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Relationship Pricing: A Pragmatic Approach

Executives now must think more seriously about how to manage and price relationships. Much depends on an understanding of the customer journey and lifetime potential. Customer relationship development is acquiring a new priority and urgency in retail banking. The reasons are threefold: First, the volume of accounts up for grabs has halved from historical norms, and it could go even lower (note that in consolidated banking markets such as Australia and Canada, the proportion of new accounts in motion is a fifth that of the United States). Second, the value of relationship deposits has gone up dramatically from a regulatory ...

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