(Sept. 4, 2000) Debbie Bermont is president of Source Communications, a marketing consulting firm in San Diego. A former bank marketing VP, she now teaches bankers, business owners and other professionals how to attract profitable customers to their business.

	Introduction
In this edition we’ll be discussing Choosing Profitable Clients -- Techniques for the Corporate Banker. Our guest is Debbie Bermont, president of Source Communications.

	Question 1
Could you tell us a little bit about yourself and introduce us to your basic marketing philosophy?

	Question 2
Every top-notch corporate banker must have both the ability to attract new business and the ability to refuse it. Why is this selection process so crucial?

	Question 3
What are some of the simplest techniques you recommend to corporate bankers who are looking to build their client base?

	Question 4
You place a lot of value on first impressions. How do you recommend making one that’s good and lasting?

	Question 5
Beyond making the first contact, what can bankers do to make themselves easily accessible to their clientele?

	Question 6
Many professionals are too busy to take clients to lunch or on outings. What are some quick solutions for maintaining communication channels with clients?

	Question 7
Can you recommend a few extra perks that corporate bankers can offer in order to facilitate their clients' growth?

	Question 8
Could you identify typical clients that you would recommend steering away from -- or even refusing?

	Question 9
Are there any cases for which you’d make an exception to these rules?

	Question 10
How do you accomplish tactfully the process of turning away potential new business?

	Question 11
Are there occasions when you would seriously advise a banker to terminate an existing client relationship?

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