategic

partner as we view payables and receivables solutions holistically, and

make recommendations based on optimizing the entire working capital process.

Question, Listen, Diagnose & Advise

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THE WORKING CAPITAL DNA ENGAGEMENT ROADMAP

Ask questions and listen to client’s process

Map a complete AP /AR model

Engineer working capital

strategy

Advise based on client’s unique

business

Provide Working Capital

Advantage & future vision

Question, Listen, Diagnose & Advise

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OUR APPROACH

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Question, Listen, Diagnose & Advise

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THE DISCOVERY MEETING

Question, Listen, Diagnose & Advise

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THE RECOMMENDATION MEETING

Question, Listen, Diagnose & Advise

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CLIENT REACTIONS

THIS IS EXACTLY WHAT I

WAS LOOKING FOR!NOT JUST TRYING TO

DECIDE ON A PRODUCT

BUT LOOKING FOR A

LARGER STRATEGY…

We also separated ourselves from the other

banks during the sales process and provided

a holistic approach to their payments process.

As we all saw yesterday, these

meetings are truly effective in

understanding the client's process

and their initiatives.

NO OTHER BANK TOOK THE TIME TO COME IN AND DO THIS

NO BANK HAS EVER COME IN AND OFFERED SOMETHING LIKE THIS

We really appreciate the true partnership this meeting showed

This process shows clients what can be done

for them that currently isn’t being done

I was skeptical but after seeing the

process – I am a believer! This tool is a silver

platter to serve up

value.

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Question, Listen, Diagnose & Advise

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Best Integrated Working Capital Management Solution!

U.S. Bank Working Capital DNA

Question, Listen, Diagnose & Advise

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Examples of Common Recommendations

Transition check payments to electronic

• Card, ACH, outsourced check processing

Multiple deposit capture points with deposit identifiers

• Remote deposit, lock box

Zero balance sweep structures

Insight in to accounts

• Online access, mobile alerts, real time methodology

Methods to mitigate fraud

What is a U.S. Bank Working Capital DNA Engagement?

Our Working Capital DNA Engagement is an efficient, two-step approach to

understand and analyze your current payables or receivables processes resulting

in a customized analysis and strategy designed to optimize your working capital.

At U.S. Bank, our unique engagement provides a platform to quickly identify

opportunities for increased process automation and efficiency in addition to

delivering a tangible ROI and productivity benefits. Our holistic approach

results in recommendations to optimize working capital while supporting

your organization’s culture and desired end-state.

Working Capital DNA® OVERVIEW

Experience the Transformation

Take advantage of our customized Working Capital DNA® Engagement

What happens at the Discovery Meeting?

The Discovery Meeting is a short 60 – 90 minute meeting to explore your current processes and goals. The meeting is an interactive experience designed to explore your internal processes at the right level to uncover potential optimization points and drive your costs lower. There are no upfront preparations required and the meeting is conversational. Our questions are based on your day-to-day activities.

What you will receive at the Recommendation Meeting?

During the Recommendation Meeting you will receive a full analysis from our treasury management team identifying best practices and a complete working capital advantage report including tailored recommendations from our industry experts. The meeting typically lasts an hour or less.

Who from your organization should attend these meetings?

Individuals within your organization who can speak knowledgeably about the entire process should attend the meetings.

U.S. Bank Working Capital DNA is a registered trademark of U.S. Bank National Association. Deposit products offered by U.S. Bank National Association. Member FDIC.

©2014 U.S. Bank National Association. All Rights Reserved. 7135 (4/14)

usbank.com

Now is the time to experience the U.S. Bank Working Capital DNA transformation.

For more information, contact your U.S. Bank Treasury Management Consultant.

Payables

•CFOand/orTreasurer

•AccountsPayableManager

•PurchasingManager

Collections/Receivables

•CFOand/orTreasurer

•AccountsReceivableManager

•CashApplicationsManager