L'article ci-dessous est paru dans "Backchat", dans la revue interne UPFRONT de  LLOYDS TSB International Banking. Il s'agit du portrait de deux salariés, dont Matthieu GUILLAUME (SUP 2001 PARIS).

A tale of two islands
One from the office in Monaco, the other from Gibraltar. Upfront met two International Private Banking (IPB) colleagues in London to talk about the ‘face and voice’ of their business. It was the first time Marina Dominguez Steglich and Matthieu Guillaume met in person, although their paths regularly cross in their working lives.
At her base in Gibraltar, Marina, manages the front and middle office teams of four Relationship Managers (RMs) who deal directly with clients and three administrative support staff.
“I’m responsible for making sure we meet financial targets. However, the way we work together to achieve those targets is key,” explains Marina. “We don’t segregate targets as individual goals but instead we make them into ‘team targets’, as this fosters co-operation and team spirit.”
Like Marina, Matthieu, who works in Business Development, also provides support for the RMs at his office in Monaco.
“I work with the RMs to produce investment proposals and credit solutions for clients,” he says. “I also help identify prospective clients and work with RMs to bring these clients to the bank and I work with the country manager to implement new products with significant local potential, such as Super Yacht Finance. “We’ve been in Monaco since 1924 and continue to build client relationships, network and cross sell, so people can see we are as dynamic as ever.”
Agreeing with Matthieu, Marina emphasises the importance of relationships: “The bank is not just an institution and the strategy video, Making the Difference, makes it clear that what brings the bank to life is the people.”
Marina and Matthieu also bring to the fore the concept of ‘smart banking’ - recognising and chasing the opportunities that exist in a particular place or time.
“Each location has its specific banking needs,” explains Matthieu. “It makes sense to offer mortgages, for example, in Monaco since many wealthy people move there once they retire.”
“In Gibraltar”, adds Marina, “there are a number of large online gaming operators, so there is great opportunity to set up business relationships with the owners of these companies.”
When asked what she likes most about her job Marina says: “I feel that we can, and do, genuinely make a difference in IPB.”
In response to the same question Matthieu says: “Monaco has the perfect mixture of working, combining the Anglo Saxon business culture with the French way of life. Of course, being French myself it’s an added bonus.”