Case Study: Union Bank & Trust grows commercial lending with PrecisionLender

Union Bank & Trust - Customer Case Study

Union Bank & Trust turned to PrecisionLender as it grew from a $7B community bank into a larger institution following its acquisition of StellarOne. Treasurer and SVP of Strategic Finance John Tull saw that the bank could no longer “price like a small bank anymore” and needed a better way to incorporate risk into commercial loan pricing, since it was overpricing strong credits and underpricing weaker ones.

PrecisionLender’s pricing platform helped Union Bank & Trust adopt risk-based pricing and give lenders a more flexible way to structure deals using factors like term, floating rate, and collateral. With training and adoption across the lending team, Union began winning deals it previously would have lost, improved pricing discussions, and saw enough value that Tull said the bank could recoup the investment through just a few basis points or a single additional win.

Union Bank & Trust

John Tull

Treasurer and SVP of Strategic Finance