When a company selling into banks reaches a handshake agreement with a business leader, it can feel like the hard part is over… and then vendor management begins. In this episode of Canapi Conversations, host Keenan McCarthy is joined by Tammy Knies (Eastern Bank) and Chris Copeland (M&T Bank) to unpack the misconception of this “false finish line” and the nuances that emerge once due diligence starts. They explore why the process varies from bank to bank, how to avoid common pitfalls in contracting and risk review, and how teams are adapting to new challenges like AI oversight. Whether you’re selling into banks or managing fintech partnerships, this episode demystifies one of the most important, and misunderstood, parts of the process.