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Books > Money & Finance > Banking

The Next Financial Crisis and How to Save Capitalism (Hardcover): H. Askari, A. Mirakhor The Next Financial Crisis and How to Save Capitalism (Hardcover)
H. Askari, A. Mirakhor
R1,469 Discovery Miles 14 690 Ships in 10 - 15 working days

The financialization of the economy has brought a number of interrelated problems which have contributed to growing income and wealth inequality. Askari and Mirakhor assert that it is time to make a bold change by putting our financial house in order and on a better path, advocating for a fundamental reform of the financial system.

Bank Risk, Governance and Regulation (Hardcover, 1st ed. 2015): Elena Beccalli, Federica Poli Bank Risk, Governance and Regulation (Hardcover, 1st ed. 2015)
Elena Beccalli, Federica Poli
R4,002 Discovery Miles 40 020 Ships in 12 - 17 working days

This book presents research from leading researchers in the European banking field to explore three key areas of banking. In Bank Risk, Governance and Regulation, the authors conduct micro- and macro- level analysis of banking risks and their determinants. They explore areas such as credit quality, bank provisioning, deposit guarantee schemes, corporate governance and cost of capital. The book then goes on to analyse different aspects of the relationship between bank risk management, governance and performance. Lastly the book explores the regulation of systemic risks posed by banks, and examines the effects of novel regulatory sets on bank conduct and profitability. The research in this book focuses on aspects of the European banking system; however it also offers wider insight into the global banking space and offers comparisons to international banking systems. The study provides in-depth insight into many areas of bank risk, governance and regulation, before finally addressing the question: which banking strategies are actually feasible?

Financial Cycles - Sovereigns, Bankers, and Stress Tests (Hardcover): Dimitris N Chorafas Financial Cycles - Sovereigns, Bankers, and Stress Tests (Hardcover)
Dimitris N Chorafas
R3,342 Discovery Miles 33 420 Ships in 12 - 17 working days

As financial positions expand, the economy becomes more vulnerable to adverse and unexpected developments taking place outside the six to seven year business cycle. Over 50 years ago Nikolai Kondratieff developed the theory of "The Long Waves in Economic Life", which incorporated an extended cycle of innovation and upward thrust, and changed our understanding of business cycles in financial settings. Financial Cycles concentrates on two areas that have thus far been omitted from mainstream economics. The first is the impact of the longer term financial cycle; the second is the beginning of de-globalization as the world enters an era of iron-glad economic blocks. Chorafas argues that to overcome the more narrow limits of the business cycle, we need to go beyond its traditional six to seven year focus and address the longer term. This includes the building-up and running-off of economic risks characterizing the financial cycle, as well as the appreciation of forces underwriting both its growth and its decay. An ever-increasing public debt and the behavior of the banking industry are two principal reasons why the structure of analysis characterizing the previous financial cycle no longer fits present-day realities. A new methodology starts getting in shape, even if it still has to acquire political legitimacy.

Issues in Money and Banking (Hardcover): George Macesich Issues in Money and Banking (Hardcover)
George Macesich
R2,183 Discovery Miles 21 830 Ships in 10 - 15 working days

Today's banking systems, from the prosperous American economy to muddled Europe and wobbly Japan, may not be in as good shape as is generally assumed. Although, for instance, large financial institutions face the challenges of the new Euro with confidence, small and mid-sized banks are not as well prepared to deal with the world's changing financial scene. While most banks' profits continue to come from lending, many have become exposed to lesser borrowers, and others have entered businesses, such as asset management and trading, that could become less attractive. Given the pressure on banks to earn more profits and the extra risks they have taken, it behooves us to revisit the key issues in banking. This book casts the ongoing changes in money and banking into perspective. The issues discussed are long standing. Some have antecedents in the distant past, others are more recent. The book opens with a brief discussion of what money is, including the monetarist, Austrian, and Keynesian views, and of differing views on the role of supply and demand. It then considers the early and later years of central banking in the U.S. and abroad, moving on to the role of bureaucracy and monetary policy. The volume then considers contemporary commercial banking, the changing nature of banking today, and the Euro and the dollar. Written in nontechnical language, the book will be useful to the specialist and interested layman alike.

