INSTITUTIONAL SERVICES

What Got Us Here Won’t Get Us There…
But it WILL Give Us an Edge

The Institutional Services division continued its track record of success in 2018 – posting solid revenue numbers and program results for yet another year. A fantastic example of maximizing productivity with limited resources, the team led by David McMiller worked on a diverse book of business ranging from its flagship client and its numerous program elements to Merchant Financing and Buyer Initiated Payments.

Several other key initiatives showed strong performance for the organization. The AP Automation team implemented both a Salesforce CRM rollout as well as the new Proxy Pay program. A successful pilot launch of the Force program has resulted in much optimism for growth in 2019. Additionally, the Facilities team, an unsung hero of our Alpharetta campus, completed four key projects, including our impressive new Conference and Training Center, new break rooms in Suites 180 and 190, new Legal offices in Suite 155 and a new mailroom for the Reception area of 155.

Leadership has been working over the past year to identify areas within the organization where we believe the skills and talents of the Institutional Services team(s) could make significant impact in accelerating the business of Core Acquiring, Commercial Payments and the Integrated Partner businesses.

However, what is most exciting about Institutional Services is not the consistent performance of this group. Rather, it is the opportunity for this division of Priority to BE and ACHIEVE so much more. To that end, leadership has been working over the past year to identify areas within the organization where we believe the skills and talents of the Institutional Services team(s) could make significant impact in accelerating the business of Core Acquiring, Commercial Payments and the Integrated Partner businesses. Examples of this range from outbound marketing campaigns to promoting the adoption of new products and services, to activation teams tasked with converting merchant and/or customer networks for larger-scale programs sold by our enterprise business development groups.

Another major opportunity for growth in this division could be realized by taking the same types of programs historically run for core clients or internal initiatives and offer them to new enterprise clients in complementary vertical markets, or to specific channel partners that do not want to recruit the expertise or bear the expense of resources needed to execute against activation objectives.

The overarching narrative of Priority is one of evolution and growth – and the potential for transformation and acceleration in the business of Institutional Services suggest it could be a compelling and exciting thread in that story. The foundation elements are all in place and the team has been battle-tested and proven its ability to perform; it is now about making the right strategic choices and showing the grit to stretch for goals that set a new standard of performance.