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Bank Technology News June 2001 Jan Jaben-Eilon	Looking for Payback from CRM For banks, good CRM starts with a good business culture...
Bank Technology News May 2001 Maria Bruno	CoreProfit Tackles Profitability from the Bottom Up Company turns profitability models upside down so that banks look at customer costs first...
CIO June 1, 2002 Stephanie Overby	The Little Banks That Could Faced with growing competition from the big guys, the little engine that could -- in this case, small and midsize banks -- are using CRM to make it over the mountain
Bank Technology News April 2001 David Rountree	Customers Rule Today Long before the Internet, the customer was said to be king. But the Net appears to spell certain, if slow, death for banks that don't act accordingly...
CRM September 8, 2015 Dan Moultrie	Financial Institutions Should Bank on Knowing Their Customers Finding out what customers want, and how they prefer to interact, is to key to profitability.
Bank Technology News January 2001 David Rountree	Bye, Bye CRM, Hello CMR Not quite, researchers say, though RDS promotional material proferred the latest BAI research as proof that customer relationship management is "disappearing"...
CRM January 2005 Jason Compton	Profits One Customer at a Time CRM strategists often speak of improving company performance by boosting revenue on a per-customer basis. CRM magazine cuts through the hype to examine what individual customer profitability can--and cannot--do for your business.
U.S. Banker December 2007 Anthony Malakian	Being All Things to All People Isn't So Profitable To combat lost opportunity and money, banks are now turning to science-behavioral science to help market to the right people.
CRM November 2007 Colin Beasty	Predicting Profitability After years of trial-and-error, enterprises are finally developing innovative strategies and incorporating new software to allow them to identify - and sell to - their most profitable customers.
Bank Technology News May 2002 David Rountree	CRM the Hard Way Banks that are capitalizing on the wealth of CRM technology that does work are peopled by managers willing to work at it, every day...
CRM October 18, 2004 Joshua Weinberger	Hot Seat: Should CRM Focus on Maximizing Top Customers or Boosting the Profitability of Others? Some loyal customers may be only marginally valuable today, but enormously valuable tomorrow.
Bank Technology News March 2001 David Rountree	Up Today, Up Tomorrow Banks appear determined to sustain their leadership in technology as the virtual world creates ever new real-world threats to their traditional business models.
CIO October 1, 2005 Alice Dragoon	How to Do Customer Segmentation Right Here's how RBC Royal Bank has grown its market share by courting specific customer segments, such as retired snowbirds and future doctors.
Bank Systems & Technology September 27, 2007 Nancy Feig	Customer Satisfaction Is Key to Driving Organic Growth at Banks As banks seek new market segments to target, they're also looking at new ways in which their systems can improve the customer experience to increase share of wallet.
HBS Working Knowledge April 3, 2006 Jonathan Byrnes	Making the CFO Chief Profitability Officer Profitability management opens a new realm of opportunity for the creative CFO. Using it, a CFO can generate revenues, profits, and cash surprisingly quickly, and at very little cost. But it requires that the CFO move beyond his or her traditional domain.
Financial Planning February 1, 2005 Julie Littlechild	The Profit Problem Understanding what a financial adviser is making--or losing--on individual clients takes a lot of work. The alternative is to keep on flying blind. Client profitability is not about cash flow, and as a result, it often gets short shrift.
Bank Technology News October 2001 David Rountree	Consumers Grow Comfortable With IT Wealth management services to be sought by not-so-wealthy households...
Bank Technology News March 2002 Karen Epper Hoffmann	Online Banking Aligns Practices Now that the initial online flurry has subsided, Web-based banks are looking at ROI potential...
Bank Director 3rd Quarter 2010 Jack Milligan	The Big Retail Showdown Despite countless warnings that the industry has hit a wall on brick-and-mortar viability, lots of financial institutions are holding their ground, determined not to let this era become branching's last stand. Can branches remain profitable once the dust settles on the current economy?
Bank Technology News November 2004 John Adams	Data Management: Webster Tries To Redefine CRM Webster Bank is adopting new technology that aims to upgrade data storage capability, turning it into a tool that gives a much broader view of customers, their financial profiles and banking relationships.
U.S. Banker February 2006	Provident Rewards 'Primary Relationship' Loyalty A customer-retention program recently rolled out by Provident Bank has no minimum asset requirement. And even though analysts say it makes sense, it is not necessarily a slam-dunk.
CRM January 2013 Woody Driggs	Add Customer Satisfaction Through Analytics Companies need to improve customer value to boost profitable growth, gain insights into customers' profitability and lifetime value, and monitor customer behavior across multiple channels and social media
The Motley Fool April 18, 2006 Stephen D. Simpson	U.S. Bancorp Rides Fees to Growth Interest income performance isn't great, but U.S. Bancorp's strong fee structure does its part. Though the stock may not be quite as cheap as banks like Wachovia or SunTrust, it's still a very well-run bank.
HBS Working Knowledge August 8, 2005 Robert S. Kaplan	A Balanced Scorecard Approach To Measure Customer Profitability Some companies become customer-obsessed rather than customer-focused and lose potential profits.
Insurance & Technology May 22, 2009 Steve Discher	Not All Customers Are Equal: The Case for Differentiated Service Insurers can maximize their customer service technology investments by identifying what is valuable to different tiers of customers and matching capabilities to customer profitability.
Bank Technology News February 1, 2008 John Adams	Relationship Pricing: Customize Fees And People Feel Special Bank fees have long been a one-size-fits all jacket, but some institutions now offer a custom-tailored experience to differentiate themselves and grab wallet share.
