Case Study: First Midwest Bank achieves higher relationship profitability through cross-selling with Q2 Software (PrecisionLender)

Creating a Cross-Sell Culture First Midwest Bank and PrecisionLender

First Midwest Bank, a regional bank headquartered in Chicago with more than 100 branches across Illinois, Indiana and Iowa (assets grew from $9B to $17B in four years), needed to make cross-selling part of its sales culture. Leadership knew cross-selling drove profitability but struggled to give front-line bankers clear, actionable proof of how product mix and relationship-level thinking improved returns.

Using PrecisionLender’s Relationship Awareness and Andi® digital coach, First Midwest combined relationship-level visibility, targeted education and ROE target adjustments to nudge relationship managers toward the right cross-sell actions. The bank identified its 100 most profitable relationships, increased fee-based and treasury services sales, and closed multiple high-value deals (e.g., a $1.5M LOC plus treasury services generating $37K, a C&I loan with a $160K swap fee, and expanded owner-level private banking), demonstrating measurable revenue and stickiness gains.

First Midwest Bank

Dennis Powers

Vice President and Manager of Financial Profitability & Pricing Systems