WHITE PAPER
THE SPECIAL (SMALL) ACCOUNT UNIT (SAU) or THE CENTRAL SERVICE UNIT (CSU)
A White Paper prepared by E. Loyd Pohl, CEO, Pohl Consulting and Training, Inc.
DESCRIPTION
This is a separate unit within the division where small account administration is centralized. This may be (initially) a Jr. officer or in some organizations this unit is staffed by multiple officers and multiple support staff. Sometimes the lead administrator is a senior assistant promoted to officer level for this position. Sometimes the lead administrator is a very experienced trust officer who just cannot survive in a sales driven position.
Typically a threshold of asset size is established below which accounts are moved to the SAU. Usually association with larger relationships is a reason for not moving an account to the SAU.
MANDATE AND PURPOSE
- Lower the cost of service to accounts assigned to this unit to improve the profitability of the unit and the organization.
- Collect the full standard fee on all accounts.
- Eliminate accounts whenever appropriate by moving to brokerage, closing and distributing, or feeing to zero.
