New faces
Looking for mandates
Ncm/ci
1 f
2
short news
WhaT'S NewS Issue 2 February 1998
Syndicators from centres of competence around the
network met for the first time late last year to compare
notes on past achievements and future developments.
Says head of London's team Robert Halcrow, 'the two-day
conference was a very down to earth meeting.
Syndications is a people business and one of our primary
aims was to work out ways of interrelating with teams
from those areas of the bank that require delivery of a
syndicated product.'
At the loan syndication conference (f.l.t.r.) Lisa Rogers
LondonHow Seen Tiat SingaporeRick Llewellyn
LondonNancy Mclver (New York), Julian Lewry
(London), Kathy Hughes and Ron Klein (New York),
Hilary Maccabe, Marja Leddes and Rohert Halcrow
(London), Brian But (Hong Kong).
Much of the conference
concentrated on the similarities
and differences between the
markets but also explored the
decision-making process on
underwriting risk. 'The
syndicated loan market is
currently going through a very
volatile period compared to the
past three years,' says Halcrow,
'banks are participating for
lesser amounts and are
becoming much more return
conscious. The turmoil in Asia
is being used as the excuse for
banks to start looking for those
higher margins on loans; this
will make taking underwriting
positions a riskier business.'
MORE FOCUSED
According to New York's
Nancy Mclver, 'One of the most
notable changes in the
syndicated market over the past
year has been a visible pullout
of the Japanese banks which
were traditional buyers of
syndicated assets. This change,'
she says, 'coupled with
increasing pressure on
relationship managers to
improve returns on solvency has
forced underwriting institutions
to become more focused in their
approach to the selldown
process. Even when transactions
are structured with upfront fees
and margins commensurate
with risk, buying institutions are
increasingly assessing future
relationship opportunities with
the cliënt as they formulate their
decisions.'
CROSS SELLING
Loan syndication is a risk
business but it is also a people
and client-oriented business.
The professionalism of product
delivery is particularly crucial to
the client's reputation in the
market and to the provider's
relationship with that cliënt. 'In
that sense,' says Halcrow, 'we
sometimes bid for a syndicated
loan mandate also for strategie
reasons. It could be a way to
build up activity with or
support cross-selling to the
cliënt. The role of loan
syndication departments is
becoming more important for
Rabobank's lending business.
The teams are not 'league table'
driven, but it is a major goal to
be recognized as a leading
arranger/underwriter and
distributor of loans in RI's core
sectors. Rabobank is now well
and truly established in this
market with origination and
distribution capabilities in place
to actively work with
relationship management teams
to compete at the top table.
Telephone and facsimile
numbers of Rabobank Taipei
have been changed:
telephone: +886 2 271 80 280
fax:886 2 271 27 339
Aase Hansen-Love
Paris-hased senior trader Aase
Hansen-Love is officially not a new
face, hut as of last month, new she
indeed was to Madrid's treasury
operation. Aase joined us over six
years ago as part of the team who
transformed the Paris office into a
branch. Something of a pioneer,
Aase was involved in starting the
Paris-hased trading operation from
scratch. Danish-horn she is fluent
in five languages, including Spanish
(excluding Danish, oddly enough)
- a necessary attribute to build up
Spanish trading knowledge and
peseta expertise. The Paris-Madrid
transfer is seen as an interim move
before taking her newly-found
peseta knowledge to trading
stations in either London or
Utrecht.
people
Belgium Martine Vander Aerschot
has been appointed head of
personal banking/Dutch desk. Rob
Soetens, Astrid Schultz and Tim
Zumpolle left the bank.
Brazil Willem Cramer has been
promoted general manager. Risk
management has a new colleague
in Maria Isabel Malta de Aguiar as
senior credit analyst.
Germany Corporate finance has a
new head in Falko Held. New to the
bank is also Matthias Wiemeyer as
head of corporate banking.
Andreas Schönwandt, Björn
Hueckle, Stephan Moltzen,
Stephen Gerard Haming and
Klaus Rabbow left the bank.
Hong Kong Curapao's Berry
Marttin has been appointed team
head corporate commercial
banking. Private Banking has a new
colleague in investment manager
Evelyn Vertzagias.
Japan Freek Hoek has been
appointed deputy general
manager. Freek comes from
relationship management financial
institutions in Utrecht.
Netherlands Victor Cuijckens has
been appointed head of global
operations support.
Singapore Credit Risk
Management has a new colleague
in Chan Mun Peng.
UK Rectification: Franz Maier has
not been appointed director global
market risk control, but has joined
market risk control as product risk
controller for global equity
derivatives - sorry for the confusion,
Franz.
Masthead
Editorial Staff
Editor in Chief:NoorTania-Stein (Marketing Rl)
Managing Editor: Anne Lavelle (Write Company)
Editors: David Brown, Samantha Dobson
Production: Len Fraser (RN Editorship)
Editorial Address
Rabobank Nederland, EO 516
P.O. Box 221,5600 MA EINDHOVEN
Telephone: +31 (0) 40 217 50 09
Telefax:+31 (0)40 217 71 36
Rabomail: Rabo Magazine@comm_ab_01 @wab
Internet: Rabomagazine@rn.rabobank.nl
Design and printing by
Hoonte Holland bv, Utrecht
Please send address changes to
the editorial address.
