Blog & Articles
Robert has published more than 150 columns, articles, white papers, and research studies on relationship. In addition to being a regular contributor at Huffington Post, his work has been published and discussed in Forbes, American Banker, Sales & Marketing Management magazine, The CEO Magazine, ABA Bank Marketing magazine, Computerworld, The Daily Beast, Business Week, The Dallas Morning News, Los Angeles Times, The Detroit News, The Indianapolis Star and in international publications including Sydney Morning News (Australia), European Financial Management Association (London) and Relational Thinking Network (Cambridge, UK).
“It is not slickness, polish, uniqueness, or cleverness that makes a brand. It is truth.” – Harry Beckwith
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The pressure for banks to grow retail and small business revenue is a real challenge. We face changing regulations that lower fees, customers who visit our branches less and less and a marketplace hardened against sales tactics that push products now and seek relationships later (maybe). The truth is that many of our sales culture initiatives have strained the relationships with our customers […]