We introduced a new sales organisation in the summer 2008 in line with the Bank’s new client coverage organisation. FIM’s idea is to round out its strategy defined in terms of product lines with a sales department responsible for implementing an overall strategy, while working closely with the product lines and striving to control its risks.

Three levels of client coverage have been introduced:

• International network: strengthening the role of the Local Fixed Income Markets Managers (LFIMs) who are in charge of developing the strategy in their respective countries. They define the development priorities in line with the overall country strategy drawn by the Senior Country Officers. They are also responsible for the counterparty risk on capital market transactions.
• Client segments: the sector heads (asset management companies, agencies sovereign wealth funds, hedge funds, private banks and midcaps) are responsible for identifying, developing and optimising the stream of business with their respective sectors.
• Internal partners within the Crédit Agricole S.A. Group: the heads of this unit must ensure the optimisation of cross-selling opportunities in partnership with Calyon’s other divisions (SFI, CIB) and other Group entities, in particular the Regional Banks.

By strengthening its managerial team, FIM ensures a better coordination and development of its sales strategy in line with the Group’s strategy.