Reducing Labor Turnover in Financial Institutions (Hardcover): Presley T. Creery, Katherine W. Creery Reducing Labor Turnover in Financial Institutions (Hardcover)
Presley T. Creery, Katherine W. Creery
R2,203 Discovery Miles 22 030 Ships in 10 - 15 working days

A practical guide for executives and managers in banking, savings and loans, credit unions, insurance, and brokerage firms, this book addresses the labor turnover problems that currently affect even the most successful financial institutions. The combined effects of slackened population growth, deregulation, and computerization have brought enormous pressures to do more work, at a faster pace, with less time to train employees and catch their mistakes. Labor turnover only exacerbates these problems and related costs. But, as the Creerys illustrate, labor turnover is resistant to most attempts to reduce it, since it is a problem with multiple causes. Their work serves as an important guidepost to those confronted with this relatively new problem in financial institutions.

The Financial Impact of Political Connections - Industry-Level Regulation and the Revolving Door (Hardcover, 1st ed. 2017):... The Financial Impact of Political Connections - Industry-Level Regulation and the Revolving Door (Hardcover, 1st ed. 2017)
Marika Carboni
R1,629 Discovery Miles 16 290 Ships in 10 - 15 working days

This book focuses on political connections in the United States. It contributes to the literature on the link between politics and business, and on the impact of political connections on firm value, by considering industry-level regulation as a discriminating factor in the investigation of firm value creation. Overall, the findings are consistent with the view that industry-level regulation matters.

The Economic and Financial Impacts of the COVID-19 Crisis Around the World - Expect the Unexpected (Paperback): Allen N.... The Economic and Financial Impacts of the COVID-19 Crisis Around the World - Expect the Unexpected (Paperback)
Allen N. Berger, Mustafa U. Karakaplan, Raluca A. Roman
R2,174 R2,021 Discovery Miles 20 210 Save R153 (7%) Ships in 12 - 17 working days

The Economic and Financial Impacts of the COVID-19 Crisis Around the World: Expect the Unexpected provides an informed, research-based in-depth understanding of the COVID-19 crisis, its impacts on households, nonfinancial firms, banks, and financial market participants, and the effectiveness of the reactions of governments and policymakers in the United States and around the world. It provides reflections and perspectives on the social costs and benefits of various policies undertaken and a toolkit of preventive measures to deal with crises beyond the COVID-19 crisis. Authors Allen N. Berger, Mustafa U. Karakaplan, and Raluca A. Roman apply their expertise to the research and data on the COVID-19 economic crisis as well as draw on their own rich research experience. They take a holistic approach that compares and contrasts this crisis with other economic and financial crises and assesses economic and financial behavior and government policies in the booms before crises and the aftermaths following them, as well as the crises themselves. They do all this with a keen eye on “Expecting the Unexpected” future crises, and policies that might anticipate them and provide better outcomes for society.

The Keepers of Finance - U.S. Financial Leadership at the Crossroads (Hardcover, New): Jeremy F. Taylor, Marilyn Taylor The Keepers of Finance - U.S. Financial Leadership at the Crossroads (Hardcover, New)
Jeremy F. Taylor, Marilyn Taylor
R2,768 Discovery Miles 27 680 Ships in 10 - 15 working days

Financial leadership must not be confused with financial wealth, warns Jeremy Taylor in this compelling work--the most recent in his Quorum Books series. He sets up guideposts from history to point the way out of our current financial crisis and develops the concept of financial stewardship to show why private gain must be countered with public responsibility. In the course of U.S. history six leaders emerged to set the country on a balanced course--Alexander Hamilton, Andrew Jackson, Abraham Lincoln, Theodore Roosevelt, Carter Glass, and Franklin Roosevelt. By exercising leadership, they were able to achieve the primary goal of finance--balancing private and public interests. Based on their successes and on an analysis of recent history, Taylor recommends specific actions for rebuilding a financial system with a sense of public responsibility.

