TRANSFORMING COMMERCIAL BANKING

Corporate banks that request additional high margin business on top of balance sheet consuming lending per account outperform by far those banks that are solely focused on lending. This increase of asset-velocity, however, requires a transition from a corporate banker type, who more or less just decides on loan allocations and credit risk, towards a more rounded type of a banker, who looks after a 360º orientation of his or her bank's products, and, in addition, knows which value contributions these products can offer to his or her clients. We support clients on this transition by client-tailored account management concepts, incentive system implementations and value creation training programmes.

In addition, we help transaction banking divisions transform their cash and trade finance business into sound working capital management offerings. Whereas the trade and payment business has been a deal-by-deal competition for various LCs and guarantee types, it will inexorably evolve into a market share and programme competition for trade receivables financing by means of technologies such as 'supply chain finance', 'vendor finance' and 'trade receivables exchanges'.

Maravon is a frontrunner in this development. For example we engineered and implemented a superior supply chain finance business model for one of the biggest banks in Europe.