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Northern European Bank
Comprehensive plans for 15 industries and 30 strategic relationships

Northern European Bank
Client Northern European Bank
Sector Investment Banking
Solution
  • benchmark of the Bank’s quality of coverage
  • design of coverage model
  • industry focused client management workshops
  • training of institutional sales force in strategic client relationship management methodology
  • Brief

    A mid-size bank in Northern Europe is effecting a transition from being a state-controlled, long-term lending bank to being a well established Merchant Bank in its target territories.

    As part of this transition, the Bank recruited a number of experienced investment bankers to manage its industry teams.

    The bank sought assistance to implement the following client management objectives:
    • create a clear and differentiated positioning and communicate this to its clients;

    • develop a scalable business with a small group of professionals;

    • deliver superior and consistent quality of coverage of its client base.

    Solution

    Mathias and Co. developed a three-step programme for the Bank.

    1. A detailed diagnosis of the Bank’s actual position with its customer base including a benchmark of the quality of its current client coverage.

    2. Industry-focused client management workshops designed to:

      • create scalability through Industry replication

      • institutionalise the best client management practices

      • align the entire bank around a set of client level objectives

    3. Follow-up coaching sessions to review the Industry and Client plans.

    Results

    • 150 people trained and enrolled in a new methodology for managing strategic clients.

    • Development and documentation of comprehensive plans for 15 Industries and 75 key clients.

    • Leading indicators include an increase in the quantity and quality of ideas presented to clients and a clear alignment of the organization around the new client management methodology.


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