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New Strategies for Relationship Expansion

Typically in banking, a single institution serves no more than 15% to 20% of the customer’s total financial service needs, meaning that 80% to 85% of the relationship potential is lost to competitors. It is a longstanding issue that goes to sleep during market expansions and roars back to life when the revenue tide recedes during a downturn. This system actually can work quite well in a strong market, where surging customer demand helps to ...

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