We have to set an example
by showing that we are
eommitted
REGION SPECIAL WHOLESALE BANKING IN THE NETHERLANDS
Cees Hamming:
30 ISSUE 23 MAY 2010 R] WORLD
Cees Hamming
are recovering more quickly than expected and, if anything, the
Dutch market is more important to them than ever before. We have
to do this and we have to do it now."
Individual excellence will always be important, everyone agrees,
although teamwork right across the organisation will be the real key
to Rabobank's success. And the more success stories Rabobank can
share, the more pride people will feel in belonging to the organisation.
"Because it's vital that as many people as possible feel involved - and
feel pride - in what we're doing," Cuppen says. "So not just those
directly involved in a deal."
Over the past few months, increased teamwork bas put Rabobank in
situations it has never enjoyed before, Mondria says. "For example,
being invited by two of our biggest clients - Friesland Campina and
Vion - to be a part of their board meetings about strategy. They said
'We want you to be there. Bring your sector specialists, your
M&A guy, a high level executive and the RM. We want you to be part
of the discussion.'That only happened because we did what we've
been talking about. Once collaboration and teamwork are the norm,
the sky really will be the limit."
RMs and every person with a client-facing responsibility will have
to step up to this challenge. The RM's role will be to bring the right
people to the table. "And again, our role as management will be to
clearly express and demonstrate our ambition and commitment,"
Pruijs says. "We need to set an example. If we can convince RMs that
we really mean what we say, they'll be a lot more confïdent when
talking to clients."
There are clear signs that this is already happening, says Mondria.
Rabobank was involved in virtually every major transaction in the
Netherlands last year. "The quality of the revenues generated in
the Netherlands has improved considerably, despite the fact that we
have fewer resources available. This is because we are using those
resources much more efficiently and effectively, by working as
teams to come up with solutions."
