Customer Management in a world of Intermediaries and Brokers
“Just who is the customer here?”
In this article, the third in our series exploring the intermediated / broker relationships in Financial Services, we focus on the q… Read more
Account Management in the complex world of Financial Services
“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 ar… Read more
CRM Steps for success – Part 1 of 7
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According to a recent survey by IBM Global Services, 85% of companies are not feeling fully successful with CRM. The remedies having the greatest impac… Read more
How Equitable are your Broker and Intermediary Relationships?
BROKERS AND INTERMEDIARIES
“DEPENDENT or INTERDEPENDENT”
How Equitable are your Relationships?
The role of the broker / intermediary / agent within the financia… Read more
The Great Debate (5) – Building Trust
Trust is the willingness to be vulnerable based upon positive expectations about another’s intentions or behaviours.
– Rousseau et al
Trust is one of the fundamental comp… Read more
Ten insights from the B2B sector about Building Trust
In the latest Great Debate at the magnificent Crystal Building in London we discussed the most fundamental component of B2B customer relationships: Trust. Three speakers from i… Read more
CRM – 6 Steps for Success
Mark Hollyoake examines what it means to build a successful CRM programme, in this publication you will learn how to make a compelling case for change, manage stakeholders effect… Read more
RBS vs O2 – Understanding the power and value of trust
We have two recent examples of problems within massive UK businesses, one which appears to understand the power and value of trust and another which does not.
In June the systems pr… Read more
