Buy side demands new relationship with sales

Salespeople struggle to differentiate service as banks go tight-lipped

Paul Chappell at C-View
Paul Chappell, C-View

Buy-side market participants say their conversation with foreign exchange salespeople is dwindling as bank employees appear uncertain about their role and what information they can share, leaving clients dissatisfied with the quality and delivery of the relationship-driven service.

"It seems we are in this situation where banks have salespeople, but the salespeople don't entirely know what they are able – or supposed to be able – to report right now," says Paul Chappell, founder and chief

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