Published: 24 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 leaders seeking to 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 for the Bank
Assumption 2: Clients Value New and Existing Providers Similarly
Understanding the Evolution of Client Behavior
Younger Business Owners Are Nearly Twice as Likely to Buy From New Providers
Business Owners Buy From Alternative Providers for the Same Reasons They Go to New Providers: Control Over Their Finances
Companies Purchasing Accounts Receivables and Payables Products Are Highly Likely to Do So From a New Provider
Business Owners With High Confidence in Managing Financial Operations Tend to Buy From (More) New Providers
Countering the Increasingly Spreading Share of Wallet
Reimagining the Economics of Acquisition Through Improved Prospecting Efficiency
Reimagining Value Creation in Acquisition
Recommended by the Authors
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