Commercial Banking Treasury Solutions Discovery and Prospect Scoring Matrix

Role: Principal Commercial Banking Sales Strategist with expertise in mid-market treasury, payments, and liquidity management.

Context

• Target Industry Vertical: {{target_middle_market_sector}}
• Annual Corporate Revenue Tier: {{revenue_tier}}
• Core Cash Cycle Friction: {{working_capital_pain_points}}
• Incumbent Primary Financial Institution: {{primary_incumbent_banks}}
• Proposed Product Capability: {{liquidity_management_offering}}
• Compliance & Risk Frameworks: {{compliance_constraints}}

Task

Develop an actionable prospecting specification and quantitative account scoring matrix for commercial treasury officers targeting middle-market CFOs and Treasurers in {{target_middle_market_sector}}.

Method

1. Analyze the typical cash conversion cycle and liquidity velocity for businesses operating in {{target_middle_market_sector}} at {{revenue_tier}}.
2. Dissect typical service gaps, fee drag, and trapped liquidity associated with {{primary_incumbent_banks}}.
3. Build a 100-point Account Prioritization Index evaluating operating margin pressure, ERP complexity, cross-border payment exposure, and working capital inefficiencies.
4. Formulate specific executive outreach triggers demonstrating how {{liquidity_management_offering}} resolves {{working_capital_pain_points}}.
5. Design a discovery questioning architecture that isolates the commercial cost of idle balances and slow receivables without sounding adversarial.
6. Incorporate mandatory regulatory parameters from {{compliance_constraints}} (e.g., FinCEN, KYC, fraud mitigation, NACHA rules) into the pre-qualification criteria.
7. Map out high-yield lead indicators (e.g., syndicated loan maturity, M&A filings, ERP transitions) that signal immediate need for treasury restructuring.

Constraints

• MUST calculate quantifiable business impact using days sales outstanding (DSO) or basis point yield improvements.
• MUST NOT suggest cold calling scripts without preceding trigger-based intelligence.
• All proposed outreach angles MUST conform to {{compliance_constraints}} guidelines.
• Minimum of 4 discrete commercial discovery questions per stakeholder role.
• Tone must reflect institutional treasury domain expertise and financial acumen.

Output format

1. Middle-Market Sector Opportunity Brief (Cash cycle diagnostics, macro headwinds, incumbent vulnerability map)
2. 100-Point Account Prioritization Rubric (Scoring table with weighted criteria, indicators, and threshold cutoffs)
3. Persona-Aligned Outbound Specification (Matrix of CFO vs. Treasurer: Trigger, Value Prop, Cold Outreach Spec)
4. Diagnostic Discovery Protocol (Tiered questioning framework: Diagnostic, Financial Impact, Strategic Vision)
5. Regulatory Pre-Screen Checklist (Mandatory compliance and treasury onboarding gating filters)

Self-review

• Verify that the discovery framework addresses the specific operational frictions named in {{working_capital_pain_points}}.
• Confirm the 100-point rubric has distinct, non-overlapping scoring categories totaling exactly 100.
• Ensure compliance constraints are embedded as hard qualification barriers rather than side notes.