Facilitating Global Success with the Right Relationship Approach

by Bertrand Cousin, Managing Director, Head of Corporate Banking France and Vincent Lietard, Head of Corporate Sales, France and Belgium, J.P. Morgan Treasury Services EMEA

From credit revolvers to commercial cards, from SEPA Direct Debits to debt capital markets, the subjects of conversations between treasury and bank are wide and varied. Banks are often accused by corporates of approaching their relationship coverage with a big bang approach – the more experts they bring to a client meeting the more they believe it will demonstrate their knowledge and commitment to the relationship. All client needs are unique and to that extent so too must the way banks interact with them be. With the formal launch of a Global Corporate Bank in 2009, J.P. Morgan has been striving to ensure that a corporate treasurer is at ease with understanding who they interact with and why.

In France, for example, the firm has played an important role in the banking industry for over 100 years, and is increasingly one of the global banks of choice for French multinationals as they consider how best to manage their international banking business. 

Obviously well known as an industry leader for North American payments, treasurers are now turning to the firm to discuss their challenges in geographies such as Latin America and Asia Pacific. To ensure the treasurer does not feel there is repetition when voicing their challenges because of separate meetings with different people, the J.P. Morgan coverage model has allowed the client to feel comfortable that they are being listened to at the very start, that the right people are engaged and therefore they know that a proposed solution will be forthcoming.

This article discusses how strong relationships are being forged and how clients are benefiting.

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