Every morning, your treasury management professionals arrive at work and perform a familiar ritual:
They log into system #1 for remote deposit capture limits. Then system #2 for ACH transactions. System #3 for wire transfers. System #4 for positive pay. And on it goes.
Then comes the magic—an elaborate Excel spreadsheet that ties it all together, followed by manual updates to your CRM (if there’s time).
They’ve mastered the art of navigating 15 different systems, creating pivot tables that would impress even the most seasoned Excel experts, and somehow—against all odds—keeping your commercial clients happy.
They’re doing remarkable work. With yesterday’s tools.
This isn’t just inefficient. It’s a revenue leak that’s draining your bottom line.
This might sound like just an operational headache, but look closer. It’s actually three distinct problems:
- A revenue problem: Your relationship managers lack visibility into the full treasury relationship, leaving cross-sell opportunities undiscovered. For many banks, treasury management customers who also have personal accounts remain unidentified in your systems.
- A balance sheet problem: Treasury relationships bring valuable deposits that balance loan portfolios—critical in today’s uncertain commercial real estate environment. As loan defaults rise, stable treasury relationships become even more valuable.
- A talent problem: Your best treasury professionals spend their days on data entry instead of client strategy.
These challenges aren’t new, but they’ve become increasingly costly as banks seek new revenue streams and stable deposits in today’s uncertain market. The question isn’t whether to transform treasury management—it’s how to do it effectively without disrupting the critical services your clients depend on.
Salesforce for Treasury Management: A Phased Approach
The most successful approach follows a simple principle: crawl, walk, run.
Let us translate:
Step One: Fix the proposal process with Salesforce.
Treasury management pricing involves complex calculations—earnings credit rates, balance requirements, service charges—that standard CRM tools can’t handle. This is why teams retreat to Excel. But what if your pricing tool could handle these calculations while managing approval workflows and generating client-ready proposals?
Step Two: Streamline implementation.
Each treasury management service requires specific configuration details that must flow accurately from sales to implementation teams. A structured workflow captures these details while guiding teams through the process.
Step Three: Connect the ecosystem.
Only after steps one and two should you focus on integrating external systems to create a unified view of treasury management relationships.
The beauty of this approach? Each step delivers immediate value while building toward the complete vision.
The Business Case for Treasury Management Integration
When commercial real estate markets tighten and loan defaults rise, treasury management relationships become lifelines. They generate critical fee income while providing the deposit balances needed to offset loans.
Treasury management is often treated as an island, separate from other banking relationships. This isolation costs you opportunities. When a business owner has both personal accounts and treasury management services, that connection should be visible and actionable.
That’s not just operational efficiency—it’s strategic positioning.
The institutions that thrive won’t be those with the most loans or flashiest mobile apps. They’ll be the ones creating seamless integration across all client touchpoints—especially in high-value services like treasury management.
These forward-thinking banks recognize treasury management isn’t just a product suite—it’s a strategic differentiator waiting to be unleashed.
Your competitors are likely still stuck in a spreadsheet prison, creating an opportunity for differentiation through client experience. While they force clients through fragmented, paper-heavy processes, you can offer a seamless journey from proposal to implementation to ongoing management.
You’ll have relationship managers who see complete client relationships at a glance, treasury management teams focused on strategy rather than data entry, and executives with real-time visibility into this critical business line.
Where Treasury Management Excellence Meets Modern Technology
At Coastal, we’ve guided financial institutions through this exact journey—starting with the smallest problem worth solving and building toward complete transformation.
We understand that treasury management isn’t just another module in your Salesforce environment. It’s a complex ecosystem requiring specialized knowledge of treasury operations and technology integration.
Our approach? We meet you where you are.
Some clients begin with our treasury management pricing and proposal solution, eliminating spreadsheets from the sales process. Others start with implementation workflows that ensure accurate service setup. The most advanced move toward complete ecosystem integration with features like:
- Quote-to-TMSA-to-e-signature workflows
- Pricing approvals with relationship pricing capability
- Implementation transparency and workflow management
- Portfolio alerts when clients have unusual balance changes
- Online banking integration
The common thread? Every step delivers immediate value while building toward a complete vision of treasury excellence.
The spreadsheet prison has held treasury management captive long enough. It’s time to set it free.
