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Industry Insights

Articles

Should the CEO and Chairman Roles Be Combined?

Changing the fundamental governance of an institution is an extremely costly undertaking, and Boards should be cautious about the performance effects that are likely to follow.

Articles

Digital Banking: Building the Business Case

Success in the online space has a growing revenue consequence. Amid technological transitions, customer strategy will require much stronger attention.

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Articles

Rethinking the Home Equity Line of Credit

It is time for banks to reconsider home equity growth strategies. There are substantial opportunities in targeting and offer design, including the use of precision pricing.

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Articles

Winning with Online Shoppers

At a time when many customers prefer online shopping and on-site fulfillment in the branch, a channel-coordinated strategy will be needed to nurture sales momentum.

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Articles

Client Development Model for Small Business Banking

To guide a more effective outreach to small business customers, progressive banks start with an analytical understanding of customer relationships and behaviors.

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Why Banks Must Embrace the Mass Market

Banks must renew their commitment to mass market customers, whose business is essential to support the fixed cost of the branch network.

Articles

More Coach Seats Needed for Retail Sales

Affluent customers can’t pay for the entire flight; instead, a high-volume sales effort to mass market consumers is critical in covering the fixed costs of retail banking.

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Articles

Talking Up Sales in the Contact Center

The contact center has become the first line of defense in ensuring that a sale lost to the branch does not become a sale lost to the bank altogether.

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Articles

Evolving the Role of the Branch in a Multi-Channel World

A successful multi-channel performance agenda places the customer at the center of a cohesive effort to boost revenues, reduce costs and adapt to a changing marketplace.

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Articles

Sales Staffing: Managing the Extremes to Boost Productivity

The best places to start with sales productivity enhancements are at the market extremes, both low- and high-traffic, where capacity misalignment is the greatest.

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