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Planning in your pocket book
How much of a dient's financial services spend ends
up in Rabobank's coffers? How can we get a greater
share? What do we need to successfully cross-sell and
create added value in terms of a higher return on sol-
vency invested in the dient relationship? If these
questions have been on your mind, you are in luck.
From 2003, Rabobank will be implementing the so-
called wallet-sizing and account planning process for
dient relationship management. We sit down with
Robin Bargmann, Management Team member,
Rabobank Nederland Corporate Clients (RNCC) and
Executive Director Multinational Corporates; Serge
Fenenko, Special Projects, RNCC; Machiel Jansen
Schoonhoven, Global Head Corporate Finance
Rabobank International (Rl); Arnold Kuijpers,
Member Management Team, RNCC and Executive
Director Products; and Rutger Schellens, Managing
Board member and Global Head Financial Markets,
RI.They have all the answers.
Wallet-sizing - the questions
nr1
How much does a cliënt spend on financial products and services
What share does Rabobank and its competitors have in that spendf
Who exactly is responsible for buying these products and what is their buying behaviour?
What relationship development strategy leads to higher revenues and returns for Rabobank
What products are critical to implementing this strategyi
The Word I 7