'reliability and flexibility'
]T\
Effective cross-selling
Pioneering through trust
Delta Lloyd, Director Fixed Income Investment,
Joop Bressen
The key to success is cross-selling. 'As a sales unit, we are the goal
keepers for a cliënt. If there are any specific issues outside our
direct responsibility, the cliënt typically speaks directly with our
colleagues in the relevant function,' says Jasper. But when it
comes to selling in new products, quite some detail is usually
needed and close co-operation across the functions is critical.
The team has successfully initiated and completed numerous
transactions for the benefit of both Delta Lloyd and Rabobank,
with colleagues in, for example, Structured Credit, Interest Rate
Structures, Structured Finance, Leveraged Loan, Rabo Securities,
the retail network of Rabobank Nederland and Obvion. 'Funda-
mentally our relationship is based on cross-selling as well as
mutual interest and trust in conducting business,' says Jasper.
One of the challenges arising from a well established cliënt
'Rabobank's strengths are reliability and flexibility,
certainly in banking products and, to a certain extent,
credit lines. There is room to improve its competitive
edge in liquid products'
relationship of this kind is when the cliënt expects more than
the bank is able to deliver. 'As a bank we have to ensure that
changes in the market are reflected in our operations.
Consequently, we occasionally have to shelve some products
dueto features of the market. A long history ofworking together
with the cliënt ensures that we are able to work out solutions
that satisfies both the dient and us,' says Jasper.
The clear benefit of a close relationship based on mutual trust is
the client's willingness to be open-minded and flexible. That
opens up great opportunities for us to offer new and innovative
solutions that add value to their strategie ambitions,' Jasper
concludes.
The Word
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