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Global Wholesale Bank I

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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


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.


  • 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.


  • 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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