Euromoney FX survey 2010: French banks take an increasing share of corporate business

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	"We mobilized the bankers to gain more of our clients’ business, both flow and strategic" Clive Banks, BNP Paribas

FRENCH BANKS BNP Paribas and Société Générale have some striking similarities in their approach to corporate FX customers. Both saw the importance of aligning the treasury sales force with the local network.

BNP Paribas has long had a corporate franchise but Clive Banks, the bank’s head of FX and derivative corporate sales, tells Euromoney that the BNP Paribas corporate bankers "had previously not given much consideration to FX. We were able to demonstrate that it had excellent revenue potential... and the possibility of high-level dialogue, which they like. Thus we mobilized the bankers to gain more of our clients’ business, both flow and strategic."

Didier Latouche, head of FX corporate sales at Société Générale, also harnessed the existing franchise: "One of the main axes of our approach is strength throughout our global network.