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MANAGING RELATIONSHIPS IN CORPORATE BANKFARRANCE C.wydawnictwo: FWP , rok wydania 2002, wydanie Icena netto: Managing Relationships in a Corporate Bank Developing the themes of customer relationship management into the sphere of corporate finance, this unique text examines the specific drivers, skills and techniques required by banks in order to build and retain corporate customers. The text takes core elements of marketing and relationship activity and applies them to the specific requirements of corporate customers. Themes such as delivering corporate capability, portfolio and key account planning, referral networks, industry profiling and presenting customer focused solutions are all discussed in detail. Aided by the extensive use of case studies and illustrations, this text provides a clear, accessible manual of best practice in obtaining, managing and building good relationships with corporate customers. Chris Farrance has worked as a freelance marketing consultant specializing in financial services for nearly ten years having previously been with Lloyds Bank from 1964 to 1994. He has also worked for the Institute of Financial Services as a Chief Examiner and lecturer and delivered programs in the UK, the Middle East, Sri Lanka and China Contents 1 The Importance of Managing Relationships 2 CRM and Technology 3 Business, Marketing and Portfolio Planning 4 Best Business Practice 5 Delivering Corporate Capabilities 6 Viewing the Organization 7 Portfolio Planning 8 Key Account Planning 9 Building Referral Networks and Cold Calling 10 Industry and Customer Profiling 11 Organizational Buyer Behaviour and the Decision-Making Unit 12 Relationship Building Activity and Communications Strategy 13 Creating a Professional Image 14 Presentation Skills 15 Presenting Customer-Focused Solutions 16 Working in Teams 17 Managing and Motivating Teams and Team Members 18 Recruitment, Training and Performance Management 19 The Way Forward Appendix Bibliography Index 300 pages
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