Front Office Efficiency: Improving Business Development and Increasing Sales

Ingo Rauser () and Tobias Wehrli ()
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Ingo Rauser: Capco, Postal: Elias-Canetti-Strasse 2,, 8050 Zurich,, Switzerland, http://www.capco.com
Tobias Wehrli: Capco, Postal: Elias-Canetti-Strasse 2,, 8050 Zurich,, Switzerland, http://www.capco.com

Journal of Financial Transformation, 2020, vol. 51, 75-80

Abstract: This article looks at front office efficiency and analyzes how it represents a critical success factor for private banking organizations, especially for business development and sales. We address the levers for optimizing front office efficiency from an organizational point of view as well as different options for an efficient front office set-up. To this end, three specific cases from previous project work with leading international private banking institutions help illustrate the relevant aspects for optimizing front office efficiency. The conclusion provides the most important take-aways for actionable next steps.

Keywords: Private banking; front office efficiency; business development; sales; organizational set-up; client needs; client engagement; strategic transformation; change management; case studies (search for similar items in EconPapers)
JEL-codes: G21 G23 O16 (search for similar items in EconPapers)
Date: 2020
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Persistent link: https://EconPapers.repec.org/RePEc:ris:jofitr:1640

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