Global Insight Reports

Resurrection of the RM

 

East & Partners Global Insight report series explores key issues identified by corporate banking customers as part of the group’s long running core research programs including Transaction Banking, Credit, Trade Finance, Business FX, Equipment Finance, Merchant Payments, and Customer Sentiment.

 

The unique global analysis provides timely “voice of the customer” insights across the current role of an RM, importance and performance ratings against key attributes, length of relationship, strength of relationship, impact of digital and self-service platforms, product specialists, bank by bank rankings of “best” RMs, and cash and credit value per customer an RM brings in.

 

The purpose of this report is to identify and guide East’s clients, including banks, financial services providers, industry associations, regulators and legislators on key value opportunities, market gaps and competitive advantages emerging within the global corporate banking market.

Direct interviews were conducted with the top 100 revenue ranked corporates in each of eight countries – Australia, Canada, China, Germany, Hong Kong, Singapore, the United Kingdom and the USA. All interviews were conducted on a direct basis with the individual responsible for the treasury and banking function. CFOs and corporate treasurers from 751 out of a defined population of 800 institutional enterprises with annual turnover of US$725m plus participated in the research without incentive.

Key decision makers including CFOs and corporate treasurers from 751 out of a defined population of 800 institutional enterprises with annual turnover of US$725 million or greater participated in the research without incentive, including an even weighting of multinational corporations (MNCs) and major domestic enterprises.

All interviews were conducted on a direct basis with the individual responsible for the treasury and commercial banking function.

CFOs and corporate treasurers from 751 out of a defined population of 800 corporate enterprises with annual turnover of US$725m plus, the top 100 revenue ranked corporates in each market, participated in the research without incentive.

 

CONTENTS

About the Report
Introduction
Best in Class
Relationship Manager vs Product Specialist
Going Digital
Value In, Value Out
Trusted Advice from a Friend?
Importance and Performance Across Specific Attributes
Conclusion
 

Detailed Data Analysis

          Primary RM's Principal Focus
          Primary Transaction Bank
          Years Engaged with current RM
          Significant Product or Credit Decisions Made Without RM Envolvement
          Importance or Performance of Primary RM
          RM Contribution to Corporate Strategy
          Likelihood of Moving with RM to Another Bank
          Primary RM Contact Frequency
          Preferred Method of Contact with RM
          Product Specialist Contact Frequency
          Most Important - RM or Product Specialist
          Impact of RM Value to Client Driven by Push to Digital and Self-Service Platforms
          Refer / Dissuade a Peer to Bank Based on RM Experience
          Moved Bank due to Poor RM Experience
          Primary RM a Trusted Source of Advice
          Considers RM to be a Personal Friend
          Bank with Best RM's and RM Platform
          Willingness to Switch Cash Mgmt/TB Relationship for Best of Breed RM Experience
          Willingness to Switch Credit/Lending/IB Relationship for Best of Breed RM Experience