Taylor chronicles how the great financial leaders in U.S. history succeeded in moving the country forward by serving as intermediaries between contradictory economic forces. He then discusses the series of financial failures that began in the 1970s--lack of monetary discipline, disturbances in commercial financial institutions, and budgetary irresponsibility. He concludes by proposing specific measure based on a sense of public responsibility. These include replacing multiple oversight boards with designated agencies and replacing laissez-faire policies with enforcement of prudent management policies in the private sector.

New Challenges in Banking and Finance - 2nd International Conference on Banking and Finance Perspectives (Hardcover, 1st ed.... New Challenges in Banking and Finance - 2nd International Conference on Banking and Finance Perspectives (Hardcover, 1st ed. 2017)
Nesrin Oezatac, Korhan K. GOEKMENOGLU
R2,861 Discovery Miles 28 610 Ships in 10 - 15 working days

This volume presents current developments in the fields of banking and finance from an international perspective. Featuring contributions from the 2nd International Conference on Banking and Finance Perspectives (ICBFP), this volume serves as a valuable forum for discussing current issues and trends in the banking and financial sectors, especially in light of the global economic challenges triggered by financial institutions. Using the latest theoretical models, new perspectives are brought to topics such as e-finance and e-banking, Islamic banking, international cross-border regulatory cooperation, bank fraud, the global financial crisis, microfinance, and corporate control transactions. Offering an opportunity to explore the challenges of a rapidly changing industry, this volume will be of interest to academics, policy makers, and scholars in the fields of banking, insurance, and finance.

Marketing Techniques for Financial Inclusion and Development (Hardcover): Dhiraj Jain, Adya Sharma Marketing Techniques for Financial Inclusion and Development (Hardcover)
Dhiraj Jain, Adya Sharma
R5,754 Discovery Miles 57 540 Ships in 12 - 17 working days

Financial inclusion has been one of the most propagated ideologies in countries, and as a result, significant efforts have been taken to nurture institutions and systems to include an array of socio-economic classes. Various financial institutions and societies have taken steps toward financial inclusion, but to be successful, they need to understand how to accurately target and market their potential customers as well as the new avenues for development. Marketing Techniques for Financial Inclusion and Development is a critical scholarly resource on the marketing techniques adopted by various financial institutions and societies for promoting financial inclusion initiatives for the development of the society at large. Featuring coverage on a broad range of topics such as consumer awareness, financial literacy, and micro-enterprises, this book is geared towards managers, investors, brokers, researchers, and all others within the banking industry.

Jacob Schiff and the Art of Risk - American Financing of Japan's War with Russia (1904-1905) (Hardcover, 1st ed. 2018):... Jacob Schiff and the Art of Risk - American Financing of Japan's War with Russia (1904-1905) (Hardcover, 1st ed. 2018)
Adam Gower
R3,687 Discovery Miles 36 870 Ships in 12 - 17 working days

Jacob Henry Schiff (1847-1920), a German-born American Jewish banker, facilitated critical loans for Japan in the early twentieth century. Working on behalf of the firm of Kuhn, Loeb & Co., Schiff's assertiveness in favour of Japan separated him from his fellow German Jewish financiers and the banking establishment generally. This book's analysis differs from the consensus that Schiff funded Japan largely out of enmity towards Russia but rather sought to work with Japan for over thirty years. This was as much a factor in his actions surrounding the Russo-Japanese War (1904-1905) as his concern to thwart Russian antisemitism. Of interest to financial historians alongside Japanese historians and academics of both genres, this book provides a lively and thoroughly researched volume that precisely focuses on Schiff's mastery of banking.

