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Comprehensive plans for 15 industries and 30 strategic relationships
| 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:
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create a clear and differentiated positioning and communicate this to its clients;
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develop a scalable business with a small group of professionals;
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deliver superior and consistent quality of coverage of its client base.
Solution Mathias and Co. developed a three-step programme for the Bank.
- A detailed diagnosis of the Bank’s actual position with its customer base including a benchmark of the quality of its current client coverage.
- Industry-focused client management workshops designed to:
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create scalability through Industry replication
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institutionalise the best client management practices
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align the entire bank around a set of client level objectives
- Follow-up coaching sessions to review the Industry and Client plans.
Results
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150 people trained and enrolled in a new methodology for managing strategic clients.
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Development and documentation of comprehensive plans for 15 Industries and 75 key clients.
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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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