Published: 04 April 2019
Analyst(s): Financial Services Business Leader Research Team
Businesses are expanding their financial provider networks and purchasing from more providers than before. Commercial banking executives seeking to help their firms remain profitable amid the changing economics of acquisition must prioritize acquiring efficiently.
Acquisition Is a Key Concern
Challenging Two Assumptions About Acquisition
Assumption 1: Acquisition Yields Long-Term Benefits to the Bank
Assumption 2: Clients Value New and Existing Providers Similarly
Understanding the Evolution of Client Behavior
Growing Companies Tend to Buy From New Providers
Younger Business Owners Buy From New Providers More Often Than Existing Providers
Business Owners Buy From New Providers Because They Seek Control Over Their Finances
Companies Purchasing Accounts Receivables and Payables and Online Products Are Highly Likely to Do So From New Providers
Growth-Confident Business Owners Tend to Buy From New Providers
Countering the Increasingly Spreading Share of Wallet
Reimagining the Economics of Acquisition Through Improving Prospecting Efficiency
Reimagining Value Creation in Acquisition
Recommended by the Authors
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