Tell me about a time you proactively identified a business client who could benefit from an additional banking product or service that they weren't currently using. How did you approach the conversation with your Relationship Manager and the client?

Situation

As a sales support intern at a local bank, I was assigned to assist a Relationship Manager handling mid-sized corporate accounts. One of our clients, a logistics company, only used a basic checking account and occasional wire transfers.

Task

My task was to help identify an opportunity to deepen the client relationship by offering a more suitable cash management solution, specifically an automated payment gateway that could streamline their freight invoice collections.

Action

I reviewed the client's transaction history and noticed they had over 200 incoming payments per month from shipping customers, but each payment required manual processing. I prepared a one-page summary showing the time and cost savings of an automated solution. I then scheduled a brief meeting with my Relationship Manager to present my findings, and we jointly proposed the product to the client during a quarterly business review.

Result

The client agreed to a pilot of the payment gateway, which reduced their invoice-to-cash cycle by three days. The RM also appreciated the proactive support, and I was asked to help with similar account reviews for two other clients.