A Political Economy of Banking Supervision - Missing a Chance (Hardcover, 1st ed. 2020): Damir Odak A Political Economy of Banking Supervision - Missing a Chance (Hardcover, 1st ed. 2020)
Damir Odak
R2,616 Discovery Miles 26 160 Ships in 10 - 15 working days

This book examines the effect of banking on the real economy and society, focusing on banking supervision as the decisive factor in steering banking activities and determining the social outcome of the game of finance. Banking is like a cardiovascular system for our society. If it functions correctly, it allows the economy to operate smoothly. On the other hand, if it malfunctions it becomes a doomsday device. This creates an asymmetry of risks - the asymmetry between the potential dire consequences and the modest rewards of accepting those risks. Banking was one of the critical technological factors enabling the transition from the middle ages and the creation of modern society. However, while today it contributes little to economic growth, its malfunction has a profound and lasting adverse impact. The book explains why, how and what. Why is it important to keep tight supervision of the banks? How can banking supervision improve stability, not only of the financial system but also of the whole human society? What went wrong with the regulation in the past?

Banks, Bankers, and Bankruptcies Under Crisis - Understanding Failure and Mergers During the Great Recession (Hardcover): D.... Banks, Bankers, and Bankruptcies Under Crisis - Understanding Failure and Mergers During the Great Recession (Hardcover)
D. Chorafas
R2,868 Discovery Miles 28 680 Ships in 10 - 15 working days

Banks, Bankers, and Bankruptcies Under Crisis uses case studies of failed banks, banks that would have failed without taxpayer intervention, and in some cases banks obliged to merge under government pressure, to better understand global banking today.

The Triple Crisis of Western Capitalism - Democracy, Banking, and Currency (Hardcover): T. Lauk The Triple Crisis of Western Capitalism - Democracy, Banking, and Currency (Hardcover)
T. Lauk
R3,364 Discovery Miles 33 640 Ships in 12 - 17 working days

Tillmann C. Lauk discusses law-making at the European level and argues that problems with EU legislation, banking regulation and currency debasement are due to a lack of democratic control. He insists on the need for radical reform both of banking and of international money and makes an important contribution to the debate on the future of finance.

Modern Multi-Factor Analysis of Bond Portfolios - Critical Implications for Hedging and Investing (Hardcover, 1st ed. 2015):... Modern Multi-Factor Analysis of Bond Portfolios - Critical Implications for Hedging and Investing (Hardcover, 1st ed. 2015)
Giovanni Barone- Adesi, Nicola Carcano
R1,506 Discovery Miles 15 060 Ships in 10 - 15 working days

Where institutions and individuals averagely invest the majority of their assets in money-market and fixed-income instruments, interest rate risk management could be seen as the single most important global financial issue. However, the majority of the key techniques used by most investors were developed several decades ago, and the advantages of multi-factor models are not fully recognised by many researchers and practitioners. This book provides clear and practical insight into bond portfolios and portfolio management through key empirical analysis. The authors use extensive sets of empirical data to describe the value potentially added by more recent techniques to manage interest rate risk relative to traditional techniques and to present empirical evidence of such an added value. Beginning with a description of the simplest models and moving on to the most complex, the authors offer key recommendations for the future of rate risk management.

Decision Taking, Confidence and Risk Management in Banks from Early Modernity to the 20th Century (Hardcover, 1st ed. 2017):... Decision Taking, Confidence and Risk Management in Banks from Early Modernity to the 20th Century (Hardcover, 1st ed. 2017)
Korinna Schoenharl
R5,749 Discovery Miles 57 490 Ships in 12 - 17 working days

This book offers 14 contributions that examine key questions in bank decision-taking,constitution of confidence in banks and risk management practices from Early Modernity to the twentieth century. It explores how the various mechanisms of bank decision taking changed over time. Chapters also analyse the types of risk management techniques used, the contributory factors to the constitution of confidence and the methods that banking historians can use to analyse and describe bankers risk management and decision taking - from system theory to behavioural finance, new institutional economics to praxeology and convention theory to network analysis. The different methodological approaches are put to the test in case studies based on archive material from four hundred years of banking in order to connect banking history more closely to political and cultural history.

