Industry Insights
Articles
Rebuilding Retail Distribution
Preserving old-style branches will be of limited value in a permanently changed market. For renewal, winning banks will look to the future of multi-channel retail distribution.
Articles
Branch Small Business Specialists: No Slam Dunk
As banks deploy more small business specialists across their branch networks, pressure is rising to make effective use of this expensive talent.
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Transform the Branch Model — Before it’s Too Late
The physical distribution network remains critical to banking, but old-style branches may soon go the way of the corner bookstore.
Articles
Mass Affluent Strategy: Tilting from Investments to Payments
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.
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Rx for Cross-Sell: Customer Lifetime Value
By considering the lifetime value of the customer relationship, progressive banks are re-focusing the cross-sell viewfinder on priority customer needs.
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The Case for Building Customer Lifetime Value
At a time when banks want to serve each customer as fully as possible, most don’t.
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The Portfolio Approach to Asset Allocation
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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Small Business Banking: Setting the Agenda for Relationship Growth
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.
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Linking Customer Behavior with Bank Financial Management
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.
Articles
Looking Beyond Products to Customer Lifetime Value
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.