lts about the quality
of our clients and
the quality of our
decision mat J
Bill Mansfield
Annemarie Straathof
BANKING SPECIAL THE FIVE VALUE DRIVERS
Seizing the right opportunities
Because the current environment is creating opportunities -
in some respects almost too many opportunities - we need to
know when to step away from deals that seem good but could
potentially destroy value. What we are seeing now is the fallout
from the credit crisis impacting the corporate world. This gives
us the opportunity to work even more closely with our clients
to pull them through this crisis. The crisis shows that clients want
more than ever to work with us.
It proves that we have been doing something right, not least
of which is proving to our existing clients that we are there for
them in bad times, too. What we need to do is make sure we
work with the right clients: those who reciprocally recognise our
full value as a bank and commit to us as well.
And customers are now looking at us differently, which gives us
the opportunity to move away from the image we have of being
solely a lender. We are a relationship bank, and we need to profile
ourselves as a bank that can meet all our clients' banking needs.
Basically, within Rl, we need to understand this principle and
communicate it clearly to our customers.
4
THE WORD
