More and more, financial services organizations are focusing on driving revenue growth by selling more products and services to existing clients. Compared to the time, cost, and effort to acquire new customers, this approach makes good sense. It is far more cost effective to market to existing clients than to onboard new clients, and these opportunities have a higher success rate.
This whitepaper examines how organizations are no longer limited to the traditional referral model in which individuals mine their individual books of business for new clients, and how the new paradigm involves cross-firm/cross-product collaboration that maximizes the value of existing client relationships.
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