Education & Events

Cash Management: How Sales, Operations and Technology Can Collaborate to Generate More Fee Income

Jul 16, 2019
8425 Woodfield Crossing Blvd., Suite 155E
Program Overview: 

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During this presentation, you will gain a more in-depth knowledge of Cash Management (aka Treasury Management) products and services. You will learn about all the Cash Management products and services available in the marketplace, identify the products and services your community bank currently offers, what you’re missing, and come up with strategies to implement and offer the right products and services for your business clients. You will also learn how the most important products interact with technology.

You will walk away from this presentation with a deeper knowledge of Cash Management and conducting a risk assessment on any new products. You’ll also bring ideas back to your bank on how to market Cash Management products and services to your business clients and ways your team can work better together knowing how critical each area is to the success of the implementation and sale of these products and services. You will learn to maximize your Cash Management products to generate more fee income for the bank.



  • What is Treasury Management (aka Cash Management)?
  • The Evolution of Cash Management/History/Background
  • Review of the Account Analysis and what it’s used for
  • Overview of all Cash Management products in the market
  • How to determine which products you need to offer to your business customers
  • Determine who your in-house experts should be and provide the appropriate training
  • How Cash Management works with the Bank’s technology, operations and sales teams
  • Improve your organization’s sales process
  • Using a Needs Assessment survey for prospects
  • Identify new non-interest fee income opportunities
  • Ideas on how to market and brand your Cash Management products
  • Process to implement Cash Management products
  • The future of Cash Management (including Blockchain and Bitcoin, cardless/contactless ATM/Debit cards, and digital payment services)

    Seminar Overview:
    Part I – Cash Management Knowledge
    Part II – Marketing & Sales Process
    Part III – Product Implementation
    Part IV – The Future of Cash Management


Marci Malzahn is the president and founder of Malzahn Strategic, a financial institution consultancy focused on strategic planning, enterprise risk management, cash management, and talent management.

Marci has 23 years of banking experience, the last ten as the EVP/CFO/COO of a community bank she co-founded where she oversaw all the bank operations areas. In her last year as EVP/COO/CRO, Marci created and focused on the bank’s risk management program. She was also the corporate secretary of both the holding company and the bank.

Before starting the bank in 2005, Marci took a detour from banking for five years and worked for a $34 million revenue non-profit organization where she led IT, HR and Finance. Marci is the recipient of a number of professional awards, is a published author of three books, and an international bilingual professional speaker, speaking frequently at banking conferences and associations as well as webinars.

Marci holds a B.A. in business management from Bethel University, is a certified life coach, and is a graduate of the Graduate School of Banking in Madison, Wisconsin.



8:30 a.m.          Registration & Continental Breakfast
9:00 a.m.          Program Begins
12:00 p.m.         Lunch (included)
1:00 p.m.          Program Resumes
3:00 p.m.          Program Adjourns


Indiana Bankers Association
8425 Woodfield Crossing Blvd., Suite 155E
Indianapolis, IN 46240


$295 IBA Member
$245 Each Additional IBA Member

Participation in IBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or non-member rates. 100% surcharge for nonmembers will be applied. 

Additional Information: 

Cash Management operations and sales personnel –especially those new to Cash Management, Deposit sales team, Business bankers/lenders, Technology personnel (IT network support and core system support staff), Presidents and COOs who want to learn more about Cash Management.

Financial Institutions are looking for two key components to succeed in this competitive environment: 1) Increase core funding sources; and 2) Generate additional Non-Interest Fee Income. Cash Management products and services provide both. Therefore, it is imperative that bankers become knowledgeable about the value of Cash Management and how crucial it is to the success of the organization.


Association Contact: 

Liz DeHaven, Education Coordinator:

Cancellation Policy: 

You will receive an e-mail confirmation at registration. If you have questions, contact Elizabeth DeHaven at 317-387-9380 or via e-mail at

Within three or more business days prior to the day of an educational program, no cancellation charge will be assessed. Within two days prior, 50% of the fee is assessed. Refunds are not provided for cancellations the day before or absences on the day of the program. Substitutions are welcome at anytime.

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