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Global Wholesale Bank I
Returns of this group of clients doubled within three years

Global Wholesale Bank I
Client Global Wholesale Bank
Sector Wholesale Banking
Solution Client Relationship Management Program

Brief

A global bank was creating a global wholesale bank for over 1,000 corporations and financial institutions with operations in multiple geographies.

Previously the bank was organized by geography, with local country management driving the corporate business.

Solution

  • Designed and implemented a comprehensive client management architecture.

  • Trained 3,000 Relationship Managers and Product Specialists to develop and then implement client strategies to grow the bank’s share of wallet with each client.

  • Directed design of a database of 15,000 clients and subsidiaries to facilitate analysis of the economic return on client strategies and sales activites. Calculated return on equity on a name-by-name basis.

  • Defined a product management process for all core products and trained all product managers in the management of their product families.

Results

  • Developed the concept and methodology of ‘share of client wallet’, analysis which was adopted throughout the bank and which is now widely used in the banking industry.

  • The bank doubled its economic return on these clients within three years.

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