Adam Smith Awards 2016 Highly Commended Winner – First Class Relationship Management
The corporate finance team at this household name used to spend about a third of their working hours with banks and the boss wanted to know why. They implemented a bank relationship tracker to monitor bank engagement and improved their ROI considerably as a result.
This is an innovative approach Anita. Given some of the banks involved are clients of Microsoft what sort of reaction did you get from these banks? (10:52)
The personnel that the banks fielded for these meetings, are these the banks analysts, relationship managers, product specialists, business specialists, sector specialists? How did they face off against you as a client in terms of the personnel and level of seniority that they put forward for these meetings? (20:28)
How many banks does Microsoft with globally? (25:54)
Are you still spending a third of your time? If so, how is that time now being spent? (31:54)
Are you spending too much time with your banks? (30:13)
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