5. Introduce investment-banking or capital-markets specialists when appropriate.
6. Expand the relationship through treasury, payments, lending, and advisory services.
7. Review account activity and relationship performance to identify additional opportunities.
5. Geographic Expansion
JPMorgan Chase has expanded Commercial Banking coverage across major U.S. metropolitan markets. A sales plan
based on this model combines local relationship coverage with centralized product and industry expertise.
6. Sales Performance Metrics
• New commercial relationships
• Client retention and relationship growth
• Revenue per relationship
• Deposit growth
• Loan origination volume
• Payments volume
• Investment-banking referrals
• Cross-sell penetration
• Share of client wallet
7. Integrated Banking Model
A central feature of the plan is connecting Commercial Banking clients with broader JPMorgan Chase capabilities.
Relationship teams can identify opportunities that require capital raising, mergers and acquisitions, payments, treasury
management, lending, or other specialized financial services.
8. Client Expansion Workflow
Stage
Primary Activity
Account Discovery
Analyze client profile, industry, growth plans, and existing banking relationship.
Needs Assessment
Identify financing, payments, treasury, liquidity, and strategic requirements.
Solution Design
Build a coordinated set of banking products and specialist services.
Proposal
Present a client-specific commercial banking solution.
Relationship Expansion
Add relevant products and specialist capabilities over time.
Performance Review
Measure relationship growth, client satisfaction, revenue, and product penetration.
9. Growth Focus
• Deepen existing client relationships.
• Expand into additional commercial markets.