Bank Technology News May 2001 Maria Bruno	E-Mania Takes Community Banks by Storm According to Grant Thornton, community banks must commit to big changes, or else...
Bank Systems & Technology February 1, 2007 Neil Underwood	The Seamless Experience 2007 is the year when banks will be forced to perfect the customer experience by integrating contact points to create a seamless environment.
HBS Working Knowledge July 14, 2003 Selden & Colvin	M&A: The Value of a Customer The M&A valuation process often gives short shrift to the caliber of customers held by the target company. Here are analysis tools for assessing customer value.
Bank Systems & Technology January 31, 2006 Peggy Bresnick-Kendler	Demographic Trends How are retail banking customer demographics changing? What is the significance of these trends?
Bank Technology News April 2003 Bruno & Adams	One Tech Advancement You Can't Live Without No financial institution that hopes to grow its business is going to rely on one innovation to meet all of its needs firmwide. But there are some technologies revolutionizing banking, rising above the hype and netting business results.
Bank Systems & Technology August 2, 2005 Deena M. Amato-McCoy	The Tailored Sell Tired of losing customers to competitors, many banks are restructuring corporate cultures and making customer-centric, cross-selling marketing strategies an enterprisewide priority.
Bank Technology News March 2007 Glen Fest	Business Banking: Small Banks Beefing Up Commercial Capabilities Four in five community institutions say they will increase tech spending on capabilities such as cash management and imaging to attract corporate banking customers.
Bank Systems & Technology December 1, 2005 Phil Britt	High Tech, High Touch and High Net Worth As banks attempt to expand their private banking operations to attract high-net-worth customers, they're enhancing their support technologies to provide better customer service, improve profitability, and expand product and service offerings.
Bank Technology News April 2001 David Rountree	Customers Blast Service in Exit Poll at Branches A consulting firm recently button-holed U.S. bank customers as they were leaving branches of major institutions on both coasts and the Midwest. The results of the poll are enough to make a marketing executive weep openly...
Bank Systems & Technology July 1, 2005 Peggy Bresnick Kendler	Speed to Market Achieving speed to market can provide banks with a competitive advantage. But they need flexible technology infrastructures to achieve speed-to-market strategies, and launching products just for the sake of offering something new won't win banks new business.
Bank Systems & Technology August 5, 2004 Ivan Schneider	Security National Brings Families Closer Customer profitability software allows a bank to gain strategic clarity about the drivers of its overall profitability, but it's difficult to pin down an exact return on investment.
Bank Technology News June 2002 Jan Jaben Eilon	Small Business Entices Marketers With over 5 million small businesses in America, banks are realizing the potential in this market.
The Motley Fool January 19, 2007 Dan Caplinger	Banks Need Your Fees The best way to avoid fees is to make sure you understand what fees your bank charges for certain transactions or activities before you need them.
U.S. Banker January 2006 John Engen	Fabulous on the Fundamentals The first three quarters of 2005 were the most profitable in banking history, with record earnings of $102 billion. But already in 2006, analysts see signs of change in the overall approach bankers take to the business.
Bank Systems & Technology December 23, 2007 Peggy Bresnick Kendler	Banks Eye Wealth Management Market As baby boomers transition into retirement, the market for wealth management services is more promising than ever.
CRM January 21, 2005 Robert Kugel	Seven Mistakes in Managing Customer Profitability Taking the right approach can lead to a sustainable competitive advantage.
Bank Systems & Technology April 1, 2005 Keith Knudsen	One Question For: Keith Knudsen, EVP, Security National Bank How is Security National Bank leveraging technology to improve customer relationships and boost profitability?
Finance & Development June 1, 2000 Hans Dieter Seibel	Agricultural Development Banks Close Them or Reform Them? Agricultural development banks were established to extend credit and other financial services to customers not considered creditworthy by commercial banks. Should these banks be closed or are they worth revamping?
CIO January 15, 2003 Mohanbir Sawhney	New Value, Same Customers The value of customers goes beyond what they spend. By using activity-based costing approaches to allocate marketing, sales and support costs to specific customer accounts, you can create a more accurate picture of what your customers are really worth.
Bank Technology News July 2001 David Rountree	Banks' Embrace Gains Urgency Sure, staff meetings are no fun in a testy economy, but at least "contact" efforts have a pulse...
The Motley Fool August 16, 2007 Matt Koppenheffer	What's on Deck for Investment Banks? It looks like there could be some tougher times for the industry. Investors, there's a lot of uncertainty right now, but keep an eye out for the appearance of a Goldman Sachs or a Merrill Lynch in that ol' bargain bin -- it could happen.
U.S. Banker February 2007 Karen Krebsbach	Marketing: Affluent Asian Americans Elusive for Some Banks While a number of banks, like Los-Angeles-based Nara Bancorp and Wilshire Bancorp, were created to sell predominantly to Korean Americans or Chinese Americans, other banks in other parts of the U.S. have struggled to make the Asian American market a natural fit.
HBS Working Knowledge October 6, 2003 Jonathan Byrnes	Managing Profitability: One Year Later The most important issue facing managers in this difficult economy is making more money from the existing business without costly new initiatives. The author revisits this assertion from a year ago.
Bank Technology News September 2001 Daniel Joelson	New Research Ranks Web Sites of Western Hemisphere A study of online financial services in the Americas reveals some of the many challenges FIs face online...