Deutsche Bank focuses on Working Capital with new Global Solutions unit

Recently, Deutsche Bank created a global solutions function within their trade finance/cash management for corporate (TF/CMC) business as part of their global transaction banking division.  Yes, that is a mouthful.  What’s interesting is Deutsche Bank found they have this collection of products in trade and cash management, many supported by legacy technology with a product oriented sales approach.

The solution?  Build a group that revolves around the concept called productization – if you look at a bank product it is made up of a number of sub-components.  For example, a supply chain platform could have an interest calculation engine, a business day calendar, a currency convertor, a reporting function, etc.  What this concept does is identify common utility elements that are replicable.

Taking this concept, they organized their trade and cash division around four main pillars:

  1. Market management – identifying macro trends in the market for their various products to get a better multi-year connected view of the market to help with trade and cash strategies.
  2. Platform and infrastructure group that will focus not just on technology, but onboarding, sales model, operations, product development and management.
  3. Working capital advisory – help move the business from a product sales orientation focus one that is solutions driven.  That’s all about looking at how Deutsche takes the products they have and deliver a holistic solution.
  4. Global sales support office – their job is provide better training and sales support tools to facilitate execution.


The goal is how to accelerate wallet share by having replicable solutions without a lot of customization.  Michael Spiegel, Head of TF/CMC commented: "Global Solutions will play a critical role in our growth aspirations for TF/CMC. It is a global key initiative and perfectly complements the client-centric approach of our business."

While deconstructing products that where built on platforms 5 to 10 years ago is time consuming and complex, Deutsche believes it will enable them to be better solution sellers to their clients.  Which outside of the German and Dutch market is mostly very large corporations.

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