management - Towers Perrin
management - Towers Perrin
management - Towers Perrin
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Best Practice<br />
5<br />
Business partnering — internal and<br />
external — is a core skill for the distribution organization<br />
■ External partners can improve the firm’s value proposition<br />
These are not traditional outsourcing<br />
relationships — they are strategic partnerships<br />
© Copyright 2000 <strong>Towers</strong> <strong>Perrin</strong>. All rights reserved.<br />
■ Distribution relationships — KeyCorp, First Union<br />
■ FA network<br />
■ Washington Mutual — annuities/insurance products<br />
■ JP Morgan — IPO product<br />
■ Stock trading network — Schwab and others<br />
■ Merrill Lynch/Lehman — research<br />
■ Schwab — mutual funds distribution<br />
■ Internet site — Fingerhut/Books-A-Million<br />
■ Extraordinarily strong vendor relationships to manage<br />
inventory turn and financing costs
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