networknews
M&A networking
Cranking up India
12 What'sNewS Issue 6* June 1998
The expansion of our global strategie
advisory and M&A network and its
recent elevation into a separate business
unit within the corporate finance division
of RI were spotlighted at the annual
M&A gathering in Utrecht last month.
The meeting brought together M&A
people from Asia, South and North
America, as well as Europe, both East and
West, and emphasized the global coverage
that we have achieved in a remarkably
short space of time. Not only did it give
Brian Havill, our new head of global
M&A, an opportunity to present his
strategie vision, but it also gave individual
offices a chance to present their own
business overviews. What's more, some 35
M&A product specialists were actually
Networking at the M&A jamboree,
from top left: Hein Godschalx (head
M&A Utrecht), Jacques Ropartz (Paris),
Roger Barr (New York), Jorge Correa
(Argentina), Wouter Kolffand
Peter Greenberg (Utrecht) and Nic Thum
(London). Second row: David Mamo
(New York), Ben Hudig (Utrecht),
Brian Havill (global head M&A London)
and John Cripps (head M&A London).
Third row: José Enrique Buesa (Madrid),
Tjard Westbroek and
Tjebbe de Jong (Utrecht).
Fourth row: Ference Geist (Budapest),
James Nolan and Jouke Heringa
(Utrecht) and Carlos Gramunt
(Barcelona). Fifth row, far left: Rudi
Strittmatter (Frankfurt), Rob de Groot
and Gonneke Heerkens (Utrecht), Robert
s Rattray (London), Ruud van Hoek and
Maarten Garvelink (Utrecht).
Front row: Paulo Bellotti (Sao Paulo),
José Francisco RiedI (Mexico), Jorge Cristoffanini (Santiago de Chile), Marine Pauget (Paris), Judith
Hamilton (London), Alvin Cheng (Sinpapore), David Craig (London), Joost Verheijen, Henk Otten
and Sabina Goertz (Utrecht).
able to meet each other, face-to-face, as
they do at least twice a year on a world-
wide basis, and participants were able to
exchange ideas on how our market
expertise can be effectively leveraged on a
global scale.
C A 11 of this, together with the fact that
ii we are really able to brainstorm
and formulate concrete plans for co-
ordinated pitches to clients on specific
cross-border situations, made the M&A
jamboree a particularly valuable exercise.
It was also an essential one when you
consider how high a priority is being
placed on networking and the concept of
virtual deal teams within RI,' says Hein
Godschalx, the Netherlands' head of
M&A. He points out that, for example,
the globalization of the poultry market
has made low-cost production a priority,
and this in turn has raised opportunities
for us to approach a wide range of
Brazilian, US and European firms that are
keen to anticipate leading market trends.
By exchanging perspectives in a global
context, such approaches have the highest
chance of success, Godschalx concludes.
Work in this sub-continent proceeds at its own inimitable
pace. Nevertheless, helped by the abundance of well-
qualified staff, the countless start-up challenges have been
overcome and our office in India will soon be up and running.
Our administrative IT systems are being installed and a new
premises is scheduled to open momentarily. Three out of our
five-man management team are already in place.
As a 'non-bank finance company,' we will operate under an
unique structure. Although we have traditionally done joint
ventures with other financial institutions, this time we are joining
up with three Indian individuals, who will together own 25
percent of Rabo India Finance Pvt. Ltd., as our joint venture is
officially called. Experienced bankers forming the present
management team are Ashok Kapur, Hans Hannaart and Anton
Nillesen, while the other two colleagues - and shareholders -
will join shortly. The special structure is explained by existing
banking regulations and the need for in-depth expertise about
the local business. By approaching the market with this joint
venture, we are seeking to marry our cliënt focus strategy with
the special market knowledge of these three very experienced
local bankers.
The office is scheduled for a 'soft opening' next month, with
the official opening slated for January of next year. But the
ten-strong office, which is expected to expand eventually to
include some 75 employees, is already poised to start doing
limited business in F&A, health care, corporate finance and
finally, to an extent, in investment banking. Experience and
cliënt focus will be the key to addressing the abundant
opportunities opening up on this important market, not only
through the extension of credits, but also the provision of
expertise in every aspect of the agricultural food chain.
