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Posts by Derek Frost

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Derek Frost is Senior Director and Executive Advisor with the Council on Financial Competition. For almost 15 years, he has helped retail banking and insurance executives around the world develop and execute their most important initiatives. Building on his prior experience advising executive teams on improving performance across sales, customer service, segmentation, proposition development and other retail banking investments, Derek has most recently worked with executives to identify quick-win tactics for boosting branch sales. He has also led discussions with leadership teams about how to best address the needs of the “post-crisis” consumer. Derek holds a bachelor’s degree from the University of North Carolina at Chapel Hill and a doctorate from the University of Connecticut. He has been with the Corporate Executive Board since 1996.

Consumer Banking Posts

Smokin’ in the high school parking lot

LEGAL badgeI was speaking with a friend the other day about the proposed financial regulations here in the U.S., including the creation of a Consumer Financial Protection Agency.  Industry opposition to the CFPA brought to mind an incident in high school.

A monitor was hired to patrol the student parking lot before first period and again during lunch hour.  Her job?  To make sure the kids who gathered there didn’t smoke.  The plan caused the kind of uproar you might expect from rebellious teenagers, with the president of the student council likening the monitor to Orwell’s Big Brother.  When council representatives met with the principal to complain (assuring him that of course they didn’t smoke), he asked them, “So what are you worried about, if you’re not doing anything wrong?”  The controversy was quickly forgotten and the monitor became a regular fixture, winning everyone over (the non-smokers, anyway) by handing out free candy on Halloween and Saint Valentine’s Day.

The moral of the story?  Forward-thinking banks and credit unions already cast their relationships with customers and members as a fair and transparent exchange of value; they’re not worried about the creation of an agency meant to clamp down on practices they’ve shunned anyway.  As Bloomberg’s Susan Antilla wrote in her column on January 25, “Among [the CFPA’s] goals, which in some sections read like a treatise against loan-sharking, are to truthfully explain costs, benefits and risks of financial products to consumers and to do it all in plain English.”  In short: that is nothing earth-shattering, nothing that will change the way reputable institutions already do business.

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Consumer Banking Posts

Take Two Aspirin and Call Me in the Morning

Snap17Our practice manager, Sharon Chinn, referred to me in her recent post as resident doctor of consumer banking.  I’m flattered!  I only wish that the challenges faced by today’s bankers were amenable to that old-fashioned prescription, “Take two aspirin and call me in the morning.”

I’ve had the chance during the last several years to interact with hundreds of executives at banks, credit unions, cooperatives, and cajas.  It’s been interesting to track the patterns of what’s been cooking on their proverbial front burners.

Challenges have typically been similar across geographies, as well as distinctly cyclical.  It really didn’t matter where you went: with a few exceptions, the same issues tended to resonate across our membership at roughly the same time.  At the turn of the century, it was all about getting on “the Net” (funny how that term sounds dated now!).  Next came CRM, the customer experience, and (by 2006) strategies for continued growth in an environment about to turn.

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