Three Ways Banks can Support Innovation in Their Markets

Why did Willie Sutton, famous bank robber from the 1920′s to 1950′s, rob banks? “Because that’s where the money is.” Sutton, by the way, denied the quote. But we can’t deny it’s true. Financial institutions remain the place to go for money.

So why do FIs opt for the sideline in participating more fully in innovation? I recently wrote on these pages that FIs should develop Shark Tank like processes to get early stage equity capital into the hands of nearby entrepreneurs to fuel growth in local markets.

But bankers generally don’t like to be at the tip of the spear in product and service offerings. In many cases, it’s far too risky to undertake a strategic direction that has been untested. The potential for failure is greater. So we opt for making incremental improvements to business as usual. But in my opinion, business as usual is a riskier course. Better to innovate and go out swinging, than to remain mired in the past and go out with a whimper.

But there are some leading edge bankers to use as your guidepost. Take Silicon Valley Bank in Santa Clara, California. Here is a bank that nurtures start-ups from the garage to global distribution (see picture from their investor presentation). Through their Accelerator Solutions, they package products, expertise, and connections into one business unit to improve the likelihood of start-up success. The bank has maintained an ROA at or near 1% throughout the financial and economic doldrums.

SVB 3Q12 Investor Pres Niche Slide

I understand SVB’s location allows them to specialize in serving tech start-ups and venture capital firms. But innovation need not start in northern California. In fact, I would put to you that this region benefits tremendously by having nearby support systems that foster innovation. Your markets can too. And why can’t it start with your FI?

Here are three things I think your FI can do to foster greater innovation in your markets that can drive economic prosperity, and therefore your success, for generations:

1.  Develop specialized expertise within your FI to help entrepreneurs get their businesses off of the ground;

2.  Create flexible product packages to make banking simple for early stage companies;

3.  Find creative means to get capital in the hands of promising companies. This can be done through equity funding similar to what I proposed in my Shark Tank post, partnerships with various VC firms and institutions such as nearby insurance companies, factoring firms, etc., or outright balance sheet lending so long as you put a wall around the risk.

Should we continue to lament about our local economies or should we do something about it?

P.S. Subsequent to this post, Inc. Magazine published an article It Might Be Time to Break Up With Your Bank describing great alternatives to bank financing for small businesses. Why can’t we either do this lending or develop relationships with reputable lenders, as determined by our due diligence, and serve as brokers to this financing and advisers to our client?

*This blog was originally posted on Jeff for Banks

About Jeffrey Marsico: Mr. Marsico specializes in strategic planning, process improvement, performance measurement, and financial advisory. He has over nineteen years of financial industry experience, including: IT, Trust operations, retail branch management, strategic planning, financial institution M&A, consulting, and capital formation. He served seven years in the US Navy, earning three Navy Achievement Medals and other various commendations. He received a B.A. from the University of Hawaii and an MBA from Lebanon Valley College and serves on the faculties of the Pennsylvania and North Carolina Schools of Banking, and the ABA School of Bank Marketing Management.

Jeff can be found on his blog at: Jeff for Banks or the The Kafafian Group

 

Stability, Meet Innovation

Think financial services and technology—the two industries have so much to do with each other, yet in some ways they couldn’t be further apart.

To see that strange level of symbiosis, you need look no further that the testimony offered by Paul Volcker, former chairman of the U.S. Federal Reserve, to a British parliamentary commission recently. In sum, Mr. Volcker is distinctly unimpressed by much of the “innovative financial engineering” found in capital markets these days. He believes that unless things change, financial institutions will commingle their accounts with the retail side of the business, and that will cause broad-scale problems.

Long lionized as an elder statesman of the industry, the former Fed chairman is widely credited with holding down inflation during his long tenure, and in that time earned praise (and some criticism for his regulatory stance) from both sides of the political aisle. Even in his ’80s, he led what was then called the Economic Recovery Advisory Board (now known as the President’s Council on Jobs and Competitiveness). Most famously, he is the force behind the Volcker Rule, a section of broader regulation that restricts U.S. banks from making certain investments that don’t benefit their customers.

So why is someone so visionary opposed to “innovative financial engineering?” This is perhaps where the chasm between technology and financial services is widest.

Think about it: Every corner of the technology industry thrives on innovation, and it is always understood that there’s a price tag attached. The new inevitably replaces the old, whether it’s a smartphone upgrade or an entire platform shift. In fact, ‘old’ is a relative term, since there’s always a next big thing or a new/new thing just around the corner. And we all want it that way; this is an industry where ‘disruptive’ technologies get complimented and bankrolled.

