The discussion of competitive advantage in cash management often revolves around technology, systems and data analysis. But winning and retaining cash business from clients is, like in any other area of finance, about relationships. People matter. And with the rise of the relationship manager in transaction services, they are becoming more important than ever.
But the stand-out performer for quality of people in cash management is Bank of America Merrill Lynch. It only ranked fifth in the overall corporate ranking, but when it comes to its bankers, its clients rate them higher than its closest competitors across the board.