Vol. 1 No. 3 | 2010
New Strategies for Relationship Expansion
October 2010
As retail banks fight for growth through market share gains, executive management will need explicit strategies to cultivate fuller customer relationships.
Editor’s Letter: Expanding Customer Relationships
October 2010
Seldom will a single bank be able to fulfill 100% of the customer’s financial services needs, but does that mean it should settle for the current average of about 15% to 20%?
Understanding Customer Lifetime Value in Retail Banking
October 2010
Given the revenue crunch in the industry, banks have to find a way to generate more value from every one of their existing customers. Sherief Meleis explains the importance in retail banking of recognizing the full value of customer relationships.
Looking Beyond Products to Customer Lifetime Value
October 2010
In a continuing tight market, banks can no longer pump out an assortment of their very best products and rest assured that profits will come rolling in.
Behavioral Factor in Risk Management
October 2010
One of the primary challenges in banking is predicting the behavior of loans and deposits in varying economic and interest rate environments. If you know how customers will respond in these different environments, then you can do a better job funding loans and more confidently invest deposits.
Linking Customer Behavior with Bank Financial Management
October 2010
The recent financial crisis has sparked a new level of collaboration between Treasury and customer-oriented business lines, centered on in-depth analysis of account behavior.
Small Business Banking: Setting the Agenda for Relationship Growth
October 2010
To win in a tight market for small business banking, institutions will need to serve the total customer relationship, including commercial and household financial needs.
Mass Affluent Strategy: Tilting from Investments to Payments
December 2010
Bank investment products may never gain momentum with mass affluent customers. Yet this group has other major retirement needs that fall right into the strike zone for banks.
The Imperative of Relationship Banking
October 2010
Bank branch representatives will need to play a leadership role in understanding customers and responding to their needs. Combined with specialized expertise, this type of advocacy will be vital in attracting new business — and to retain valuable customers already with the bank.
Commentary
Transform the Branch Model — Before it’s Too Late
December 2010
The physical distribution network remains critical to banking, but old-style branches may soon go the way of the corner bookstore.
The Financial Column
Expanding Small Business Customer Relationships
October 2010
Les Dinkin of Novantas explains that because many banks recognize small business owners as among the most profitable households in retail banking, they are now focusing on businesses + owners, and utilizing analytical approaches to dramatically increase their bank’s performance.
Feature Report
Rx for Cross-Sell: Customer Lifetime Value
November 2010
By considering the lifetime value of the customer relationship, progressive banks are re-focusing the cross-sell viewfinder on priority customer needs.
The Case For Building Customer Lifetime Value
October 2010
At a time when banks want to serve each customer as fully as possible, most don’t yet have a good grasp on priority household financial needs and the value of meeting them.
The Portfolio Approach to Asset Allocation
October 2010
Advanced bankers are taking a much more comprehensive view of asset diversification, with emphasis on pragmatic insights that can be harnessed to support healthy growth.
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