Corporate client segmentation: Time to look ahead

Sales management in corporate client divisions is cumbersome, expensive, and often lacks foresight. The challenge to overcome is a segmentation approach based on past performance, not future potential. Any bank that wants to grow efficiently must fundamentally rethink their approach.

Managing a corporate banking division is like a challenging mountain ascent: the summit – sustainable revenue growth – is ahead, but inefficient routes are blocking the path.

To understand the pitfalls of conventional segmentation, let's explore corporate banking through the following six lenses:

1. The blind spot in corporate sales

The situation is clear: the corporate banking divisions of many banks are facing structural barriers to growth. Despite rising client demands, increasing regulation, and pressure on margins, they often lack a systematic approach that intelligently focuses their sales efforts, capacity, and offering on the most relevant clients…