Bank of America 1998 Annual Report Download - page 23

21
Andrew Dewing heads the United Kingdom multinational group based in London. He is
responsible for a team of five relationship managers who work directly with major multinational
corporate clients headquartered in the United Kingdom.
“We succeed in corporate banking in Europe, as we do everywhere else, because of the depth
of the banking relationships we establish with our clients. We work hard to understand our
corporate clients’ needs to ensure we can effectively advise them on financial matters. Because
we understand their business, we can bring product specialists from throughout the bank to our
team to help solve our clients’ problems and achieve their business goals.
“In 1998, for example, we arranged and executed a multi-source financing plan for one of our
UK companies to reduce their financing costs, extend the maturity of their debt, and cut expense
and management time by dealing with one institution for their fund needs. In looking at their
requirements over the next three to five years, we were able to show them that market conditions
were ripe to refinance their existing loan agreement. We won this business because we developed
a relationship with the client that is built on trust and the ability to deliver. A lot of banks can offer
the same services, but there is no substitute for a strong personal relationship. I am a strong
believer in client managers building and developing relationships over time.”
Andrew Dewing (right), Global Corporate &
Investment Banking, with Richard James of
Cookson Group, PLC, in London.