DEBORAH SHUMAKER

After 30 years in the banking industry, Deborah Shumaker has transitioned into a second career focusing on advising banks and companies. Her consulting company, Card Avenue, advises on implementing a sales culture, streamlining operations, and adding treasury management services.
 

The first 15 years in Deb’s banking career were spent at PNC Bank in Pittsburgh, PA, starting in the branches, and moving along to different segments, including treasury management and brokerage.
 

In 2005 Deb moved to the Washington D.C. area, where she began her business development career. The opportunity of going to D.C. fell into her lap when PNC relocated her with their merger with Riggs Bank. From there, she broke out of her comfort zone into community banking at EagleBank. There, she started and led their Cash Management Department and Business Development Team, and soon became heavily involved with bank operations.
 

Over the next 10 years, business development became Deb's passion. Prospecting for new business opportunities quickly became a "game" (making it ‘fun’). It was a game of seeing how many prospect- doors she could get into by cold contacting small & medium-sized companies and national nonprofits- a method she also taught to her sales team.
 

Through the years, it had become apparent to Deb that many sales people didn't know how to prospect and identify new business opportunities. It wasn't necessarily their fault, however, as they often lacked seasoned role models, leadership, and a sales culture to support them in their banks.

 

Some company leaders assume that a sales person "just knows" what to do in order to bring in new
business, and that nothing special is needed from the organization to help them succeed -- Nothing could be further from the truth.
 

Solid operations and streamlined processes also play key roles in the success of running a business.  Overlooking the soundness of these structural foundations could make or break a business’ potential of sustainability and growth.
 

Deb has designed methods of implementing a true sales culture from the top - down, improving operations and processes, and is a seasoned banker when it comes to treasury management services.