human resources
F&A Recruiting
new faces
Thorough grounding
Course program
Training initiatives
What'sNewS Issue 8-August 1998
The F&A relationship management
training program is now beginning
to consider applications for admission
to the next (second) class scheduled to
commence on 27 October. The six-
month course is a high-profile exercise
in career development which is aimed at
cultivating teamplay and emphasizing
the new, consultative role expected from
future relationship managers.
Obviously, in the knowledge-driven
world that banking has now become,
expertise, and even more crucially the
ability to mobilize that expertise in the
service of our clients, and thus to
establish and cultivate superlative
relationships, are central elements in
competitive success.
Those selected to take part in the course
will be trained to place the sale of
products and services into the context
of our global activities within the F&A
market as a whole. They will gain a
thorough grounding in the dynamics of
this fast-evolving global market, and
will be encouraged to think in terms
of matching our capabilities with the
specific, often strategie needs of our
clients. By doing so, they will learn to
build enduring and profit-able
relationships.
The second course, like
the first, will consist of
three modules, each
lasting between two and
three days. It will offer
participants intensive
training not only in
F&A issues but also
corporate finance and
relationship manage
ment, all under the
guidance of professors
from Flarvard
University, the Kellogg
School in Chicago, and
Nijenrode University in the
Netherlands. The class will consist
of some 35 bankers and product
specialists of the highest calibre,
representing a broad cross-section
of our geographical and functionally
diverse network, and as part of the
program will be divided into a number
of small teams expected to tackle a
specific project aimed at attaining an
intimate dialogue with real-life clients
or business prospects. What's more,
each team's results
will be evaluated at
the end of the course
by members of our
managing board.
Costs of the program
are to be borne by
each office, and are
estimated at between
USD 10,000-12,000
I per candidate, plus
1 airfare. Not-
I withstanding recent
directives on cost
containment, the
managing board explicitly places the
highest priority on this important
knowledge - and customer - oriented
training initiative. Applications should
be directed to the attention of Henny
van de Schraaf at the Rabo Academy
in Utrecht, email address:
SchaafsmaM.A.@jawab@stg_j fd.
Henny van de Schraaf
Andy Feldman, bom and raised
a New Yorker, has been
appointed to spearhead our
investment banking campaign in
the Americas. He takes on two
substantial sets of respon-
sibilities working out of his base
Andy Feldman - coordinating
the Americas
in our New York office; first, as
managing director and head of
investment banking for the
Americas, he will coordinate and
oversee all of the five main
product activities in the region.
These include equities, equity
derivatives, fixed income
derivatives, short term interest
rates, and FX. In this capacity, he
will report directly to Alex von
Ungern Sternberg, a task eased
by his membership in the
management team investment
banking (MTIB). Second, he will
be taking on new staff and
further building out our fixed
income and derivatives
operation, as well as further
developing expertise in
structuring, securitization and
tax-driven deals, all under the
aegis of Michael Ice. Feldman
(37) comes with a broad product
expertise in mortgages,
structured transactions and
derivative products gained
during a 16-year career that has
taken him through EF Hutton,
Bankers'Trust, and Chase
Manhattan. He also arrivés with
a deeply-felt commitment to
both the customer focus strategy
and the collegiaI work style that
prevail at Rabobank. 'Our
greatest challenge with
investment banking in the
Americas is to execute several
initiatives simultaneously.
This will require people to work
together in a genuinely
complementary way,' remarks
Feldman. White modest about his
own accomplishments, he is
hardly dismissive about the scale
of investment banking's
challenge in the Americas.
'We have never before tried to
penetrate this market. But given
that Rabobank is a strong
financial institution with a great
track record of success in its
other businesses, we have a great
many expectations to fulfil.'
Masthead
Editorial Staff
Editor in (hief Noor Tania-Stein (Marketing Rl)
Managing Editor Anne Lavelle (The Write Company)
Editors David Brown, Samantha Dobson
Production Len Fraser
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
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