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Banking Strategy

Existing banking relationships have developed historically and change over time. This can be attributed to reasons on both sides - the company and the financing banks:

Companies grow, internationalise or undergo a change in their creditworthiness due to cyclical developments in their business segments.

Banks change their strategy and their financial products marketed to customers according to economic development. Furthermore, the required rate of return of single products varies over time in line with the changing "risk appetite" of banks.

Changing Product requirements

Companies need to act pro-actively in this environment, not only by a continuous optimisation of the financing structure according to changing money and capital market conditions but also taking into account the changing debt product/financial instrument requirements of our clients over time. If our analysis results in a significant discrepancy between the factual product requirements and the actual financial instruments utilised, we recommend a structured financing process approaching the best financiers for the required products to adapt to the situation; i.e. to fulfil the factual product requirements.

Product requirements can be categorized in two main areas:

Process-oriented

  • Delivery of data 
  • Information systems for daily account status and single transactions
  • Reporting and controlling systems
  • Transparency of costs associated
  • Standardised service interfaces regarding transaction-specific issues

Product-oriented

  • Instruments for money transfer - national and international
  • Structure of national and international accounts (incl.: Changes induced by SEPA)
  • Handling of letter of credit structures and financing
  • Credit cards

Preparation of Request for Proposal

IPONTIX identifies the factual current product requirements and analyses potential discrepancies to actually utilised financial instruments. In this analysis the so-called banking wallet (i.e. the sum of banking costs of a company) is quantified. For non-credit-related products, a request for proposal (i.e. a tender of the financial instruments required for banks) is prepared. Individually selected financiers (Long List) with a comprehensive product scope are then approached in a parallel, structured process.

Preparation of Banking Memorandum

For credit-related product requirements, a banking memorandum - in line with the investment and working capital financings described above - is prepared, which is used in the scope of a structured parallel approach to selected banks (Long List).

Existing Banking Relationships

According to our experience, within the scope of the adaptation of the actually utilised financial products to the factual requirements, the existing banking relationships should be continued in a manner based on trust upon a well-defined new basis. We consider trustworthy banking relationships - even in today's technology-driven banking markets - to be a key element in a long-term and successful financing strategy.