The rules for success in business banking are changing and there are going to be winners and losers. So, what is going to define the successful banks in the next era? Increasingly, sustainable competitive advantage is going to come from your ability to build relationships with clients, rather than from having differentiated products and services. During this session with Professor Jolly of Kellogg School of Management, we will explore the characteristics of trusted advisors, why this is difficult to achieve and, most importantly, the practical steps you can take to build ‘stickier’ and more powerful relationships with your clients.
Richard Jolly, Clinical Associate Professor of Management & Organizations; Director, Kellogg School of Management at Northwestern University; Stokes & Jolly Ltd.