HSBC 2014 Annual Report Download - page 8

HSBC BANK PLC
Strategic Report: Products and Services (continued)
6
HSBC is leading the development of the renminbi as a
trade currency, with renminbi capabilities in more than
50 markets.
Our range of products, services and delivery channels is
tailored to meet the needs of specific customer
segments.
Customers
We have organised ourselves around our customers’
needs and degree of complexity by developing three
distinct segments within CMB: Business Banking, Mid-
Market and Large Corporates.
• Business Banking now has two distinct needs-based
servicing models: relationship managers focused on
customers with more complex needs; and portfolio
management for customers requiring simpler more
routine products and services.
• We have brought increased focus to our Mid-Market
customers and are re-configuring our organisation
and resources across our home and priority growth
markets to provide enhanced relationship
management.
• For our Large Corporate customers, who typically
have complex and multi-country needs, we provide
globally managed senior coverage teams, who are
also able to coordinate with other global businesses.
To ensure that our customers remain at the heart of our
business, we continue to place the utmost value on
customer feedback and customer engagement. We are
now in the 6th year of our Client Engagement
Programme, a global survey of 15 markets designed to
deepen our understanding of our customers and
reinforce our relationship with them. This initiative,
combined with other insight programmes, helps us to
identify customers’ critical business issues so that we can
tailor solutions and services offered to better meet their
needs.
Building long-term relationships with reputable
customers is core to our growth strategy and
organisational values.
Global Banking and Markets
Products and services
GB&M provides wholesale capital markets and
transaction banking services organised across eight
client-facing businesses.
GB&M products and services include:
– Sales and trading services in the secondary market are provided
in Markets, which includes four businesses organised by asset
class:
– Credit and Rates sell, trade and distribute fixed income
securities to clients including corporates, financial
institutions, sovereigns, agencies and public sector issuers.
They assist clients in managing risk via interest rate and
credit derivatives, and facilitate client financing via
repurchase (‘repo’) agreements.
– Foreign Exchange provides spot and derivative products to
meet the investment demands of institutional investors, the
hedging needs of small and medium-sized enterprises
(‘SMEs’), middle-market enterprises (‘MMEs’) and large
corporates in GB&M and CMB, and the needs of RBWM and
GPB customers in our branches. Foreign Exchange trades on
behalf of clients in over 90 currencies.
– Equities provides sales and trading services for clients,
including direct market access and financing and hedging
solutions.
– Capital Financing offers strategic financing and advisory
services focusing on a client’s capital structure. Products
include debt and equity capital raising in the primary market,
transformative merger and acquisition advisory and execution,
and corporate lending and specialised structured financing
solutions such as leveraged and acquisition finance, asset and
structured finance, real estate, infrastructure and project
finance, and export credit.
– Payments and Cash Management helps clients move, control,
access and invest their cash. Products include non-
retail deposit
taking and international, regional and domestic payments and
cash management services.
– Securities Services provides custody and clearing services to
corporate and institutional clients and funds administration to
both domestic and cross-border investors.
– Global Trade and Receivables Finance provides trade services
on behalf of GB&M clients to support them throughout their
trade cycle.
In addition to the above, Balance Sheet Management is
responsible for the management of liquidity and funding
for the group. It also manages structural interest rate
positions within the Markets limit structure.
Customers
GB&M provides tailored financial solutions to major
governmental, corporate and institutional clients
worldwide. Managed as a global business with regional
oversight, GB&M operates a long-term relationship
management approach to build a full understanding of
clients’ financial requirements and strategic goals.
Client coverage is centralised in Banking, which contains
relationship managers organised by sector, region and
country who work to understand client needs and
provide holistic solutions by bringing together our broad
array of product capabilities and utilising our extensive
global network.
Our goal is to be a 'Top 5' bank to our priority clients. We
strive to achieve this goal by assembling client coverage
teams across our geographical network who work
alongside product specialists in developing individually
tailored solutions to meet client needs. Our client
coverage and product teams are supported by a unique
customer relationship management platform and
comprehensive client planning process. Our teams utilise
these platforms to better serve global client
relationships, which facilitates our ability to connect
clients to international growth opportunities.