The Financial Column — Relationship Banking for the Affluent Market

2009-08-02

Building World Class Relationships with the Affluent Customer

Smart banks develop deep relationships with their customers. The challenge for banks is to create an experience for affluent customers who either don’t have the means for or don’t want to pay the price of high-end Wealth Management Services. The key to doing this is to create “institutional intimacy” whereby the bank personalizes the relationship without driving up the cost-to-serve.

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