1. BONJOUR!
YVES DRIEUX
CEO BNP PARIBAS POLAND
Jeudi, 23 Janvier, 2003

2. Why foreign banks are investing in Poland?
Large market & geography
Support global/regional client
Potential growth
Political & regulatory framework
European convergence

3. Banks assets are mainly managed by foreign banks
Market share for loans and deposits
STRATEGIES
universal
group
opportunistic
global
regional
specialized
Non retail group

4. Global Bank’s predominant business model
Retail Banking
Domestic Retail Banking
Retail Financial Services
International Retail Banking
Corporate and Investment Banking
Asset Management and Services
Advisory & Capital Markets
Specialised Financing
Corporate Banking
Securities Services
Insurance
Private Banking
Asset Management

5. Corporate & Investment Bank’s Business model
CLIENT’S COVERAGE
Corporate
Institutions
Banks
Industries
Energy & Commodities
Trade Finance
Export Finance
Project Finance
Syndications
Structured Finance
Origination
Corporate Finance
Cash Management
Equity, debt, interest,
FX, Sales & Trading
CORPORATE & INVESTMENT BANKING
BOOK MANAGEMENT
Credit
Sales
Hedging

6. Investing in Poland
What resource?
What constraints?
Secure an internal decision!
Awareness
Contribution to group growth & results
Sponsoring of business lines
Group’s strategy

7. Investing in Poland
Industrialize your processes & MIS
Mass processing
Outsourcing
European platforms (Back Office, Systems, Booking)
Telecom, Intranet, Internet
Network

8. Investing in Poland
COMPLY!
Local, international & group regulations
Code of ethics
Know your clients and transactions
Be prepared to be audited!

9. Master your risks to be competitive!
Investing in Poland
Master your risks to be competitive!
Country risk
Sovereign risk
Operational risk
Get the best limits!
Utilize it!
Control it!
Reputation risk
Counterparty risk
Market risk

10. The most important: give great care to your human resources!
Investing in Poland
The most important: give great care to your human resources!
Jobs are not only to be offered, but also to be marketed:
Values of the group
Strategy of the bank
Mission & objectives
Training & coaching
Career development
Current gap between offer & demand:
Senior client coverage
Market, credit & operational risk skills
MIS project management & controlling
….Initiative, autonomy, professionalism….

11. Values : Demanding Standards
Transparency
Clients
Shareholders
Employees
Ethics
- Corporate governance
- Compliance
- Sustainable development
Corporate values
Commitment
Ambition
Responsiveness
Creativity

12. Get profitable & recurrent business:
A thrilling challenge!
Daily, budget and business plan positive stress!
Constantly evolving landscape
Rely upon your team: trust & control
Clients, clients, clients…..
39 mio inhabitants and EU accession: substantial sources of revenue for banks?

13. Recurrent performance Market Capitalization
Main growth engines
for Poland
Keys to success
Retail banking
Asset management
Structured products
Consumer banking
Business solutions:
hedging, cash mgt, structured financing
A long term vision
A global & skilled team with values
Reassess, review, question your business
Build up a healthy business
Franchise
Market share
Solvency
Risk/equity
Efficiency
Cost to income
Rating
Recurrent performance
Market Capitalization
Make your future
Performance
ROE

14. Markets: Solid Prospects for Medium-term Growth
Growth drivers
Markets
Growth trends
Fast-growing new markets:
- credit derivatives
- alternative mgt
- fund admin,...
Stronger influence of capital markets,
customer sophistication
>15%
Capital market activities, Savings and investment
Population ageing
expanding markets
+8 to 12%
GDP and credit growth
Retail banking (Europe)
+4 to 5%

15. Future is uncertain… Mergers, synergies, industrialization
Bankinsurance doesn’t seem to be a model
New players
Weakening systems:Japan, Germany
New regulations might affect current competition
Crisis: countries, global group
reputation

16. Leading Banks in Euro Zone
Market capitalization (Bio Eur)

17. Leading Banks in Euro Zone
Net Income in 2001 (Bio Eur)

18. MERCI!