Expert Topic
Bank Selection, Strategy and Relationship Management
Few companies fully understand the financial dynamics that drive their banking relationships.
They're at a disadvantage, thanks to an information imbalance that gives the bank far more knowledge about the company than the company ever has about the bank.
A bank relationship analysis provides a company with the information it needs to select the right banking partners and negotiate the best deals on credit and cash management.
It all starts with knowing the bank's capabilities and priorities, and just how well your company fits into that mix.
They're at a disadvantage, thanks to an information imbalance that gives the bank far more knowledge about the company than the company ever has about the bank.
A bank relationship analysis provides a company with the information it needs to select the right banking partners and negotiate the best deals on credit and cash management.
It all starts with knowing the bank's capabilities and priorities, and just how well your company fits into that mix.
Meet the
Expert
Pieter van Tulder
Managing Partner, Riverside Global Advisors
Greenwich, CT
- English
- French: Français
- Dutch: Nederlands
Expert Topic:
About Pieter
- As consultant and senior advisor with BFinance and Riverside Global Advisor, provides strategic financial advice to corporate clients on issues related to capital structure, debt financing, working capital management and on optimizing the holistic corporate client-bank relationship.
- Senior corporate banker with 26+ years experience building market share and driving profitability for leading international financial services companies. Customers spanned the manufacturing, consumer products, hospitality, and health care sectors.
- Has led diverse teams across multiple continents in developing and adapting innovative products to solve a variety of international financing needs.
Experience
Managing Partner
•
Riverside Global Advisors
Jul, 2012
—
Present
- Provides strategic financial consulting services to advise corporations as to their liquidity, capital raising, and bank relationship challenges such as refinancings, recapitalizations, debt restructuring, bank negotiation, optimization of cash management and working capital needs.
- In partnership with financial service consulting firm BFinance, guided:
- A duty-free retailer through a credit rating advisory mandate followed by the implementation of its refinancing and syndication process.
- A global logistics company in the renegotiation of bank credit facilities, resulting in a 60 percent increase in credit availability for the company.
- Provided a leading oil services company with a holistic view of its bank relationships worldwide and how to optimize them.
Managing Director, Head of Corporate Banking
•
Natixis US-CIB
Sep, 1992
—
Jun, 2012
- Managing Director, Senior Banker, U.S. Corporate and Sponsor Coverage, 2011-12:
- Focused on preserving most profitable client relationships by maximizing ROA (return on asset) and RAROC (risk adjusted return on capital) metrics in the 2.5+% and 18+% range respectively.
- Led optimization efforts for shrinking RWA (risk-weighted assets) from $1.5 billion portfolio down to $750 million, and shed half of customer base by eliminating non-core, marginal clients.
- Managing Director, Senior Banker, U.S. Corporate Banking Group, 2000-11:
- Led initiative to allocate more resources to the more profitable LBO market. Expanded inbound and outbound leveraged acquisition transactions that strengthened client relationships domestically and abroad. Quadrupled revenues to $30 million and increased profitability six-fold to $18 million.
- Increased focus on up-tiering of relationships and capturing greater share of wallet, cross-selling investment banking and advisory products. From 2009 to 2011, fourteen high yield and equity mandates generated total fee income of close to $10 million.
- Managed team performing due diligence, negotiating term sheets and legal documentation, preparing internal credit proposals, syndicate interaction, and the closing process for multiple refinancings, recapitalizations, and restructurings.
- Drove strategic shift to an “Originate to Distribute” model. Focus on sole-lead and joint-lead arrangement and underwritings on corporate, leveraged and asset-based transactions.
- Acted as administration, documentation and collateral agent on senior 1st and 2nd lien financings as well as balance sheet debt restructurings.
- Served as lead banker in charge of a number of stressed and distressed transactions.
- Assistant VP and VP Multinational Group, 1992-2000:
- Led relationship management and business development with key European corporations in North America, with a focus on providing credit facilities to help these companies develop their businesses in the US and Canada.
- Successfully executed cross-border inbound acquisition financings helping leading European companies including Perrier, Danone, Vivendi, Volvo, Renault, Airbus, Phillips, and major utility companies expand their businesses in the U.S. These engagements doubled annual revenues on a run-rate basis during the 1992–2000 period.
- Successfully pushed cross-selling revenues to improve global relationship economics. Products included debt and equity capital markets, treasury management, hedging (commodities, FX, interest rates), project finance, receivable and asset securitizations.
- Grew the business fourfold with a steady stream of new clients, comprised primarily of European corporations operating in the U.S.
Assistant Treasurer
•
Bank of New York Mellon (ex Irving Trust)
May, 1988
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Sep, 1992
- Recruited to the Irving Trust Bank Credit Officer Training Program, then appointed to lead key client relationship management and business development of corporate and financial institutional clients across five countries in Europe.
- Advised major European companies including in the issuance of American Depository Receipts, on the U.S. equity markets, enabling these companies to raise capital in U.S. dollars, to acquire other companies using stock instead of cash as currency, and to reward their local employees with stock ownership.
Education
The George Washington University
MBA, Finance, 1988
Academic Honors
Magna Cum Laude
University of Leuven, Belgium
BA, Economics, 1986
Boards
Dutch Financial Club of New York, Board Member
Keynote Speeches
- Coface Country Risk Conference, New York, 2005. Topic: "Cross-Border Corporate Financing in a Challenging International Environment"
Packages with Pieter starting from $475
Your Expert Package Includes:
Best Practices
Access to ALL Best Practices authored by TrustedPeer
Expert Pieter van Tulder on this topic.
Pre-Meeting Discovery Process
Review and analysis of your issue with pre-meeting discovery questions by Pieter, followed by
a 30- or 60-minute one-on-one call.
Sample
One+-on-One Call
Your (+colleagues) meeting is directed and focused from the first minute.
Meeting Summary Report
After your call, Pieter completes a Meeting Summary Report to provide you with the
session’s discussion topics, analysis, assessment and recommendations for next steps.
Sample
Post-Meeting Engagement
After your meeting, continue your relationship with Pieter
on your own, or with TrustedPeer’s support.