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Venue

Boca Raton Resort
501 East Camino Real
Boca Raton, FL 33432

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Monday, March 12, 2012

4:30 PM - 5:15 PM
Track: Distribution View Track

SMALL BUSINESS FOCUS: PAY ATTENTION! DEVELOPING AND RETAINING SMALL BUSINESS RELATIONSHIPS BY PHONE

Moderator: Nick Miller, President, CLARITY ADVANTAGE CORPORATION
David R. Tremblay, Business Development & Strategy Executive, Client Development Group, BANK OF AMERICA MERRILL LYNCH
John Witkowski, Regional President and Executive Vice President, Retail Banking, FIVE STAR BANK

J.D. Power data suggests that small business customers feel significantly more satisfied and are significantly likely to refer and purchase the next product when banks assign relationship managers to them AND the relationship managers pay attention.  While business owners differ in their preference for remote versus in-person relationship management, routine attention from someone at their bank is better than no attention from anyone.  In this session, we’ll discuss current thinking about remote relationship management strategy challenges including role clarity and fulfillment processes;  integration of remote relationship managers with branch or field sales staff; recruiting, training, and retaining remote relationship managers; and compensation to call center staff and branches. 

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