The Financial Column — Commercial Banking: Growth through Specialization

2010-08-23

Winning banks will grow through customer acquisition and retention

Compared with peak market conditions of a few years ago, loan volumes continue to decline. Demand is soft for fee-based services as well, like treasury management. It’s time for banks to step back and re-examine their current verticals strategy. Some Banks are recognizing the need for an edge — some way to be advantaged. Winning banks will grow by doing a better job of new customer acquisition and retaining their existing customers.

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