WORK Head Start AWARD WINNING CLIENTS 07 FEB 2017 Danske Bank’s business team wanted to attract more CEOs and CFOs from Swedish and Norwegian markets. Such customers were hugely valuable to the bank – the trouble was, they are highly risk averse. Most move banks only once every 12 years – and are fiercely guarded by secretarial gatekeepers. Understanding The key to opening the door, was not to talk about Danske Bank, but to talk about the prospec

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