1. Key Insights To Developing A Successful Banking RFP Insights & Best Practices Latrice Lovelace Group Vice President SunTrust Bank Carolina Cash Adventure May 24, 2016

2. 2 Introduction Understanding what happens on both sides of the RFP will improve your process whether you are the issuer or the responder. You will gain critical time saving best practices and will gain a better understanding of the process from both perspectives. With limited time and resources available – Being prepared for your next RFP is Key.

3. 3 Overall Objectives Objectives Provide insights to the process on both sides of an RFP Share best practices to facilitate enhancements and improvement to the overall process Key Learnings Critical time saving best practices The importance of identifying your critical needs Factors that suggest a need to issue an RFP Key elements of a well written RFP and issuing process Ways to ensure you have issued an attractive RFP Understand what it takes to respond to an RFP Ways to ensure responses are easily comparable

4. 4 Agenda  Speaker introduction and background  Behind the scenes insights  Common reasons for issuing an RFP  Key insights for the issuer ―Issuer best practices  Key insights for the responder ―Responder best practices  Six key elements of a well executed RFP  Role play and observations  Questions and additional discussion

5. 5 Importance of Cash Management Services

6. 6 Why Are RFPs Issued? Some of the most common reasons for issuing RFPs are: Mandate (usually in the government and municipal segments) Need for innovation and processing updates Mergers & Acquisitions Shift in Business Strategy Technology purchase or upgrade Unhappy with current provider (Service issues/price increase) Need better pricing Others ? (let’s discuss)

7. 7 Why Communication Is Important

8. For RFP Issuers

9. 9 Key Insights For The Issuer What is “most” important to the bank  Clear and well organized RFP  Clear reason for issuing an RFP and your appetite for change  Relevant and current information  Timeline and dates of award  Information needed to create pricing proposal Are there others? - Let’s discuss

10. 10 Responding to the RFP – Sample Process

11. 11 Critical Time Saving Best Practices (Issuer) Best Practice for issuing an RFP  Identify your critical needs  Create a timeline of events (RFPs are projects)  Limit the invite list (if possible)  Provide requirements for proposal format (for easy comparison)  Provide information to curtail questions and addendums  Make sure the RFP is relevant and current  Clearly state your reason for issuing an RFP  Include your critical needs (minimum requirements)  Include analysis statements and other transaction volumes and key data  Overall goal – yield positive results and eliminate wasted time

12. For RFP Responders (Banks)

13. 13 Key Insights for the Responder (Bank) What is “most” important to your clients and prospects  Proposal is submitted in the requested format  Responses are clear and brief  Pricing is easy to understand and competitive  Suggestions for improving cash management processes  Innovative ideas and best practices Are there others? - Let’s discuss

14. 14 Issuing The RFP – Sample Process

15. 15 Critical Time Saving Best Practices (Bank) Best practices for responding to an RFP Attend pre-bid meetings to gain additional insight Ask yourself these key questions:  Have I established a relationship?  Can I meet the critical needs and minimum requirements?  Will this be a profitable relationship? Create a bid/no bid process  Eliminate the urgency to respond to all RFPs Understand the 40/60 rule  40% of a winning RFP is a clear and concise proposal  60% of a winning RFP is clear and competitive pricing

16. Key Elements & Insights

17. 17 Six Key Elements of a Well Executed RFP 1.Limited invitee list  Determine who you want to do business with 2.Clear description of objectives and reason for issuing the RFP  Do not dust off an old RFP 3.Questions are relevant to your current situation and critical needs  Quality over quantity 4.Established timeline of events  Pre-bid conference, questions and answer period, award date, etc. 5.Include key transaction volumes and information 6.Require standard format and structure to ensure proposals are easily comparable

18. 18 Issuer vs. Responder

19. 19 Reverse Role Play and Observations

20. 20 Questions and Additional Discussion