Die Renaissance des Relationship-Banking

Von Ralf Keuper

Die Frage, die viele bewegt, die im Banking tätig sind, ist: Wie lässt sich in der Digitalmoderne der direkte, persönliche Kontakt zum Kunden aufrecht erhalten und über einen langen Zeitraum pflegen? Die gute alte Filiale reicht dazu nicht mehr aus, da die Kunden nur noch selten Bedarf nach einer Beratung “von der Stange” haben; viele Kunden suchen die Bank heute im Netz auf, sei es über Online-Banking und/oder Mobile Banking. Die Kunden bewegen sich dabei mit ihrem “Virtuellen Ich”, einer Art digitalem Double. Internetkonzerne unternehmen mittels Tracking große Anstrengungen, um den 360-Grad-Blick auf den Kunden bzw. auf sein virtuelles Ich zu bekommen. Auf diese Weise lassen sich, so die Hoffnung, gezielt Werbebotschaften lancieren. Google und facebook verdienen nicht schlecht daran. Trotzdem handelt es sich häufig um Vermutungen. Ob die Kunden sich tatsächlich so verhalten, wie die Datenspuren suggerieren, ist keinesfalls so eindeutig, wie angenommen wird.

Wie auch immer. Viele Banken, wie Westpac in Australien, versuchen nun mit den Internetkonzernen gleich zu ziehen, indem sie Kooperationen mit Datensammlern bzw. Datenanalytikern eingehen. Schnell kommt eine Bank dabei in den Verdacht, selber eine Datenkrake zu sein; ein riskantes Spiel, haben die Banken doch, so jedenfalls mehrere Studien der letzten Zeit, noch immer einen großen Vertrauensvorsprung, wenn es um den Schutz der personenbezogenen Daten geht. Hinzu kommt, dass mit der Umsetzung von GDPR die Position der Verbraucher in Europa gestärkt wird; so dürfen Daten nicht ohne Einwilligung der Kunden an Dritte weiter gegeben werden.

Warum also nicht eine Beziehung mit den Kunden eingehen, bei der die Bank als Treuhänder, Interessenvertreter der Kunden, was den Umgang mit ihren personenbezogenen Daten und digitalen Vermögenswerten betrifft, fungiert – zum Vorteil beider Seiten. Die Kunden haben nicht das Gefühl, Zielobjekt mehr oder weniger treffgenauer Werbebotschaften zu sein und, obwohl sie virtuell unterwegs sind, als Person mit eigenen, legitimen Interessen ernst genommen werden.

Doc Searls kam in The Data Bubble dem Anforderungsprofil des Relationship (Data) Banking vor einiger Zeit schon sehr nahe:

  • What if all that collected data were yours and not just theirs?
  • What if you could improve that data voluntarily?
  • What if there were standard ways you could get that data back, and use it in your own ways?
  • What if those same companies were in the business of helping you buy stuff, and not just helping sellers target you?

Was, wenn die Banken sich dieser Fragen annehmen und sich als Interessenvertreter der Kunden sehen würden, die nicht den schnellen Abschluss (Transactional Banking), sondern die langfristigen Beziehung (Relationship Banking) im Sinn haben?

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