Basically, it's about
how can you add value
for your cliënt,
because adding value
is the very essence
ofcross-sell
Anton Rutten
Head of NL IT and OPS
BANKING SPECIAL CLIENT LEADERSHIP
THE WORD
4
but clients are very eager to do business with us because
of our capital strength. And given our products and the
quality of our delivery right now, there's no reason we can't
continue to upgrade our relationship with selected clients
and generate more business."
This is certainly true in the US. Treffers-Herrera says that for
the first time in her 20 years of banking, clients are calling
her with opportunities. Rabobank's reputation as a real
relationship bank, known for understanding its clients and
the industries in which they operate, already puts the bank
ahead of the game, and that is the card Rabobank needs to
play. "You have to lead with your strengths, be innovative and
make sure that people buy into your ideas and that they're
confident they can execute. And my personal philosophy is:
fight for every deal as if it were your last. After all, what we
have right now is a once in a market opportunity to really
leverage our cross-sell capabilities."
