IHC Merwede, the Netherlands
Close cooperation with the clien
Rabobank recently closed a successful EUR 900 million
Multicurrency Credit Facility for IHC Merwede, a Dutch
client that is the market leader for dredging and wet
mining, as well as an important party in offshore
markets within the
shipbuilding industry.
The deal highlights
Rabobank's close
cooperation with
the company, which
stretches back to 2005.
According to Ton
Wouterse, Rabobank's
Senior Relationship
Bankerfor IHC, the
bank's relationship
has grown over the
past six years and is now based on mutual trust and
understanding. "If you want to do business together
successfully, you need that platform of trust on which
you can construct a good relationship," Wouterse says.
"Corporate banking is a peoples business and you
need to let a relationship develop until you understand
each other. We're now at the stage where we can
discuss any business issue with each other in a
frank, open and constructive manner. Having such
a mature and full relationship with a client helps us
provide the best service possible and allows the client
to concentrate on growing the business."
For Goof Hamers, CEO of IHC Merwede, good
communication is crucial to developing a fruitful
relationship. "You need to keep the communication
channels as open as possible, sit down to discuss
developments and feel
comfortable talking
about the good news
and the bad news with
your banker. We have
that with Rabobank
and we view them as a
true relationship bank.
Some banks are more
product driven, but
on the banking side
Rabobank is there for
any questions we have."
For Wouterse, understanding the company fully means
having a close connection with managers not only on
holding level but also across IHC's divisions. "You need
to be able to give commitments when you're dealing
with someone's business, be proactive and innovative
and ensure there are no surprises. To do that effectively,
and help the company develop its strategie direction,
you need to have contact with managers at all levels,
which helps you understand the company from the
inside out. It's this type of cooperation that makes the
connection with IHC as fulfïlling as it is."
issue 29 oc RI WORLD
