To build good cliënt intimacy
you either need to be able to provide
great M&A work, or be able to hold
the client's hand in difficult times.
We can do both 9
True Unique Selling Point
Dagmar Bottenbruch
Dagmar Bottenbruch, GM Rabobank Germany:
will also be able to understand the company, enabling us to
deliver the products the cliënt needs to fulfil their strategy." One
example is Germany, where Dagmar Bottenbruch is the General
Manager of Rabobank's country office. Offering a full product
portfolio, including loan products, M&A, and leveraged fïnance,
Bottenbruch says that herteam's impact on the German dairy sector
is currently as strong as it can be. 'There are two large German dairy
cooperatives in operation, and a multitude of smaller companies,
and we know them well. We have a very good understanding of
the market, mainly because we have a dedicated RM focused on
the sector, but partly because of the access to the research material
produced by FAR. However, I believe that to build good cliënt
intimacy you either have to have an active M&A dialogue, or hold
the client's hand in difficult times. We can do both." [See separate
box for Nordmilch deal].
Although often viewed as a fragmented and domestically focused
sector, the dairy industry has global importance. According to
Howell, understanding local markets, while dealing on a global level,
is crucial to Rabobank's future success. "Rabobank is a global player,
but the question is: why are we interested in understanding cross
border opportunities? The answer in part? Because we can help
companies move from outside their domestic or regional market,
and look for growth opportunities in other parts of the world -
something that sets us apart from our local competition and from
other international banks. A lot of our clients value us because they
want to understand other parts of the market, and that's where
we can really shine. Of course, the major global F&A corporations
appreciate our ability to service them through our global network."
According to Frans van Bijsterveld Rabobank's unique selling point
(USP) is its ability to connect deep knowledge of the F&A industry
with deep cliënt intimacy and the ability to deliver the right product
at the right time. 'The connection point between markets, clients
issue 24 RIWORLD
