Global Insight Reports

Selling Banks to the Corporate Treasurer

 

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 755 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 755 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 755 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 Global Insight Report Series
Guide to Selling Effectively to Corporate Treasurers – What Do They Really Want?
Defining the Effective Sales Proposition Opportunity
Finger on the Pulse of Transaction Banking Today
The Perfect Pitch
Increasing the Influence of the Treasurer
Forecast RFP Demand
Overcoming Key Pain Points
Which Banks are Winning the Race?

 

Detailed Data Analysis

          Primary Transaction Bank
          Number of Transaction Banking Providers Used
          Importance of Existing Credit Relationship on TB Provider Choice
          Products Looking to Issue RFPs for – Next 18 Months
          Competitive Transaction Banking Pitches Received Each Year
          Prompts for Initial Engagement with a New Bank
          Performance Monitoring Across Transaction Banking Performance
          Core Operational Treasury Goals – Next 18 Months
          Primary Function as Treasurer in Decision Making Process
          Amount of Transaction Banking Relationship Willing to Move for Best of Breed Experience
          Top Five Factors Behind RFP Decisions
          RFP Process Pain Points
          Overall RFP Experience Rating
          New Bank Partner Onboarding Pain Points