The real deal:
cross-selling
Rutger Schellens
To leverage cross-sell opportunities within the core corporate cliënt base of Rabobank
International (Rl) and Rabobank Nederland Corporate Clients (CC), Global Financial Markets (GFM)
has created Corporate Markets Utrecht and Europe Sales teams. (Due to the more limited opportu
nities in Asia and America's, corporate specialists are located within these regional sales units).
The critical focus of these teams is to work with the Relationship Managers (RMs) to get in front of
clients with our risk advisory skills so we can offer value to these key cliënt groups through better
balance sheet, risk and execution of trades management.
A few things are essential in achieving this. Such as continuous RM and cliënt training in the more
sophisticated products and in assisting clients with their approval process and the booking and
management of these transactions. For this last task there exists great potential for our single bank
portal, RaboDealAssist. Proper cliënt account planning so that we can much more accurately
access the opportunities and set targets is crucial and the key responsibility of the RM with the
assistance of all product providers including GFM. With the renewed management focus on
cross-sell within the wholesale part of the bank, 2005 will see upgrades to cliënt sales plans.
The specific focus given to the member bank franchise in recent years is paying off and hence
will continue to be a priority in 2005. The notable successes of the Asset Backed Obligatie (ABO)
deals, which have been the largest retail deals of this nature in Europe, highlight thefantastic
co-ordination that took place amongst several Rabobank units to get the deals through from
conception, approval, marketing and execution. These deals generated significant revenue for
both GFM and the member banks.
As the domestic retail franchise has given GFM great results to date, it will work closely within Rl
to develop more franchise from the Country Banking initiatives both existing and planned
during 2005.
The Word 11