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kpmg-银行业务中管理关系的迫切性(pdf10)
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  • 文件大小: 103KB
  • 文件格式: DOC
  • 软件更新: 2006-12-15 1:41:29
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文件内容简介:
KPMG’s new survey finds that most wholesale bankers need to dramatically overhaul their
customer relationship management practices to recapture profitability and remain competitive.
Banks are placing big bets on the future by merging with one another and with securities
firms, believing success will come from selling a broad array of financial services to an evergrowing
customer base. Most wholesale bankers believe business will continue as usual, only on a
larger scale.
Life is not that simple. While acquisition is a sound strategy for many financial services
organizations, size alone cannot guarantee success. To attract customers that consume a broad
array of financial services and products, wholesale banks must re-examine their approach to
relationship management. All revenues are not created equal, and banks must learn to identify and
pursue customers who return the most profits.
Banks that think traditional relationship management will suffice will soon find themselves
left behind. Market leaders already have embarked on re-designing their relationship management
approaches, according to KPMG’s recently completed Wholesale Banking Relationship
Management Survey. Only through relationship management realignment can banks hope to
counteract recent industry trends: declining profitability, lack of revenue growth, increased
competition, and the need to maximize their investment in investment banking services.

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