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Greenwich Associates, Charles D. Ellis, «Financial Services without Borders: How to Succeed in Professional Financial Services»

Lessons from the leading financial consulting firm

What is good financial service? Being knowledgeable. Keeping in touch. Knowing your client's needs. For the past twenty-five years, senior executives of professional financial services firms have relied on the experience of Greenwich Associates in establishing their strategy to attract and keep a committed client base-the core of financial services consulting. Based on work they have done at virtually all of the world's leading professional financial services organization, this book shares the techniques developed and lessons learned in the Greenwich Associates' proprietary research and experience consulting for over a quarter of a century.

From the Inside Flap

"We continue to advise our clients to ‘over-invest’ in developing relationships with prospective customers–prospects carefully ‘targeted’ because of the advantageous match-up between the services our clients particularly want to sell and the services these well-chosen prospects will really want to buy."

Professional financial services markets around the world have experienced a remarkable transformation during the past three decades. We’ve witnessed the rise of globalization as the borders that limited and protected most national markets have been largely eliminated. Regulations have been set aside or superseded. Established leaders such as J.P. Morgan, SG Warburg, and Swiss Bank Corp. have been taken over. New products have become dominant while familiar products have been discontinued. Prices on some products and services are up fourfold while prices on others have been quartered. Change is a continuing constant of this dynamic–even turbulent–centerpiece of the world’s economies.

With this transformation, it’s more important than ever to understand past changes and anticipate future ones. Financial Services without Borders offers a comprehensive look at these dynamics and identifies effective, responsive strategies. The research and information presented will give you a better understanding of what today’s clients need from their professional financial service providers. With this knowledge, you’ll discover how to improve dramatically the value of the services you deliver.

Based on nearly thirty years of proprietary research by consultant experts of Greenwich Associates and the experience found in consulting with the leaders of virtually all the leading professional financial services organizations around the world, this book shares the most important lessons learned and put into action. It gives practical advice on how to establish policy, strategy, and tactics in order to attract and keep committed clients. And it includes the techniques that have been used so successfully by the partners of Greenwich Associates over the past three decades.

Financial Services without Borders also explores the latest innovations and structural changes in the major financial markets, making it an invaluable resource for anyone interested or working in professional financial services as either a buyer or a seller.

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