4. Embrace operational excellence.
One common challenge for many corporate banks is making the most of a scarce resource: top talent simply does not spend enough time with customers. Taking a systematic approach can help. Among other things, banks can push relationship managers (RMs) to embrace time and activity planning, especially with regard to meeting routines and client visits, and establish clear roles and focus in the RM team (for example, through continuous capability development, regular coaching and structured performance management). One bank did this, and its RMs now spend up to 40 percent more time with customers. Such efforts give banks the firepower to drive initiatives such as cross-selling or repricing