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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. As banks continue to scour for revenue growth in a tight market, renewed attention is being paid to the small business market segment, particularly in the area of fee-based services. But while the growth potential is significant, the complexities of marketing, sales and distribution threaten to limit the opportunity for many banks. One ...

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