The Bank offers Estate Settlement Services that are an important part of its Investment management and Trust Business. The Estate Settlement Services group was suffering from consistently declining income. These services historically were delivered on a “loss leader” basis because they produced relationships that lead to cross-selling opportunities. However, changes in the marketplace resulted in the Bank asking the question of should they continue offering this service.
We were asked to assist the Investment Management and Trust executives with making an informed and collective decision about the future of Estate Settlement Services by analyzing the marketplace and researching the industry and then developing a strategic plan consistent with the decision.