CRM in Financial Services by Merlin Stone
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CRM in Financial Services
By Merlin Stone

CRM in Financial Services

A Practical Guide to Making Customer Relationship Marketing Work

By (author) See other recent books by Merlin Stone See other recent books by Bryan Foss
Format: Hardback

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CRM in Financial Services by Merlin Stone

Book Description

"CRM in Financial Services" gives a whole host of suggestions as to how companies can improve their CRM and achieve the anticipated return on investment. It shows how to avoid the main problems and challenge some of the conventional wisdom about what is happening in the financial services market.

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Book Details

ISBN: 9780749436964
ISBN-10: 0749436964
Format: Hardback
(257mm x 200mm x 47mm)
Pages: 480
Imprint: Kogan Page Ltd
Publisher: Kogan Page Ltd
Publish Date: 14-Jun-2002
Country of Publication: United Kingdom

Books By Author Merlin Stone

Up Close and Personal? by Merlin Stone Up Close and Personal?, Paperback (May 2006)

Provides practical insights into effective customer relationship marketing. This book explores a variety of issues including: strategies, policies and plans; measuring the impact; segmentation; the implementation programme; customer loyalty and continuity; transparent marketing, customer value and process management; and, more.

Business Solutions on Demand by Merlin Stone Business Solutions on Demand, Paperback (September 2005)

Based partly on IBM's own transformation, and partly on the transformations that IBM has helped its clients to achieve, this book shows how companies can increase sales and improve margins by introducing a range of solutions.

Consumer Insight by Merlin Stone Consumer Insight, Paperback (October 2004)

Provides comprehensive coverage of the classic areas that market researchers and marketers need to focus on: knowing who and where customers are, what they do, what they buy and what they would like to buy. This guide explores how customers' thoughts, feelings, objectives and strategies influence their behaviour.

Customer Relationship Marketing by Merlin Stone Customer Relationship Marketing, Paperback (April 2000)

The authors focus on the customer, emphasising the fact that successful marketing relies on both winning and retaining customers. They provide practical advice, detailed case examples, and tips on how a relationship between supplier and customer can best be cemented. Second revised edition.

» View all books by Merlin Stone


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Author Biography - Merlin Stone

Professor Merlin Stone is one of the UK's top specialists in changing organisational capability to meet the needs of customers and stakeholders. His experience covers many sectors, and he also trains, coaches and mentors senior managers. He is Research Director and Director responsible for the Customer, Citizen and Stakeholder Management Practice at WCL, specialists in change management and customer/stakeholder management. He is author or co-author of many articles and thirty books on transforming marketing, sales and customer service capabilities, including Up Close and Personal - CRM @ Work, Customer Relationship Marketing, Successful Customer Relationship Marketing, CRM in Financial Services, Key Account Management in Financial Services, The Customer Management Scorecard, Consumer Insight, Marketing Revolution and Business Solutions on Demand. The UK's Chartered Institute of Marketing listed him in 2003 as one of the world's top 50 marketing thinkers, while NOP World nominated him in 2004 as one of 100 most influential individuals for their input and influence on the development and growth of e-commerce and the internet in the UK over the previous 10 years. He is an Fellow of the Chartered Institute of Marketing and an Honorary Life Fellow of the UK's Institute of Direct Marketing. He is also on the editorial advisory boards of several academic journals and writes for several trade publications. He has a first class honours degree and doctorate in economics from Sussex University, UK. In parallel to his business career, he has also pursued a full academic career. He has held senior academic posts at various universities. He is now a part-time professor at Bristol Business School and a visiting professor at several others. Bryan is an independent non-executive director (NED) and board level adviser. The majority of his work is in Business-to-Business marketing and sales, including Key Account and partner management, SMB marketing and through-the-value-chain distribution management to employees and consumers. Bryan has a combination of commercial, academic and professional roles including as a B2B Council Member and B2B advisor to the Managing Director of the Institute of Direct Marketing. He also provides retained board level advice to businesses creating innovative marketing and sales services for industry, these are often technology based and provide solutions deployed by large scale B2B organisations. Areas of operation include market research, customer experience management, partner management etc - in particular helping business boards to understand how the B2B customer views their core purpose and the transition efforts required to deliver the required customer experience and business results. Bryan is also a Non-Executive board Director at a major UK government department, an Audit Committee member and Chair of Client Standards (for operations accuracy, complaints and appeals). In addition he has been appointed as external adviser to the CEO and programme board of a 3 year GBP250m Operational Improvement Programme (OIP) project, which includes substantial staff and process change, also web, contact centre and IT systems improvements. Bryan was previously an IBM worldwide banking board member (board turnover in excess of $45bn pa) and executive working with very large and complex B2B transformation projects especially in US, European, Chinese and Asean companies, where unique and complex sales, service and retention challenges have arisen. Bryan has co-authored six Kogan Page business books with Professor Merlin Stone and others and is recognised globally for his cross-industry work on key account management, customer insight, customer experience management, marketing and sales technologies and board effectiveness. He continues to write regularly for online publications. Bryan's post MBA (City University, London) qualifications include Fellow of the Chartered Institute of Marketing (FCIM), Diploma in Marketing (DipM), Member of the Institute of Direct Marketing (MIDM), Fellow of the British Computer Society (FBCS), Chartered Engineer (C Eng) and Chartered Information & Technology Professional (CITP). In addition Bryan holds the Certified Diploma in Accounting and Finance (CDipAF), is a Freeman of the City of London and Liveryman of the Worshipful Company of Marketors and is studying for the Diploma in Company Direction and as a Chartered Director. Bryan can be contacted at or on 07802 214361, his business website is

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