Raiffeisen Bank Romania: 20 Years of Growth
Daniela Gavrizescu takes a look at the past, present, and future of her team’s efforts in Romania’s financial institutions sector.
What are the most significant challenges currently shaping your work with financial institutions?
We have encountered two major challenges in the world of financial institutions.
The first challenge is increasing competition. A large portion of our clients' portfolios consist of low-risk products, and many of these clients maintain relationships with multiple banks. To remain competitive, it is essential for us to position ourselves as trusted financial advisors, offering quick and reliable solutions tailored to their needs. This involves building trust and confidence in our partnerships and providing digital solutions that simplify their daily activities.
To address these needs, we have made substantial progress by implementing a digital solution for client onboarding and KYC revision (eKYC platform). We have also introduced the R-flex digital platform, an innovative solution in the local market, and launched a new version of internet banking with features that positively impact client needs.
The second challenge involves the rapid changes in compliance, regulatory, and sanctions demands. The pace of these changes has increased significantly, requiring us to define and calibrate our risk appetite within the accepted boundaries of both the group and local compliance standards. Investing in automation and digitalization is crucial to meet our compliance targets and strengthen process controls. To this end, we have achieved major milestones by utilizing Group solutions such as eKYC and the Business Compliance Framework (BCF), which introduce a unified set of indicators to better understand and monitor client business in relation to compliance risk.
To further enhance our expertise and drive new initiatives, we have consolidated corporate and institutional client KYC and coherency screening processes under one roof. Additionally, any new digital solutions impacting both segments will be managed together. This approach allows us to meet changing demands quickly and efficiently.
What are Raiffeisen Bank Romania’s ambitions and top priorities for 2025?
Our ambitions for the future are closely aligned with our bank’s strategy and value proposition: We aim to be the first choice for our customers when it comes to banking products and services. This will be achieved through our advanced digital solutions that simplify daily operations and our financial consulting services that enhance business productivity and financial well-being by offering proactive advice.
Our priorities extend beyond 2025 and include several key areas. Firstly, we aim to grow the number of active clients, particularly focusing on Payment Service Providers (PSPs) and banks, supported by the strong marketing of our local capabilities. Secondly, we seek to increase the cross-sell ratio for existing customers, such as insurance companies, investment funds, and pension funds. At the same time, maintaining a robust compliance framework remains a top priority.
How would you describe your team's core strengths and unique qualities that made you first choice among your institutional clients?
Let me take you back 20 years to a time when the Financial Institutions Team didn't even exist. It all started with a small "correspondent banking" desk with limited responsibilities. Today, we cover a wide range of financial institutions and have established a highly professional and well-recognized team in the market.
Our team of 10 colleagues manages a diverse portfolio of over 200 clients, including insurance companies, pension funds, asset managers, payment service providers, leasing, and consumer finance companies. Last year, we reached a key milestone in our growth strategy by generating revenues exceeding EUR 20 million, while maintaining a favorable cost-to-income ratio of 24.5%.
I like to think of us as the "ambassadors" of the bank, serving as the first point of contact for international financial partners. We manage accounts and all correspondent banking matters, as well as oversee all counterparty and sovereign limits — essential functions that ensure the bank operates smoothly, especially during uncertain times.
To illustrate what a typical month looks like for us: In January of this year, we successfully opened accounts for two different financial institutions within a tight one-month timeframe. Despite the complexity of the approval process, we completed the account setup in just 30 days.
These timeframes would not have been possible without our team’s customer centric approach. Our strong focus on providing the best possible customer experience is evident in the way client needs are understood and addressed with simple, time-saving solutions and products. Communication is transparent, authentic, friendly and heart driven, fostering strong relationships and trust.
What motivation has sustained your passion and commitment to the financial institution area over the past 20 years?
Considering the dynamic nature of customers, topics, and challenges, it’s clear that the financial institutions sector is constantly evolving. While it may not always be in the spotlight, every day presents new learning opportunities and unique situations that require innovative, out-of-the-box solutions.
This continuous evolution is what has motivated me for so many years. The interactions and the chance to meet extraordinary people, along with the privilege of working with experienced customers, have significantly enriched my knowledge, sharpened my skills, and shaped my approach to business. This has made me more effective both professionally and personally.