WHAT'S NewS Issue 6 October 1995
networking
•msiness analysis. It shows which prospects
ire interesting, what their financial situ-
ation and growth potential is. And each in-
dividual account manager receives this in-
formation tailored to his or her own market.'
WORKING WITH TRADE FINANCE
According to Reusch, account managers
need both studies for a rounded picture of
the sector. 'They also need the briefing they
receive during the annual meeting,' he
says. 'We invite companies from the special
focus sector in to talk to them about their
concerns and always arrange a cliënt visit.'
This year's contpany visit is to the Dutch
sugar giant, De Suikerunie. 'They were
more than willing for us to come, but were
taken aback when they realized there were
about 100 of us,' Reusch grins. The
reason the group will be so large is the ar-
Av.il of trade finance Rabobankers from
all over the world who will join their food
and agri-colleagues for one day before
their own annual meeting begins.
PRIVATE INSIGHT
Because the special focus sectors are by de-
finition global, the bank's trade finance
people also need a solid briefing. But put
ting the two groups together also has a
real networking advantage as they can
exchange know-how and experience. This
year also sees the addition of another inter
national group. 'The private bankers are
joining us for the first time,' Reusch con-
firms. 'Thomas van Rijckevorsel suggested
it would be useful for his team to gain in-
sight into food and agribusiness because
their target market comprises clients from
this sector. When you're visiting a potential
^Hient, it's really useful to have some insight
into his or her business. So the idea is for
the private bankers to get to know more
about how this sector works.'
Although Reusch and his small team were
convinced of the importance of food and
agri-research when they started just a few
years ago, little did they think that their
support activities would take on a life of
their own. One of the spin-offs from the
team's studies is increasing demands for
team members as speakers at major con
ferences worldwide. 'We're getting more
and more requests from top organizations
for presentations,' Reusch says. 'We all
enjoy doing them. But there is added value
here, as well. As a bank, we want clients
to know that we are prepared to invest
time and money in sending a specialist
^^vith the account manager to visit them.
^^nd these visits are also beneficial for the
people in our team because they get first-
hand knowledge of the sector at work. So
it's advantageous for all concerned and,
most importantly, it's part of the commit-
ment we have to food and agribusiness.'
Marnix van Itersen, Rabobank Argentina:
'This is my first day with the bank - in fact,
I've been employed now for exactly 2.5
hours. I come from one of the other two
Triple-A banks in the world, Deutsche Bank.
And what fascinates me is to see whether the
philosophy of Rabobank is similar, whether
there is a kind ofpattern.'
Deirdre Hannigan, Rabobank
Ireland: 'We have a large sugar com-
pany in Ireland, Greencore, which is
still just a prospect at present, l'm ho
ping to piek up a lot on sugar so that
we can get our foot firmly in the door
there.
Roger Uttley, Rabobank Mexico:
'Like most people here, I haven't been with
the bank very long, so networking is
clearly important. But I also think I have a
responsibility to report back to the other
local hires in our office. I want to be able to
teil them what this bank is all about.
Kirsten Kemme, Rabobank
Germany: 'I think the networking is
the most important. I've only been
with the bank for seven montbs and
I don't know a lot of people yet. So
this is my chance to start building
my network.'
Joyce Ho Sow Tim, Rabobank Singapore:
'As a private banker, I want to get the feel of
what food and agribanking is all about. We
do a lot of cross-selling in the sense that our
clients are often drawn from that sector.
I want to know something about their
business.
