Wrong-Headed

For some time, there has been a debate at trust companies and private banks over which is the best marketing and service strategy to capture new assets from existing clients: through the specialist approach or the relationship manager. Other questions related to this controversy include: Does one of these models work better in a down market? And, Does one or the other help the institution to hold

For some time, there has been a debate at trust companies and private banks over which is the best marketing and service strategy to capture new assets from existing clients: through the specialist approach or the relationship manager. Other questions related to this controversy include: “Does one of these models work better in a down market?” And, “Does one or the other help the institution to hold on to assets?”

Two Ways to Go

Trust companies and private banks generally us

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