Business Strategy

By the mid-2000s, BNP Paribas business in the Gulf countries was expanding rapidly, and the Bank s management realised the importance of having all business lines aligned with a single strategy and supporting all the business development projects in a structured approach.

The response was to create a Regional Strategy and Business Development team, based in Bahrain but with a remit across the whole region.

Established in 2007, the team was tasked mainly to co-ordinate all business development projects, ensuring business plans were consistent with the regional strategy.

Later on, the team was renamed MEA Business Strategy and its mission was widened to include the definition of a common and consistent strategy for the region and its impact on the business lines and client relationship teams, and also to effectively contribute to the implementation of the strategy.

Cyrine Sanchou, Regional Head of Business Strategy, said that although the team s work has largely been focused on Corporate & Investment Banking, the department has also worked with the two other poles; Investment Solutions in the GCC and International Retail Banking in Africa.

We work on a transversal basis across the Bank as a business facilitator. We are a key partner of the business, contributing to the definition and establishment of the strategy for the different businesses in the MEA Region, while having a consistent and common vision. We bring in creative value propositions aiming to develop the business by activating synergies and leveraging on our strengths.

Since 2011, the team has made it a priority to bring additional value to the business, while positioning the department at the level of clients needs and expectations to make sure propositions are anchored in market reality. The team also manages organisational projects, liaises with head office on the key topics of the region and contributes to the Bank s projects and transactions that impact the Middle East and Africa region.

Prior to entering a new market, we facilitate the decision-making process of MEA Management as we analyse the competition and the different types of flows. In this way, we can work out the ways in which we can best service the unique needs of our clients while taking into account the Bank s culture and values, said Cyrine.

Credit Management Solutions

Effective credit analysis has been a priority for BNP Paribas from its earliest days of extending credit lines in the Gulf States in the 1970s, but the function has changed significantly over time as the Bank s operations grew.

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