responsive,
responsible,
reliable'
GrainCorp Ltd, Treasurer,
Richard Christian:
Crucial co-operation
Perseverance vital
Future challenges
contacts across both organisations. But a durable
relationship can only be reached through perse-
verance and consistency over time,' says Cox and
concludes: 'A strong multi-tiered cliënt relation
ship, good product portfolio, solution oriented
product people and timely delivery of service will
ensure that we remain a very strong competitor
and valued service provider to our clients.'
such as droughts by withdrawing support or
increasing prices; we did not put up our margins
during the drought,' says Cox. 'Furthermore, using
our research capability, our people on the ground
in a variety of industries worldwide, and our ability
to bring in specialists for strategie cliënt meetings,
we continue to sharpen our edge.'
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Cox relies heavily on co-operation with other
functions to deliver value-adding solutions.
'While the key role of the relationship manager
is to introducé and encourage, the input from
Corporate Finance, Credit, Trade, Treasury, Loans
Administration, Advisory, Research and senior
management has been, and will continue to be,
crucial in delivering solutions to GrainCorp.'
'A successful cliënt relationship benefits many
With GrainCorp, Rabobank has a relatively large
credit exposure. The challenge is to manage
that exposure in the future and to continue
to generate more income that is not entirely
credit driven,' continues Cox. 'At the same time,
as our advantage in Australia is in delivering
superior cliënt service, we could improve internal
processes to be even more streamlined and cliënt
focused,' he says.
The Word 11
'Rabobank takes the time
to understand the industry
issues confronting our
business, our strategies
and ourfinancial capabili-
ties, andthen delivers
alternatives that we can
jointly develop for mutual
benefit.'
'The bank's strengths are
its people and an honest
"can-do" attitude that
appear to be hallmarks of
the whole organization.'