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Front Office Efficiency: Improving Business Development and Increasing Sales

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Abstract

This article looks at front office efficiency and analyzes how it represents a critical success factor for private banking organizations, especially for business development and sales. We address the levers for optimizing front office efficiency from an organizational point of view as well as different options for an efficient front office set-up. To this end, three specific cases from previous project work with leading international private banking institutions help illustrate the relevant aspects for optimizing front office efficiency. The conclusion provides the most important take-aways for actionable next steps.

Suggested Citation

  • Rauser, Ingo & Wehrli, Tobias, 2020. "Front Office Efficiency: Improving Business Development and Increasing Sales," Journal of Financial Transformation, Capco Institute, vol. 51, pages 75-80.
    • Handle: RePEc:ris:jofitr:1640
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    More about this item

    Keywords

    Private banking; front office efficiency; business development; sales; organizational set-up; client needs; client engagement; strategic transformation; change management; case studies;
    All these keywords.

    JEL classification:

    • G21 - Financial Economics - - Financial Institutions and Services - - - Banks; Other Depository Institutions; Micro Finance Institutions; Mortgages
    • G23 - Financial Economics - - Financial Institutions and Services - - - Non-bank Financial Institutions; Financial Instruments; Institutional Investors
    • O16 - Economic Development, Innovation, Technological Change, and Growth - - Economic Development - - - Financial Markets; Saving and Capital Investment; Corporate Finance and Governance

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