With more than $330 billion in assets as of the start of 2015, DBS Bank is one of the largest banks in Southeast Asia. From its headquarters in Singapore, the bank oversees operations in 17 markets, serving more than 4.6 million customers, including 190,000 corporate and small- and midsize-business clients.
Recognizing pervasive changes in the needs of corporate clients, DBS launched a new program in early 2014 that builds the advisory skills of relationship managers (RMs)—enabling them to provide deeper supply-chain insights, help clients increase their free cash flow, and enhance innovation. Within six months, the initiative had trained more than 1,600 RMs, who collectively serve more than 30,000 clients.
The program’s architect is Tom McCabe, who served as managing director and global head of transaction banking until October 2014, when he became chief country officer for DBS’s US operations. McCabe spoke with us from his office in Singapore.