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This leading European retail bank wanted to reengineer its sales and marketing capabilities.
The bank called on Accenture to develop a master transformation plan for implementing a new sales and marketing model. As a result, the bank has dramatically improved the effectiveness of its sales force.
The bank partnered with Accenture, which began by analyzing the effectiveness of the bank's existing sales and marketing efforts. Then, in a proof-of-concept phase, Accenture conducted three key initiatives:
This initial phase quickly produced $19 million in additional revenues for the bank—but there was more to come. Accenture also developed a master transformation plan for implementing a new sales and marketing model. Based on the success of the proof-of-concept phase, Accenture has been working with the bank to implement that plan, with efforts focusing on five areas:
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