Client Segmentation in Agriculture Finance

This AgriFin Knowledge Note discusses the importance of segmentation in agriculture finance, approaches to segmentation, possible product and service offerings to different segments of agriculture players, organizational structures to serve client segments, and the process to be followed for effective segmentation. Relationship managers play a key role in revenue maximization, which is the main objective of segmentation. Relationship managers are responsible for new client acquisition and deepening the relationship with existing clients. The paper discusses how banks can leverage on the cadre of relationship managers and serve different client segment.

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