From Relationship Manager to Client Whisperer in Commercial Banking - rectangle

Related Expertise: Financial Institutions, Wholesale Banking, Digital Transformation

From Relationship Manager to Client Whisperer in Commercial Banking

By Pieter Van den BergCesar TorresBrad MayerJörg Erlebach, and Stiene Riemer

Commercial banks can transform their business-development practices by adopting analytics that make use of customer data. When relationship managers (RMs) have the tools they need to serve clients better and attract new ones, they can increase their bank’s bottom line by 10% to 15%. They solidify their role as client whisperers who can gain their clients’ full loyalty and trust.

  • Many commercial banks have yet to gain full value from their most precious data asset: their clients’ daily transactions.
  • Bionic banks use analytics tools to provide insights into clients’ needs and to automate routine processes so that RMs can spend more time interacting with clients.
  • Many banking leaders are aware of the potential value of the bionic approach, but few seem to feel a sense of urgency about adopting it, and time is running out.
  • The ingrained practices and habits of commercial banking often make it difficult to adopt this approach. For example, although RMs recognize the value of cultivating existing clients, they often prioritize new clients first.

Learn how banks can build data platforms that enable RMs to become true client whisperers for the commercial businesses in their locale.

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