Academic journal article ABA Banking Journal

"It's like CSI Banking"

Academic journal article ABA Banking Journal

"It's like CSI Banking"

Article excerpt

Mark Tryniski recalls thinking, "That can't be right," when he saw a report from a consultant he hired to do an "Advanced Earnings Methodology" analysis. As CEO of Community Bank System (CBS), then a $4.7 billion-assets community bank holding company in DeWitt, N.Y., Tryniski was astonished by some of the findings, including one showing minor fees being waived 80% of the time.


Tryniski, an accountant for 18 years in the Syracuse office of PriceWaterhouseCoopers before he joined the bank as CFO in 2003, says CBS has grown through numerous acquisitions over the last decade plus organically. The result: "bolting on" 75% more checking customers along with all the other product categories and policies that come with that.

"You're so busy making sure all the ATMs work," he says, that you don't do the detailed analysis of lost revenue opportunities inherent in expansion.

When Lodestone Banking Consultancy called on Tryniski, they stood out. The firm digs deeply into a bank's transaction data to ferret out revenue opportunities, he says, rather than repurposing other banks' best practices.

The bank has since been through two rounds with Lodestone of what Tryniski calls a "forensic revenue analysis. …

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