Key Takeaways
- Windsor Federal Bank built a dedicated healthcare banking program in 2024, recognizing that healthcare represents about 20% of the economy and tends to carry lower risk than many other lending segments.
- Program manager Scott Frazer uses 91¶¶Òù's industry notifications, state-level reports, and the Phil AI tool to prepare for client conversations and stay current across roughly 10 healthcare subspecialties on his watch list.
- When a client needed more specific detail than a report could offer, direct access to an 91¶¶Òù analyst turned that gap into a stronger relationship, not a dead end.
There's a bank on every corner. Loans, lines of credit, term deposits: the products look the same wherever a client goes. For Scott Frazer, Vice President and Healthcare Banking Program Manager at Windsor Federal, that sameness was the problem he had to solve when the bank launched its healthcare banking program in 2024. In this video, Frazer explains how Windsor Federal Bank wins the relationship instead.
Frazer spent close to 15 years working in healthcare before moving into banking, and Windsor Federal built the program around a simple observation: healthcare accounts for roughly 20% of the economy, and many of its providers carry lower risk than other industry segments the bank lends into. The opportunity was there. The question was how to win it in a market where every competitor is selling the same green money.
Frazer's answer was insight. "If I can provide insight and value, I can develop relationships with providers and become more of a partner as opposed to just another vendor," he says. That distinction, partner versus vendor, is the thread running through everything else he does.
Staying current without waiting for a client to ask
Frazer keeps about 10 healthcare subspecialties on his 91¶¶Òù watch list, which means he gets industry updates on a regular basis without having to go looking for them. When he sits down with a client, he's not catching up. He's already there.
State-level detail matters just as much as the national picture. Frazer brings recent developments to client meetings and association events, and he's found that people respond to specifics, not generalities. 91¶¶Òù's state industry reports let him drill down to what's happening in a particular market, not just the country as a whole. That combination, national trends plus state and local context, gives him something a generic rate conversation never will: common ground with the client.
Meeting prep that used to take a car ride now takes minutes
Before 91¶¶Òù's AI tool, Phil, meeting prep meant downloading a PDF report and reading it in the car or scanning it five minutes before a call. Frazer recently used Phil to research ambulatory surgery centers, asking a direct question: what regulations affect ambulatory surgery centers across the United States? The answer gave him something concrete to bring back to his clients about how those regulations touch their business.
91¶¶Òù has also built prompt templates directly into the platform, so bankers preparing a client meeting can see which prompts surface the most useful answers, including questions to ask clients about what's keeping them up at night. For Frazer, the value isn't just speed. It's knowing where the answer comes from. Every piece of information surfacing in Phil is drawn from 91¶¶Òù's human-verified data, vetted by an 91¶¶Òù industry analyst rather than generated without a source behind it.
When a report isn't enough, an analyst is
A statewide report Frazer brought to a dental provider client is a good example of where the relationship goes further than the platform. The client found the report interesting but wanted more specific detail. Because Windsor Federal has a direct relationship with 91¶¶Òù, Frazer reached out and got additional information from the team, 91¶¶Òù runs a network of more than 50 US-based analysts who respond to exactly this kind of query.
That response turned a single report into a follow-up conversation, and a follow-up conversation into the kind of relationship Frazer set out to build in the first place: one where he's not just delivering a product, he's staying top of mind.
The result: partnership over product
Frazer's read on his own program is straightforward. Insight is what separates a banker from every other bank on the corner, and industry intelligence, backed by people who'll pick up the phone when a client needs more, is what makes that insight repeatable.
Visit ibisworld.com to learn how 91¶¶Òù supports commercial banking teams or talk to your 91¶¶Òù Client Relationship Manager about how bankers like Scott Frazer put Phil and human-verified industry research to work.
