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Business Development Managers (BDM) & the Underwriter relationship

The importance of the BDM role and function in the distribution and customer management of financial services cannot be underestimated. The BDM ensures we gain and maintain the o… Read more

Account management in a complex industry – “Expert salesmen or experts who can sell?”

How good are you at selling and managing relationships within an expert led industry? In our first financial services article, we examined the importance of broker-intermediar… Read more

Customer management in a world of intermediaries and brokers – “Experts that sell – does it work”?

In the second of our series of articles exploring various issues in the intermediated world of financial services, “Expert salesmen or experts who can sell?” we looked at var… Read more
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The Golden Threads: Part 4 (of 12): Channel Management

This series of blogs explores twelve “golden threads” of critical capability across the CAA® model and considers their application in B2B customer management (CM). All of… Read more