Customer Profitability Analysis and Value Based Management at Barclays Bank Award winner Prize Winner Solution
Abstract:
In action to the magnified competitors in the banking market, Barclays embraced a Worth Based Management (VBM) program to line up choice making at all levels in the company with the interests of its investors. Under the umbrella of this VBM program the Bank presented a brand-new method to determining and efficiently handling its high-value clients. The case demonstrates how the brand-new customer value measurement tool had a substantial influence on supervisory choice making and how it was assisted by value-based sales rewards.
Pedagogical Objectives:
The function of the case is to supply an illustration of customer success study in the context of a 'handling for value' effort at a prominent European bank. The case demonstrates how the Bank's outer monetary objective of leading quartile investor return was equated into an internal concentrate on financial earnings, which in turn was cascaded to the cutting edge through value-based sales targets. The goal of the case conversation is to check out the advantages and difficulties of embracing a value-aligned efficiency measurement tool to assist the salesforce determine high-value clients and act to improve customer success and develop investor value.
This is just an excerpt. This case is about Leadership & Organisations
published: 12 Jan 2004
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