Curing CRM Phobia
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To overcome trader reluctance to share client information with a firm-wide CRM system, Putnam Lovell resorted to bribery.
As CTO of Putnam Lovell Securities, a San Francisco-based investment bank, Rodric O’Connor spearheaded the move to install customer relationship management software for 140 of the company’s 150 employees so they could access and view important information about the company’s clients.
But like a parent of children who each have their own set of toys, O’Connor had to get his
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