Prosper Kuyipwah: Treasurers are evolving. Their banks must too

In today’s business world, corporate treasurers face intense pressure. Economic changes, post-pandemic recovery, and geopolitical uncertainty have reshaped treasury expectations.

Treasurers are no longer just liquidity custodians. They now play a vital role in financial resilience and strategic direction. They must balance short-term funding with long-term planning and risk management. To meet these demands, they need more than basic banking services; they need true partners.

What should treasurers expect from their bankers? The difference between transactional and strategic relationships lies in support quality. Treasurers need insight and innovation from their bankers.

Strategic Advisory Over Salesmanship

Corporate banking often focuses on product sales instead of meaningful advice. Treasurers require strategic insights to navigate complex financial decisions. Bankers who only push products will not earn trust.

Treasurers want relationship managers who understand their business model. They need help anticipating liquidity risks and making capital allocation decisions. This requires bankers to become trusted advisers with industry knowledge.

A recent Accenture study shows that 80% of treasurers now focus on enterprise value creation. This marks a shift from traditional operational roles to strategic players in shaping company strategy.

Tailored Cash Management, Not Templates

Cash is essential for every business, and treasurers manage it carefully. Effective liquidity management is crucial for financial health. However, banks often offer standardized cash management products that do not meet specific needs.

Treasurers deserve better solutions tailored to their unique challenges. Whether managing cross-border receivables or seasonal cash cycles, cash management must reflect operational realities.

According to PricewaterhouseCoopers’ 2023 Global Treasury Survey, cash management is the top priority for treasurers worldwide. Real-time forecasting and advanced techniques are now essential infrastructure for success.

Digital Tools That Drive Efficiency

The pandemic accelerated the shift to digital systems in corporate finance. For treasury teams, this transformation enhances efficiency and control over operations. Manual processes are becoming obsolete as digital solutions streamline payments and reconciliations.

Banks must support this transition by providing secure digital platforms integrated with internal systems. Automation reduces operational risk and allows treasurers to focus on strategic planning.

PricewaterhouseCoopers’ 2024 CFO Pulse Survey indicates that 68% of CFOs prioritize treasury automation investments. Adoption of digital treasury platforms has doubled since 2020 due to the demand for real-time insights.

As data security concerns grow, treasurers expect banks to invest in robust cybersecurity measures. Trust begins with security in a digital-first world.

Transparency Builds Trust

For corporate treasurers safeguarding funds, unclear pricing is a major concern. Banking relationships must be transparent regarding service pricing and performance measurement.

Treasurers should receive detailed breakdowns of all banking charges without unexpected fees undermining trust. Competitiveness matters too; they need clarity on interest rates and investment returns compared to market standards.

Avoiding these discussions erodes relationships rather than protecting margins in banking partnerships built on openness and accountability.

Responsiveness That Goes Beyond the Crisis

Even advanced treasury solutions fail without attentive service behind them. The strength of banking relationships often shows during urgent moments when quick action is needed.

Banks must ensure direct contact with experienced professionals who understand clients' businesses well enough to act decisively during crises or emergencies.

Proactive engagement also matters: regular check-ins can help identify risks before they escalate into urgent issues.

The best banking relationships function as genuine partnerships where banks act as extensions of the treasury team.

Aligning with Environmental, Social, and Governance Priorities

Environmental, social, and governance (ESG) considerations are now central for businesses defining risk and attracting capital.

As sustainability becomes more important for boards and investors alike, treasury teams must reflect these priorities in financing decisions.

Banks should provide access to sustainability-linked loans tied to measurable outcomes while offering practical advice aligning operations with ESG strategies.

Research shows an increasing role for treasury in structuring sustainable finance options as ESG principles influence corporate finance decisions.

However, alignment must be mutual; treasurers have the right to scrutinize their banks' sustainability practices too.

Ethical practice is expected alongside transparency from banking partners regarding how they operate or whom they fund.

The demands placed on corporate treasurers have expanded significantly; thus support from banks must evolve accordingly.

This relationship should be a strategic alliance shaping financial resilience rather than merely transactional convenience.

Treasurers deserve insightful advisory services along with tailored solutions that align values beyond just finances.

For banks, this serves as a clear call to action: adapt or risk losing relevance by focusing solely on isolated product sales.

Those who listen closely will build lasting partnerships grounded in trust and shared purpose amid an increasingly sophisticated market.


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Prosper Kuyipwah is the Director of Transactional Banking at Absa Bank Ghana Limited