Treasury Management Symposium
September 22 – September 23
VBA Training Center
4490 Cox Road
Glen Allen, 23060
This program will provide participants with Treasury Management product and service perspectives to aid in business retention, expansion & acquisition.
Program Agenda
Day 1: Foundations, Core Products, And Competitive Positioning
Session 1: Welcome, Introductions, Course Overview
Learning Objectives:
- Describe the goals and structure of the 2-day program
- Articulate individual learning priorities related to treasury management sales
Session 2: Role of Treasury Management in Community Banking
Learning Objectives:
- How treasury management drives deposits, fee income, and relationship depth
- Key business segments where TM can add measurable value
Session 3: Core Payments I – Wires, ACH, and Same-Day Options
Learning Objectives:
- Differentiating Core Payment Rails in terms of speed, risk, and typical use cases
- Mapping payment types to customer workflows
- Formulating positioning statements
Session 4: Core Payments II – Remote Deposit Capture, Cards, and Information Services
Learning Objectives:
- Identify functionality and risk considerations
- Matching products to common industries
- Constructing product “bundles”
Session 5: Fraud Protection – Positive Pay, ACH Filters, and Controls
Learning Objectives:
- How do these tools work together to reduce fraud risk
- Identifying fraud scenarios and recommended controls
- Developing client-ready explanations that focus on value not just price
Session 6: Competing with Other Banks – Communicating your Value Proposition
Learning Objectives:
- Comparing large-bank TM platforms and community-bank offerings
- Draft a concise “elevator pitch”
- Overcoming common objections
Day 2: Fintech, Real-Time Payments, and Consultative Selling
Session 1: Recap and Day 2 Setup
Learning Objectives:
- Summarize key takeaways from Day 1
- Prioritize deals or clients where you will immediately apply new TM positioning
Session 2: Fintech and Outsourced Solutions
Learning Objectives:
- How small and mid-sized businesses use outsourced platforms
- Complementary or replacement tools, how to stay “at the center of the relationship”
- Framing your bank as the key funding, risk, and advisory partner in the fintech stack
Session 3: Real-Time Payments, FedNow, and Emerging Rails
Learning Objectives:
- How real-time payment rails differ from ACH and wires
- Identify use cases for instant payments in your markets
- Addressing customer questions about risk, availability, and limits for instant payments
Session 4: Consultative Discovery – Turning Conversations into Opportunities
Learning Objectives:
- Using a structured discovery framework
- Draft targeted discovery questions for specific market segments
- Case studies
Session 5: Solution Design, Pricing, and Proposal Storytelling
Learning Objectives:
- Assemble treasury product bundles that address a client’s pain points
- Outline a simple, client-facing proposal structure
- Practice explaining the value proposition rather than line-item costs
Session 6: The Future of Payments and Personal Action Plans
Learning Objectives:
- Summarize key trends in payments and treasury and their implications
- Develop a 90-day personal action plan
- Commit to one or two metrics to track post-training impact
Registration Types & Rates
This in-person session will take place at the Virginia Bankers Association (4490 Cox Road, Glen Allen, VA 23060).
| Member | Non-Member |
|---|---|
| $695 | $1,195 |
MBA/VBA EVENT POLICIES
By registering for this event, you are agreeing to the MBA/VBA Event Policies and the Privacy Policy.
CANCELLATION POLICY
All cancellations will be charged a $25.00 administrative fee. Cancellations received less than 72 business hours before the program will be charged a $75.00 administrative fee plus any additional fees associated with the training. Substitutions are allowed prior to the beginning of course.
SPECIAL NEEDS & AMERICANS WITH DISABILITIES NOTICE
Please share any specific needs that should be considered as we plan for the conference (i.e. hearing impaired, sight impaired, etc). Please contact Michele Dunn with any details.
Hotel Information
Drury Plaza Hotel Richmond
11049 West Broad Street
Glen Allen, VA 23060
The association has reserved a block of rooms at the Drury Plaza at the rate of $132/night, plus applicable taxes and fees. Click here to make your reservation by the cut-off date, August 20, 2026.
The rate includes a hot breakfast, evening food and drinks at 5:30 pm, parking and Wi-Fi.
