Zielgruppe: MNC Multi-National-Companies

Summary

Multinational Companies (MNC) offer substantial business opportunities for banks. Each of them may constitute an important market by requesting banking business in an extended range. Whether the relationship can be made profitable for the bank depends on its ability to become one of the MNC’s core banks.

Core Banks are in an outstanding position. They may derive revenue from the customer’s entire range of business. This includes also a certain influence on the earning components out of the global relationship. The bank is not restricted to single transactional business only. Attaining the role of a core bank means acquiring essential knowledge about the customer’s strategy and demands. Based on this key-knowledge, bank services can be structured in such a way that they are superior to those of their competitors in quality, price, flexibility, and product innovation.

Following this customer oriented approach leads clearly to a bank’s implementation of a separate target group focussing on MNC needs.

Providing comprehensive banking services to MNCs requires relationship management with global responsibility for all of the customer’s activities. This can only be achieved with a specifically designed concept for each individual customer. In this concept, the various divisions and units of a bank providing service to a customer should all be part of a relationship team headed by the global relationship manager.