Hungary and Other Emerging EU Countries in the Financial Storm - From Minor Turbulences to a Global Hurricane (Hardcover, 1st... Hungary and Other Emerging EU Countries in the Financial Storm - From Minor Turbulences to a Global Hurricane (Hardcover, 1st ed. 2020)
Julia Kiraly
R2,860 Discovery Miles 28 600 Ships in 10 - 15 working days

This book analyzes the banking crisis and the events surrounding it in Hungary and other emerging EU member countries in 2007-2013. Written by Julia Kiraly, a former policymaker, and the Deputy Governor of the Hungarian Central Bank at the time of the crisis, it also offers a firsthand account of the processes in and responses to the financial crisis. While there is extensive literature on the crisis, most of it focuses on the US or the Eurozone, sometimes mentioning the "emerging world" in passing. However, Central and Eastern Europe experienced the crisis very differently than other emerging countries. In the pre-crisis years, the region in accession to the EU attracted abundant fresh capital, but the seemingly unconstrained global liquidity fuelled credit bubbles. After the Lehman crisis, capital rapidly fled these countries. In this part of the world, the recession proved to be much worse than elsewhere, with double-digit growth soon turning into a double-digit decline in GDP. Several countries had to turn to the IMF and the EU for stand-by credit. Based on her own inside experience as a top central banker, the author offers a personal yet professional analysis of the causes and consequences of the financial hurricane.

The Chinese Financial System (Hardcover): Cecil R. Dipchand, Zhang Yichun, Ma Mingjia The Chinese Financial System (Hardcover)
Cecil R. Dipchand, Zhang Yichun, Ma Mingjia
R2,757 Discovery Miles 27 570 Ships in 10 - 15 working days

The major components of the Chinese financial system as it existed by the end of 1990 are identified. The activities of each component, its relative importance, and the role which each is likely to play in the economy as it develops are discussed. The components of the system include the State Council, the People's Bank of China, the banking sector, the non-banking sector, and the financial market. Professor Zhang Yichun and Mr Ma Mingjia have access to privileged documentation on the development of this financial system. The publication includes a note by R.L. Blackmore.

Whither has the Money Gone - Fund Flow and Mechanism Under a Grand Asset Management Framework (Hardcover, 1st ed. 2021):... Whither has the Money Gone - Fund Flow and Mechanism Under a Grand Asset Management Framework (Hardcover, 1st ed. 2021)
Jianfeng Yin, Jianwei Wu, Zengwu Wang
R3,355 Discovery Miles 33 550 Ships in 10 - 15 working days

This book presents China's wealth management market to the public, institutions and research groups. As the money base of Renminbi (RMB or Chinese Yuan) from the central bank increases exponentially in recent years, the overall leverage ratio rises in an alarming rate and the shadow banking issues stick out. Where this massive amount goes has raised huge interest all over the world. This book answers this question in three aspects: What is the money made up? Who is managing the money and how are they doing? The author studied six types of financial institutions that are responsible for channeling the money to industries and individuals. Banks although still the main vehicle for money flows, other financial organizations have taken more and more important roles in the money management market. Insurance, trust, security and mutual funds are the main non-banking business participants. New money management products are innovated, as are the regulations. The money management business in China has experience from starting chaos to a regulated market and the evolution is still going on. Professionals and researchers around the world are watching China's money market closely, studying the mechanisms, looking for business opportunities and trying to theorizing economic rules. This book is a well presented and professionally structured for the above purposes.

