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22 ISSUE 28 Ali RI WORLD
NOME
ECHO BAY RANKIN INLET
KODIAK
Currently there
are 24 Rabobank
and 15 international
desks covering
CHURCHILL GOOSE
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Rabobank's international network has expanded quite
substantially over the past few years. Cross-border capabilities
are important to corporates, explains Abbenhuis. "Fifty percent
of all Dutch corporates are involved in international activities.
Last year, for example, we looked specifically at our top 400
large corporate clients in the Netherlands. All are active abroad.
These corporates generate a large part of their total revenues in
the countries that Rabobank International is represented in, so
there is an obvious opportunity to engage. We can add value
for these clients."
Rabobank's opportunities are not limited to the Dutch market,
agrees Neil Read, responsible for the Loan Products Group
in Wholesale Clients International at Rabobank International.
"If wholesale customers start shopping for financial service
suppliers, we need to be ready. This is already happening, as all
banks are focusing on their core markets now. For many banks,
core means domestic; for Rabobank International (except for
International Services), core also means F&A worldwide. We
are in a unique position, since Rabobank International is
expanding while other banks retreat."
So what does Rabobank International have to offer corporate
clients and Dutch corporates in particular? "International
Services can give access to Dutch corporates in all sectors (not
only F&A) to operate in foreign markets, via a growing network
of international desks on location", says Abbenhuis. 'These
desks are located within established and newly emerged
countries, where we already have a Rabobank International
office. In Europe, we are represented in all important markets,
and elsewhere we have a good spread of access points. We
currently have 24 Rabobank International offices and 15
international desks covering 13 countries. We have recently
opened a desk in Hamburg, we are hiring for Indonesia and
in September our Brazilian desk will be open for business."
The international desks are helpful when Dutch corporate
clients need local assistance or an introduction in foreign
markets. They are also involved in advising the account
managers in the Netherlands on the financial and legal
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structuring of specific investments. Account managers at
Dutch member banks can liaise directly or through the
Regional Team specialists of Wholesale Clients Netherlands.
Large multinationals can also work with Wholesale Clients
International directly, explains Read. "Client ownership is
determined by geographic factors, and sometimes sector-
based. There is relationship management for the parent
companies within the international wholesale business on
a sectoral basis, and there are relationship managers on a
national level."
Different access levels for different clients and different deals
contribute to a customised service level. That customisation
is further promoted in cliënt communities that involve the
account manager and all experts who work for one specific
cliënt, sometimes on a case-by-case basis. These communities
are virtual teams that collaborate right throughout the
Rabobank Group, says Read. He already sees the effects of
these new international liaisons reflected in an increasing
number of deals at Wholesale Clients International.
REYKJAVIK
EDINBURGH
BORDEAUX
