Lessons learned��for Fun & Profit: Steve Marks sees lessons learned as the gift that keeps on giving

Chicago Chapter President Steve Marks is truly an all-purpose banker. As first vice president and deputy division head in LaSalle Bank's Commercial Banking Group, Marks develops new business for the bank, underwrites credit, manages a portfolio of commercial accounts, and cross-sells a variety of the bank's noncredit services.

"Maybe we are a bit old-fashioned in our approach, but we believe our bankers should be involved in all aspects of the relationship," says Marks, whose client base generally consists of businesses with sales between $30 million and $500 million. "In our market, the primary contact is the CEO or CFO, who is usually in some way personally affected by our relationship.

"We believe LaSalle can best add value when the personal connection with the client is deepest," he continues. "This is accomplished by allowing the banker who originated the relationship to maintain it over time."

While the relationship is generally credit driven, selling the bank's other products is vital. "It's my job to assess a client's needs and find new ways to solve their problems or enhance their capabilities," he says. "We want the customer to view us as an important component of his or her business strategy, not simply as a funding source." This also gives Marks the opportunity to share lessons learned.

Last year, Marks spent much of his time handling problem loans. "I know that these difficult times will pass," says the 16-year banking veteran. "There is much we can learn from such times, however. I can often use information from my constant client and industry contact to assist other clients, assess needs, and even structure credit facilities."

While business is generally tough, Marks says he is starting to hear "positive rumblings" that business conditions may be improving. He believes the banking industry is "much healthier" than it was in the last recession in 1991. "We hope our better reserves and liquidity positions this time around will result in far less credit contraction than in 1991 and potentially position the industry to lead the economy out of recession.

"Those financially capable banks that supported their clients during lean times will be best positioned to take market share from more timid competitors," he continues. "That said, I feel LaSalle is positioned for strong growth in the near term.

Marks has been involved with RMA for a number of years and believes in the organization's objectives, particularly to keep bankers informed on key matters that affect their careers. He says RMA has had a profound effect on him both personally and professionally.

"I've formed many good friendships through RMA," he says. "And in terms of my career, RMA has given me the opportunity to lead. I have taken those leaderships skills to my bank, where I now can help younger officers in their careers."

Marks is active outside the bank as well, in his church and in his community. "I volunteer because I enjoy it, and I want my children to see that yes, you can influence the world around you. Volunteering is a way to give back to your community, whether it's where you live or where you work."

McGinn is a Ft. Washington, Pennsylvania-based freelance writer and desktop publisher specializing in financial and business topics.

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