Those customers fall into four broad industry buckets: resources, energy and infrastructure; global diversified industries; banks and diversified financials; and funds and insurance.
“These customers have massive wallets but complex needs,” Sawhney said. “They are in multiple parts of the world and they need long term banking partners.”
He added for these customers, especially those in financial services, ANZ’s AA-rating was critical but the rating was increasingly important for government businesses too.
“That rating is very important but it is not enough, you also have to have very good regional presence,” Sawhney said. “Clients such as these typically want two or three regional banks in their relationship and some local banks. They want you to really know their industry and what they are doing. The relationship really needs to be CEO to CEO.”
ANZ’s Global head of resources, energy and infrastructure Will Rathvon ran through some major resource projects in the global sector, including the largest project financing ever done, the $20 billion deal for the Ichthys LNG development off the Northern Territory.
Although the project was being sponsored by Japanese and European companies with traditionally strong links to national banks, ANZ was able to pull together a senior delegation to demonstrate both technical expertise in products like project and export finance and foreign exchange.
Critical to winning the mandate was also the ability to commit support over the long term, in advance, at a time after the financial crisis when European banks in particular were withdrawing.
“In cases like this, often times the national banks have the central role but we were able to bring to the table a track record, insight, execution and innovation at a time when European banks were under pressure,” Rathvon said.
At the other end of the IIB business – although there is considerable overlap between global companies and individuals – is ANZ’s retail business.