ICICI Bank 2010 Annual Report Download - page 39

Cross-selling new products and the products of our life and general insurance subsidiaries to our existing
customers is a key focus area for the Bank. Cross-sell allows us to deepen our relationship with our existing
customers and helps us reduce origination costs as well as earn fee income. We will continue to focus on
cross-sell as a means to improve profitability and offer a complete suite of products to our customers. We
continue to leverage our multi-channel network for distribution of third party products like mutual funds and
insurance products.
Small Enterprises
We have segmented offerings for the small and medium enterprises sector while adopting a cluster based
financing approach to fund small enterprises that have a homogeneous profile such as engineering, information
technology, transportation and logistics and pharmaceuticals. We also offer supply chain financing solutions to
the channel partners of corporate clients and business loans (in the form of cash credit/overdraft/term loans) to
meet the working capital needs of small businesses. We are also proactively reaching out to small and medium
enterprises through various initiatives such as the small and medium enterprises CEO Knowledge Series — a
platform to mentor and assist entrepreneurs, small and medium enterprises toolkit — an online business and
advisory resource for small and medium enterprises, and Emerging India Awards — a small and medium enterprises
recognition platform.
We have a long tradition of partnering entrepreneurs early in their growth, building lasting and mutually beneficial
relationships that deliver recurring value to the Bank. Expanding our profitable small enterprises franchise and
identifying and nurturing relationships with medium enterprises having growth potential will be key priorities in
this area.
Corporate Banking
Our corporate banking strategy is based on providing comprehensive and customised financial solutions to our
corporate customers. We offer a complete range of corporate banking products including rupee and foreign
currency debt, working capital credit, structured financing, syndication and commercial banking products and
services.
Our corporate and investment banking franchise is built around a core relationship team that has strong relationships
with almost all of the country’s corporate houses. The relationship team is product agnostic and is responsible
for managing banking relationships with clients. We have also put in place product specific teams with a view to
focus on designing financial solutions for clients. The investment banking team is responsible for working with
the relationship team in India and our international subsidiaries and branches, for structuring and execution of
investment banking mandates. We have a Commercial Banking Group within the Wholesale Banking Group for
growing this business through identified branches, while working closely with the corporate relationship teams.
Our strategy for growth in commercial banking, or meeting the regular banking requirements of companies for
transactions and trade, is based on leveraging our strong client relationships and focusing on enhancing client
servicing capability at the operational level.
As the Indian economy resumes its growth path, the need for infrastructure development and expansion of Indian
companies will provide exciting opportunities for our corporate banking business. We will continue to focus on
increasing the granularity and stability of our revenue streams by executing our transaction banking and trade
services strategy, keeping a close watch on credit quality and further deepening our client relationships.
Project Finance
Given the enhanced focus on infrastructure development in the country, we expect a significant increase in
infrastructure financing requirements going forward.
The power sector is expected to witness continued large investments. Besides requirements arising out of capacity
additions, significant investments are also projected in private sector transmission projects for the strengthening
of the national grid. Further, we also expect substantial development in the renewable energy segment.
With the scale up in gas production at KG-D6 block, significant investments in trunk pipeline network are expected. The
improved gas availability and pipeline connectivity is also expected to drive the expansion of city gas network.
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Annual Report 2009-2010
khayaal aapka