Focusing on 15% of the pie. (relationship profitability management): An article from: Bank Marketing

This digital document is an article from Bank Marketing, published by Bank Marketing Assn. on April 1, 1995. The length of the article is 2627 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the supplier: A good number of banks have abandoned the traditional 'all things to all people' approach and have instead embraced the progressive idea of relationship profitability management. This concept stresses the need for banks to redefine their relationships with customers so that they aim to attain a greater 'share of customer' rather than a greater 'share of market.' This approach means that bank marketing initiatives should be refocused so that they are targeted at retaining the top 15% of clients who account for 85% of overall profits.

Citation Details
Title: Focusing on 15% of the pie. (relationship profitability management)
Author: Michael G. Hales
Publication:Bank Marketing (Magazine/Journal)
Date: April 1, 1995
Publisher: Bank Marketing Assn.
Volume: v27 Issue: n4 Page: p29(5)

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