Bank relationship management and strategy

This paper by Magnus Lind of NFS is based on a discussion among treasury professionals at the European Treasurers' Peer Group’s October 2007 meeting.

The relationship between a corporation and its bank is a partnership demanding close interaction and understanding of each other’s needs and opportunities. One of treasury’s most important roles is to develop and nurture its relationships with the core banks facilitating the corporation’s financial needs.

Research by NFS has found that bank relationships have been further centralised over the last couple of years, and the evaluation criteria and interaction with them have developed substantially. Similarly, banks now need to understand the corporate’s underlying business model in order to be able to support its full supply and demand chain.

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