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Treasury
Services
 Strategy for Working Capital Management
We worked with the senior management
team of a major North American bank to create a strategy for integrating
trade, cash management and FX into a coherent working capital management
program. Acting as both advisor and facilitator, our work included
identification of best practices, advising on client buying behaviour,
competitive positioning, product integration, identification of appropriate
strategies and oversight on strategy proposals. The scope of the work
included domestic, Americas and international markets for both commercial
and large corporate clients.
Global
Assessment of Credit Default Insurance
This
study began with a detailed review
of the websites
of major competitors in the business
including both ECA and private trade
insurers. This was combined with
interviews with suppliers and senior bankers
to develop a clear view of future trends in
the market, as well as identifying gaps in
needed products.
Setting Service
Standards for a Trade Services Organization
Thousands of pages have been written on what
matters to trade clients but most is just a
re-hash of well-known principles from
industrial psychology. There is little
proof of what aspects of service make the
most difference to client loyalty and
spending. In addition to interviewing
benchmark competitors, our work reviewed
existing research (including our own) to
identify what changes client behaviour for
better or worse. In cooperation with our
client, we then developed a framework for
comprehensive service standards for the very
few things that really matter to clients.
The standards are tested with clients for
appropriateness and impact. A strategy for
implementation is the final element of the
project.
Bank Cash Management Advisory
Our role was providing value-added
analysis and interpretation for a
syndicated survey of Cash Management in
Canada (Maritz). In particular, we took
survey data and provided customized
analysis to help pinpoint participant
weaknesses and opportunities. This was
used to help us provide recommendations
for action geared to the unique
positioning of each bank participating
in the study.
Trade
Satisfaction, Loyalty & New Product Development
On behalf of a major bank, we evaluated
client satisfaction and use of trade products, as well as client loyalty. We
also identified how well current trade products meet underlying needs and
what new products should be developed to meet future needs.
Global Trade Outsourcing
The study deals with the current state of outsourcing, changes over the
past two years and likely changes over the next two years. Topics
covered include: services outsourced, market size and volume, impact of
outsourcing, service delivery and the image of major insourcing banks.
Link to previous
Overview of Findings.
Competitive Intelligence on a Global Scale
On behalf of a major global bank, The Brondesbury Group analyzed the
competitive position of the top five international banks in each of four
global regions. The analysis focused on management structure, deployment of
sales staff, handling of front and back office, product differentiation, and
electronic delivery capabilities. It relied on sophisticated
intelligence-gathering from banks, internet and commercial databases. The
competitive analysis presented to the bank’s vice-chairman was the basis for
the bank’s global strategy for international business.
Future
of the Public Sector in Canada
(5 Studies)
How will the public sector build the
capacity it needs? What new sources of
revenue will government tap? How will
Shared Service Organizations and outsourcing
change delivery? How will economic
sustainability, environmental concerns and
labour shortages change the future? These
topics and more are addressed in this
opinion leader study based on in-depth
personal interviews with the most
influential people shaping the future of the
public sector, as nominated by their peers.
Participants include deputy ministers,
mayors, executives, association heads, think
tank leaders, academics, and other selected
experts. The aim is to identify how the
public sector will develop over the next
5-10 years and why this will happen.
Royal Bank of Canada is the sponsor for
the work. The study includes a special
section on banking needs that addresses
working capital management, collection and
payment services. That section
identifies key services that a bank can
develop or provide to help its public sector
clients prepare for the future. A brief
overview of each sector is available by
clicking the link below, but the section on
banking needs is not included.
Federal & Provincial
Government
Municipalities
Healthcare
Public Education
(K-12)
Post-Secondary
Education (PSE)
The Market for ASP Treasury Workstations
An in-depth look at the market for an ASP Treasury Workstation highlighted
the functionality and the value that this product could provide. Our report
identified pricing and packaging strategies, targets for the product and
what features would be most likely to make a difference to mid-sized
corporations already familiar with treasury software.
Outsourcing Banks Find Client Service Improved
According to our recent global study of trade outsourcing for ABN-AMRO, well
over half of banks that are outsourcing their trade services find that the
service to their clients improved as a result of outsourcing. Profitability
and expense ratio improvements also exceeded expectations. With over 20% of
small-mid size banks (assets of $6-100 billion) planning to outsource some
of their trade services to an insourcing bank over the next two years,
quality improvement should be the reason for their choice rather than just
the cost savings they think about initially.
Growing Barriers to New Technology
Getting buy-in to new treasury technology is increasingly difficult. Large
corporations are less willing to disrupt their companies with new systems
and have certainly concluded that only fully operational systems are worth
evaluating. Several recent studies point to the same conclusions, too many
promises and too few concrete results have left the market wary about new
services. It will take a big impact at a reasonable price to break through
large corporate defenses.
Selected Studies:
- Cash Management
- Trade
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