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		About Us > Knowledge Center > The Manager's Handbook > Gorillas in the Mist
	Knowledge Center The CEO's Challenge The Skills Your Company Must Have The Manager's Handbook Building Market Leadership During Tough Times Managing Your Strategic Accounts Strategically The New Reality in Matching Expectations Getting CRM Right Gorillas in the Mist The Horns of a Dilemma Building a more intelligent salesforce	Knowledge Center Gorillas in the Mist This Idea Clip documents the change in client Business Allocation Strategies which inspired the rise of the client specialist, and the introduction by banks of more sophisticated coverage models, client plans, and measurement approaches. There is a framework for diagnosing the alignment profile of these key factors followed by a typical profile that we have observed in a number of wholesale banks The clip concludes with key questions to diagnose the alignment of the coverage model of your firm. Download Idea Clip (PDF)