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With Onboarding, Cash Management Rules

This article originally appeared in BAI Banking Strategies Many retail banks are missing the chief goal of onboarding, which should be to establish the bank as the customer’s primary cash management provider. Are retail banks building strong foundations for cross-sell or forfeiting major opportunities? A lot depends on the approach to onboarding, a set of activities aimed at cementing and expanding new customer relationships. Onboarding has received more than a decade’s worth of attention and extra effort. The best programs are quite formal, replete with detailed routines for customer contact, communications and product introductions. But questions are surfacing about the ...

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