The balancing act of doing what is best for your small business clients as well as uncovering ways to deliver revenue growth is put through the unique lens of European banking. In this workshop you will learn and interact with various ways Barclays Bank (and other Financial Institutions in Europe) generated new lines of fee-based revenue, helped position themselves as innovators in the SMB banking space, and also delivered world-class solutions vital to their clients.
Discover how a deep understanding of SMB needs drove these banks to step beyond banking products and transactions and align their proposition with the basic, day-to-day requirements of small businesses: helping them survive and thrive. From this starting point, learn how deepening customer relationships can lead to double digit sales penetration on cross-sell opportunities, help to harvest the accompanying goodwill PR, and drive better retention of your most valuable customers.
The workshop will cover:
•Basic research findings about what SMBs consider to be their big headaches
•What banks traditionally do and don’t do
•What is the alternative – positioning the bank as trusted adviser and going beyond banking
•What are the areas you can stretch to – how and why
•Barclays – a UK case study – followed by ABN AMRO, RBS, Santander
•Benefits provided to these banks, not only the SMB client