r 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

Rabobank Bronnenarchief

blad 'RI The Word / The Word' (EN) | 2003 | | pagina 17