A Flow-of-Funds Perspective on the Financial Crisis Volume I - Money, Credit and Sectoral Balance Sheets (Hardcover): B.... A Flow-of-Funds Perspective on the Financial Crisis Volume I - Money, Credit and Sectoral Balance Sheets (Hardcover)
B. Winkler, A. Van Riet, P. Bull, Ad van Riet
R3,428 Discovery Miles 34 280 Ships in 12 - 17 working days

Flow-of-funds accounts are a component of the national accounts system reporting the financial transactions and balance sheets of the economy, classified by sectors and financial instruments. The biggest financial crisis in a lifetime has shown how important it is to have a deep knowledge of the financial balance sheets of the main sectors of the economy and the financial flows that take place between them. This type of information is essential for a proper understanding of the transmission of monetary and financial shocks through the economy, thereby complementing traditional monetary analysis centred on bank balance sheets.
This publication takes a flow-of-funds perspective of the financial crisis. The book highlights the ongoing efforts in the central bank and academic community to gain a deeper understanding of the implications of the financial crisis for monetary analysis and to develop empirical tools to extract regularities from the rich flow-of-funds dataset. The authors cover in this respect the full range of financial assets held by different sectors of the economy, including the balance sheet of financial intermediaries, bank leverage issues and their implications for the supply of credit to the economy, as well as the portfolio choices, savings behaviour and debt financing of households and non-financial corporations. Over time, this should enable monetary policy-makers to apply the new insights and instruments for a richer analysis of credit cycles and the transmission of monetary policy via flow-of-funds variables.

Emerging Financial Markets and Secured Transactions (Hardcover): Joseph J. Norton, Mads Andenas Emerging Financial Markets and Secured Transactions (Hardcover)
Joseph J. Norton, Mads Andenas
R15,090 Discovery Miles 150 900 Ships in 10 - 15 working days

This volume is comprised of a collection of papers dealing with various aspects of cross-border secured transactions, an important issue in the development of emerging financial markets and transitional market economies. A sound legal framework for lenders to effect and enforce secured transactions is called for in order to establish an investor-friendly climate. Special attention is paid to the EBRD Model Law on secured transactions, the UNCITRAL Draft Convention on Assignment in Receivables Financing, and the UNIDROIT model. The papers stress the importance to the transition process of the development of a modern framework for secured transactions.

The Banking Swindle - Money Creation and the State (Hardcover): Kerry Bolton The Banking Swindle - Money Creation and the State (Hardcover)
Kerry Bolton
R711 Discovery Miles 7 110 Ships in 12 - 17 working days

The Banking Swindle is not an economic textbook filled with technical jargon that only serves to obscure important issues. Rather, this is a book intended to explain in a straight-forward manner the way private banking interests - which have no loyalty to anything other than to greed - create credit and money as profit-making commodities which has driven individuals, businesses and entire states to ruin through debt.

As importantly, The Banking Swindle examines the many communities and states that have rejected the fraudulent banking system, and sometimes had to fight to do so, and brought prosperity where there was destitution, by taking issuing money and credit for their legitimate purpose: as mere tokens for the exchange of goods and work, debt-free. The Banking Swindle is unique also in regard to its coming from the 'Right', and redefining the 'Right' with precision, after decades of having been misinterpreted by both the Left and Classical Liberals as being synonymous, especially in the English-speaking world, with Free Market Capitalism, which it is not, and never has been. Indeed, as The Banking Swindle shows, drawing on such thinkers as Oswald Spengler from the Right, and Karl Marx himself from the Left, Free Market Capitalism is subversive and anti-conservative. The Banking Swindle shows that historically it has been the Right that has fought Usury, that it was Rightist parties that offered clear policies on overthrowing the power of the bankers. The Right has largely forgotten this background, at the very time when policies are needed to address the world's Number One issue: Debt.

