“Citibank was a leader in Corporate Banking in 18 countries in the Americas; however, it was not achieving levels of leadership among economic groups across countries”.
Citibank was a leader in Corporate Banking in almost all Latin American countries, including non-Spanish-speaking Caribbean countries, but faced the challenge of conducting cross-border work among different countries to increase their leadership.
Their project, called ‘follow-the-flow,’ involved following economic groups across countries to be their main bank in each of them. To achieve this, they needed to enhance the performance of their corporate account executives by providing them with a methodology that allowed them to identify and reach all key players in their business opportunities, synchronizing who does what, country by country.
Our unique regional account management tool allowed them to map each opportunity, define roles among Citibank‘s business executives, and design an approach and development plan to achieve their objectives.
We monitored real cases in several inter-country teams, and the results were very satisfactory.
ACHIEVED RESULTS
- 36% growth in leadership throughout the region.
- Improved win rate, increasing by 18%.
- Protection and shielding of key accounts.
- Common, scalable, and replicable methodology in regional opportunity management.
