2003 Annual Report: Raising the Bar in the Middle Market (Page 2 of 3)

Research confirms that bankers who know their clients' industries achieve higher client satisfaction, generate more revenue and sell more products and services. In our case, this includes a full suite of investment banking services. For example, a banker specializing in higher education issues can help university officials project their student housing needs 10 years out, then guide the university through the complex process of issuing tax-exempt bonds to build the needed dorms.

By cross-selling a full suite of products, including non-credit offerings such as payroll services, investment management, capital raising and merchant services, we are also increasing non-credit revenue, which helps to reduce the volatility of our earnings.

Because we focus on knowing our clients and their industries, our clients can expect knowledgeable bankers who can supply them with the right mix of products and services.