The Future of Banking (Hardcover): Benton E. Gup The Future of Banking (Hardcover)
Benton E. Gup
R3,633 Discovery Miles 36 330 Ships in 10 - 15 working days

The basic functions of banking--lending, deposit taking, and making payments--are constant. What changes are the forms banking takes in response to increases in competition, globalizaion, new laws, and emerging technologies. Among the most visible of these changes will be an increase in the consolidation and globalization of banking in the world's major trading countries. Now, prestigious academics and practitioners, including regulators from around the world, join Benton E. Gup in exploring these coming changes--and by doing so, define a global perspective on banking's future. They find that the consolidation of banking will persist on a global scale. Electronic banking in all its forms will increase in importance, and banking in mature economies will be even more different from what it is now in developing economies. While focusing on the financial system in the United States, Gup's panel of contributors also explores financial systems in Europe, Asia, and elsewhere. Like Gup, they predict that a small handful of very large banks will control a disproportionate share of bank assets. Their views provide an unusual survey of current thinking in the domains of banking and finance, and an important source of current information, background, and foresights for banking and finance practitioners, students, and academics.

The Economic Impact of International Monetary Fund Programmes - Institutional Quality, Macroeconomic Stabilization and Economic... The Economic Impact of International Monetary Fund Programmes - Institutional Quality, Macroeconomic Stabilization and Economic Growth (Hardcover, 1st ed. 2016)
Omer Javed
R3,162 R1,804 Discovery Miles 18 040 Save R1,358 (43%) Ships in 12 - 17 working days

This book investigates the impact of International Monetary Fund (IMF) programmes on macroeconomic instability and economic growth in recipient countries. Employing the New Institutional Economics approach as an analytical framework, it identifies the determinants of economic and political institutional quality by taking into account a broad variety of indicators such as parliamentary forms of government, the aggregate governance level, civil and economic liberties, property rights etc. The book subsequently estimates the impact of these institutional determinants on real economic growth, both directly and also indirectly, through the channel of macroeconomic instability, in recipient countries. Moreover, it illustrates the effectiveness of IMF programmes in the case of Pakistan, a frequent user of IMF resources.

Relationship Banking - Cross-Selling the Bank's Products and Services to Meet Your Customer's Every Financial Need... Relationship Banking - Cross-Selling the Bank's Products and Services to Meet Your Customer's Every Financial Need (Hardcover, Revised Ed)
Dwight S Ritter
R1,141 R950 Discovery Miles 9 500 Save R191 (17%) Ships in 10 - 15 working days

Banking's greatest opportunities are often overlooked and underdeveloped. In fact, a veritable gold mine is already in your bank - the customer! Have you made the most of your customers' potential? You have a full line of quality financial products and services to offer, but chances are even your best customers do business with the competition. This isn't necessarily because of pricing or product or trustworthiness. It's often due to a simple lack of effort. We all know that it is easier and more cost-effective to retain and cultivate an existing customer than it is to attract new ones. Yet, many customers are never exposed to the full range of products and services available to them. In most cases, all you have to do is ask! Relationship Banking is the key to realizing the potential of your bank's existing resources: your staff, your customers and your product line. By cross-selling products to your customers, you gain an advantage in market share, retention rates, fee income and, ultimately, profitability. Author Dwight Ritter offers workable solutions which can be put to immediate use. Inside Relationship Banking, you will find the components of a successful program, including: . Financial products and services: By identifying how your product line relates to customer needs, its appeal can skyrocket. This comprehensive analysis includes everything from savings accounts to mutual funds. Lead Product Selling: By identifying those products which customers automatically expect and linking them to related products, you create natural opportunities for effective and productive cross-selling. Lead Product Selling helps bankers meet the needs and raise the awareness of their customers.Improving communications: Good communications are essential to build, nurture and expand any customer relationship. By asking the right questions, opportunities quickly become apparent. By learning how to listen, needs can be fulfilled and relationships can be cemented. Measuring performance and productivity: Without proper tracking, no program can be at its most effective. Relationship Banking includes a tested plan for tracking the results of cross-selling efforts.

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