The new Global Financial Market's (GFM's) strategy can be
compared to a cycling team's race strategy: move up the field,
as a team, to the front of the 'peloton' or main pack. In this way
it's possible to keep the top tier market leaders in the break-
away group within sight and reach - to be able to join them
when it fits our expertise and approach.
Not an easy thing to do. It's a strategy that requires nimble and
adaptive tactics, and endurance. Rutger Schellens, member of
Rabobank Internationals (RI's) Managing Board and Head of
GFM, gives us an insight into his team's tactical plans.
Franchise focus
On track
'Looking at our team, the 'engines' are:
those businesses servicing the fundamen-
tal needs of the Group and Group clients;
those leveraging our triple-A balance
sheet by exploiting stable franchise niches
with targeted cliënt groups; and traders
who understand our risk/reward profile. In
some key niches, specifically in the home
market and in the highly innovative parts
of our business, we are already positioned
in the breakaway group or readily posi
tioned at the front of the 'peloton' so
we can be a fast second mover. The key
benefit of this positioning is that it affords
us the choice to go or not go for new
markets,' he explains.
tion to be market leaders for Dutch and F&A corporate clients
through our risk advisory capabilities. Plus we will be solutions
providers for key strategie clients such as certain financial institu-
tions, and product innovators for retail. In other areas, such as
the management of our balance sheet, we should be selectively
playing to our strong triple-A suit. In basic flow products we will
offer a fair and consistent service but not one based on extreme
price competitiveness and going for market share.'
These aims are not new. However, the steps taken over the past
six months, since the integration of GroupTreasury and GFM, have
repositioned the organization and refocused GFM's trading, struc-
turing and sales activities to more effectively achieve these goals.
'What this means,' Schellens continues, 'is
that we aim to support the Group's ambi-
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