Most financial executives focus on current account service charges in bank fee negotiations. This is an understandable but potentially costly oversight.

Current account service charges are not a bellwether cost. Banks charge a large number of fees for a broad range of products and services. Successful bank negotiators look at all the costs and all the fees. They understand that you have to see the whole playing field before you can decide how to best level it.

Compensation negotiations are much, much more than squabbling over current account service fees.