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Back on track? GCC Corporate Banking in recovery

Back on track? GCC Corporate Banking in recovery

GCC corporate banking profitability is on its way to recovering from the turmoil of the financial crisis, or so says the latest report by The Boston Consulting Group (BCG).

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December 14, 2011 4:57 by



Saudi Arabia has been at the forefront of this upward profit trend with the greatest annual increase in corporate banking profitability at 45 percent per year since 2009, according to the study titled Corporate Banking Benchmarking Report.

The UAE is the only other country which has shown a small but upward trend in profitability, increasing by 3 percent from 2010 to 2011.

Other GCC countries have shown a flat trend in profitability with the exception of Bahrain which has continued its downward profitability trend since 2007, decreasing at 24 percent per year up to the first half of 2011. Revenues for all GCC countries remain relatively flat, again with the exception of Bahrain which is showing decline in revenues. These country-specific profitability trends are driven largely by varying decreases in LLPs from year-to-year in these countries.

Corporate Banking executives optimistic about the future of GCC corporate banking
BCG surveyed top Corporate Banking executives from some of the largest banks in the GCC to get insights into their expectations and to understand how banks are gearing up to take advantage of the upcoming trends in corporate banking.

Most of the executives surveyed believe that the overall GCC GDP will grow between 5 percent-10 percent in 2012 and 2013 with Qatar and KSA leading the way with over 10 percent and 8 percent-10 percent respectively. The UAE, Oman and Kuwait are also expected to grow, though at lower rates, between 3 percent and 5 percent. Bahrain was the only GCC country expected to experience decline.

“Although overall GDP growth is expected, executives indicated that key risks still loom in the GCC which primarily include regional instability, insufficient government infrastructure spending, and events in world markets (especially the Euro zone crisis),” said Mohamed Turra, Principal in BCG’s Dubai office and co-author of the study.

Competitive pressures will increase for corporate banks as most of the banks shift towards untapped customer and product segments at the same time
Competition for corporate banking clients will intensify as the economy begins to improve. Large corporate clients, defined as companies with over $150M annual turnover, have traditionally been a primary focus for most corporate banks. However, medium cap clients, defined as companies with annual revenues between $25 million and $150 million, are expected to be a major area of growth for many corporate banks.

“This is due to two factors: first, banks traditionally focused more on the large cap segment as the economy boomed leaving the medium cap segment relatively untapped. Second, medium-sized corporations are mainly family-owned and have traditionally relied less on products and services of corporate banks,” said Massi.

On the product side, no significant growth opportunity in the traditional loan business is expected as executives expect an ongoing hesitation to increase lending capacities. On the other hand, growth is expected in non-traditional products, e.g. transaction banking, deposits and structured finance/bonds.

Overall, competition continues to intensify as most of the GCC banks start to focus on the same client segments and growth products simultaneously. “Developing industry-specific solutions, fast turnaround time and a structured sales and services approach will be key success factors for local banks to compete in the market,” said Massi.

Going forward, corporate banking executives shift focus – from managing loan books toward managing client relationships
BCG also surveyed Corporate Banking executives on 15 best practice levers which corporate banks can pull in order to improve business attractiveness and results. In 2011, as loan and staff quality enhancements continue, corporate banking executives plan to shift their attention towards qualitative measures and the professional management of the client relationship.

“Increased competition, focus on lower customer segments and non-traditional banking products will require a standardization of sales and service processes and increased cross-sell capabilities almost in a retail-like style”, said Markus Massi, Partner and Managing Director and BCG’s regional leader in Wholesale Banking and Capital Markets.

GCC corporate executives acknowledge the gaps they have in capabilities and capacities required for…(CONTINUED TO NEXT PAGE)



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