It’s not that the issue of regulation doesn’t come up occasionally—the government has certainly kept Microsoft’s lawyers busy for a long time with antitrust concerns, among other examples—but by and large new companies emerge by dint of merit and proudly take on a leadership position. That’s how it was with Microsoft, Google, Facebook, Apple and many others. Even the industry’s brightest minds have no idea what the next name in that pantheon will be; but you can bet that whatever technologies it offers will be not just innovative but disruptive. They’ll prompt (even force) everyone else to change, and that’s a good thing.

The one constant in all this change is that somehow, while the new gadgets and capabilities are always better and faster, they’re also cheaper. New companies and new technologies—all innovative, many disruptive—emerging on a regular basis, radically enhancing the entire landscape while cutting costs: How many other industries can we say that about? Financial services?

Well, these upstart start-ups couldn’t exist without financing, as the fine folks on Sand Hill Road in Menlo Park, the Flatiron district in New York and other hubs of venture capital can attest. There’s also tremendous risk involved; for every one Facebook that generates billions and changes the world, there are many that go nowhere. But still, the stark difference is the way the two industries operate (and are judged)—innovation and disruption is great in one and perilous in the other.

While there’s plenty of action at lower levels, most of the names at the top of the financial services industry pyramid have remained unchanged for decades. The only changes come when some conglomerate merge, or venerable companies go under through too many bad investments. For the most part, what we see now is what we’ve seen for a long time.

Mr. Volcker surely has a point about innovative financial engineering gone bad, but are there alternatives? Will stability in the financial services industry always mean essentially the same set of companies making cautious moves, while the technology side exercises rampant creativity to shift the paradigm regularly? Or can each industry learn more from each other?

 

What do you think? Let us know by tweeting at @bankingdotcom or posting in the comments below.

Malcolm Gladwell and Banking: 3 Key Ingredients for Mass Market Innovations

Malcolm Gladwell, author of Blink, The Tipping Point and Outliers, presented at the Intuit Financial Services National Conference this week in Los Angeles. In the session, Gladwell challenged the audience’s thinking around innovation with case studies from Israel’s Bekaa Valley air battle in 1982, to the development of the Mac computer, to NCI’s cancer research breakthroughs in 1965, to the creation of Facebook.

Gladwell highlighted three key ingredients for successful mass market innovations:

1) Being a tweaker instead of an inventor. The most brilliant inventors often don’t know how to put ideas into practice. Tweakers, on the other hand, are highly effective at taking an existing idea and working collaboratively to make it better for the masses.

2) Lack of material advantage is often an impetus for innovation forcing you to be creative on how you approach a problem.

3) Being third to market is actually an advantage over being first. Wait to see where the market is going and then jump in with your innovation that improves on what is already out there.

For financial institutions that don’t have the same budgets as a large corporation to develop new technologies and services for customers, Gladwell’s advice can be heeded as they tap into the latest innovations on the market.

What is your experience with bringing new products to market? Does your FI have “key ingredients” to tapping the latest innovations? Let us know in the comments section below.

Fueling Innovation and Growth in the Cloud

How does a company transition from strictly desktop software to one that today generates about 60 percent of its revenue in connected services?

Delivering a keynote at All About the Cloud, Intuit CIO Ginny Lee talked about Intuit’s journey from desktop to anytime, anywhere access on any device and how the company is fueling innovation and growth in the cloud.

Whether you’re running a cloud business or transitioning to one, Lee stressed the importance of:

Mindset – IT plays a critical role in enabling growth and a great customer experience. Therefore, put customers at the heart of everything you do. Think business first, tech second.  Be explicit about roles and hold everyone accountable.

Innovation – Break down the barriers to innovation by creating tools that foster rapid prototyping and innovation both inside and outside of your company. Tap into the vast ecosystem of external developers at the ready to help create great offerings.

Data – The nature of data is maturing and how you use it can be a competitive advantage. Intuit embraces data driven innovation and looks beyond basic reporting to data driven actions and insights.

Check out her presentation below.

*originally posted on the Intuit Network

About Holly Perez:

Holly loves sharing stories about Intuit’s connected services and growth. When she’s not tweeting from @IntuitInc, you can find her chasing after good bargains and her two boys.

Inside the Innovation Gallery Walk

Intuit recently held an Innovation Gallery Walk in New York City, where the company walked the media through hands-on demonstrations of new products and services. Former CNN reporter Bill Tucker takes a look inside: