How about these Fintechs?!

| 9-2-2017 | Pieter de Kiewit | treasuryXL

In August 2016 our expert Pieter de Kiewit wrote an article about Fintechs and we thought it might be interesting to publish it on treasuryXL. Since then Fintechs have become a major subject in the financial world. What has changed since the article was written? Are the new solutions a reality now? What further developments do you see? Please feel free to share them with us.

 

In the late ’70s Sony introduced the Walkman. My marketing professor told me that, without market surveys, Sony hit the jackpot. Everybody wanted to have one. Snapchat, my niece, who is 17, understands what they offer, started in May 2012, the company was recently valued at $22 billion. This is beyond what my headhunter brain can digest.

Yahoo was bought by Google for a fraction of what the company was valued at a few years ago. In august 2016 Randstad Holding bought Monster (Monsterboard in The Netherlands) for €400 million. A decade ago Monster, then a multi billion $ company, told everybody they would dominate the recruitment industry forever and they tried to buy every available recruitment company.

How about these Fintechs? The market potential is huge, new solutions will pop up that will change our everyday life. In my opinion it is an extremely diverse group of companies. This market is extremely fragmented and in my perception many Fintechs have, in my perception, a hard time reaching their potential clients. What I notice is that the language of the Fintechs is not the language of the clients they want to sell their business to. The language they do speak is the capital raising language. When this capital staff is hired, product offerings are developed as well as marketing material. The banking industry observes, invests, initiates and wonders what to do. Companies like Google, Facebook, Amazon and others join in this Fintech jungle. Who will dominate in a few years, I can not predict.

Perhaps I am cynical, but I do not see any Snapchats or Yahoos. I hope this will change, because I think, next to banks, there is room for more innovative financial services companies. There are many good ideas out there. I wait for a finance Monster to step up and change market dynamics. Later on we will see if a Randstad will step in and if they will have a sustainable future. Time will tell…

Pieter de Kiewit

 

 

Pieter de Kiewit
Owner Treasurer Search

 

 

Do you want to read more articles about FinTech on treasuryXL?

B2B Fintech: Payments, Supply chain finance & E-invoicing guide 2016

Uitgelicht: Fintech – investeringen in financiële innovatie fors toegenomen.

Will the European banks strike back?

 

Loopbaan in treasury: een doodlopende weg?

 | 6-1-2017 | Pieter de Kiewit |

man-op-weg Het blijft een terugkerend thema als meerdere treasurers samenkomen of als ik over loopbaanplanning spreek: is blijven in treasury een recept voor vastlopen in je carrière? Bouw je door op hetgeen je hebt bereikt of doe je een stap terug/opzij om er weer twee vooruit te maken? Zonder uitputtend te willen zijn zal ik veel genoemde reacties beschrijven.

Zeker een doodlopende weg!

Gemiddeld genomen maken academisch opgeleide treasurers sneller carrière dan collegae die niet naar de universiteit gingen. Zij zien hun studiegenoten parallel starten in accounting, control of audit en hiërarchisch gelijk met hen opgaan. Tot de treasurer het plafond bereikt en de anderen stappen blijven maken. De treasurer ontdekt dat hij niet wordt betrokken in zoekprocessen voor andere financiële beroepen waarvoor hij wel in aanmerking wil komen. Op een DACT bijeenkomst van enkele jaren geleden gaf 80% van de treasurers aan, volgens eigen inschatting, te kwalificeren voor de positie van CFO. Persoonlijk vind ik dat dit wel getuigt van enige zelfoverschatting. Feit is wel dat treasures gemiddeld genomen smallere skills in de financiële discipline hebben maar ook bijvoorbeeld in peoplemanagement. Veel van hen komen in een situatie waar ze geen gevoel voor de business kunnen opbouwen. Feit is dat veel eindverantwoordelijk treasurers momenteel al lang in hun functie zitten. De weg lijkt dood te lopen!

Doodlopende weg is onzin!

Voor elke treasurer die lang op dezelfde stoel zit, is er wel één die een doorgaat met loopbaanopbouw. De belangrijkste assen waarlangs dit lukt zijn de functionele en de branche as. Functioneel verbreedt treasury zich nog steeds. Traditioneel zijn balansfinancieringen en geldlogistiek dominant, momenteel zijn werkkapitaal, project, trade finance en treasury technologie sterk groeiend in onze portfolio. Bij het verder volwassen worden van de discipline hoort ook de meer branchespecifieke treasury. Albert Heijn, de Gemeente Amsterdam en de BAM kunnen tegenwoordig specifiekere eisen stellen aan de treasurers die zij aannemen. Verder is er een grote groep die, al of niet in het kader van een management traineeship, een tour door treasury maken. Deze laterale stappen of stappen vooruit kunnen overigens over het algemeen alleen binnen dezelfde onderneming worden gemaakt. Maar komen zeker wel voor! Het afdwingen hiervan vergt vaak wel bewuste planning, bijvoorbeeld in opleiding of in relatiemanagement.

Mijn mening?

Mijn mening is dat het gedeeltelijk een semantische discussie is. In de top van een organisatie zijn minder stoeltjes te verdelen dus ook voor andere disciplines geldt de doodlopende weg. Ik zie dat er voor elke 9 controllers 1 treasurer is en dat deze treasurer minder loopbaankansen heeft dan elk van de controllers. Treasurers zouden, als ze willen, harder kunnen klagen. Anderszins zie ik dat een aantal, vooral jonge, mensen meer hiërarchiegedreven zijn en pas later ontdekken hoe belangrijk de inhoud van het werk voor hen is. En de aantrekkelijkheid van treasury wordt door een meerderheid van mijn gesprekspartners gezien. Het is een mooi vakgebied! Mijn mening is dat, ondanks de realiteit van de huidige arbeidsmarkt, ieder die een goede volgende stap in zijn treasury loopbaan zoekt, deze kan vinden.

Ik sta open voor brainstormsessies!

Pieter de Kiewit

 

 

Pieter de Kiewit
Owner Treasurer Search

 

Afscheidsrede van Professor Theo van der Nat

| 5-12-2016 | Pieter de Kiewit |

2ce3f92Mijn eerste ontmoeting met Theo zette de toon voor al onze verdere contacten. Het was aan het einde van de DACT Treasury Beurs 2009 in Noordwijk. Velen waren al gestart met hun weekend, ook de standhouders waren al aan het afbreken. Ik was net gestart met mijn onderneming. Theo en ik raakten in gesprek. De mooiste gesprekken in mijn vak zijn met mensen met een passie. Dat ik hier te maken had met de Nederlandse treasury goeroe was me al snel duidelijk. Hij leidde me langs de belangrijkste topics in treasury in die tijd. De Register Treasurer opleiding bleek één van zijn passies. In ons beider enthousiasme hebben we serieus onderzocht of ik de studie zou oppakken. Voor alle betrokkenen was het goed dat dat plan niet is doorgezet en dat de kwaliteit van alumni hoog blijft.

Het bijzondere aan Theo is dat hij een aantal kwaliteiten heeft die je meestal niet in één persoon ziet. Zo is hij wetenschapper, ondernemer, docent en bankier. Het aantal potten dat hij gelijktijdig op het vuur heeft is altijd bewonderenswaardig, zijn ideeën onbegrensd. Agendamanagement wordt daarin weleens lastig. De consequentie is dat alleen de hele goede en belangrijke meetings overblijven. Onze gezamenlijke initiatieven, bijvoorbeeld rond de voorganger van www.treasuryxl.com, bleken in deze werkwijze terecht te worden “afgetest”. Prettige en goede gesprekken waren het fundament van betere plannen. Meestal op bijzondere tijden en plaatsen.

Op 9 december houdt Theo aan de VU zijn afscheidsrede voor de universiteitsgemeenschap, studenten, alumni en de treasury community. Ik hoor natuurlijk niet bij de organisatie, maar ben er wel bij en kan me niet voorstellen dat hij vanaf dan uit beeld is.  En natuurlijk verheug ik me, waarschijnlijk met vele aanwezigen bij de rede, op doorlopende contacten.

Pieter de Kiewit

 

 

Pieter de Kiewit
Owner Treasurer Search

 

Why seems TMS market leadership to be a relay race?

| 23-11-2016 | Pieter de Kiewit |


geen-naamThe number of treasury management software brands I read about in resumes since 1996, the year of my first treasury placement as a recruiter, has continuously grown. In other markets market dominance has been more stable, BMW, Microsoft and Calvé have been able to keep long market leadership. What is so different in the TMS market? Without comprehensive research I can think of the following reasons.

TMS technology reasons

Technology is moving forward very quickly. Solutions are often based upon the possibilities new technology offers and not developed based upon client needs. Different backbone technology often comes with other providers, hence other TMS suppliers.

Integration after take-over

There is a number of small solutions that grew to be successful over time. The founders of the companies that offer these solutions often choose to sell after a number of years. This because they are technology driven and cannot handle the marketing and operational hassle. Or the other way around: after successful sales they have to build a better product and do not have the technological staff. Or they just want to cash. The bigger companies that take over are not capable to absorb the smaller without losing the warm connection with the clients. Service and flexibility go down, prices go up. Sales staff is demotivated after a setback in remuneration. Support does not know the application. The clients go to the next supplier.

Marketing reasons

Last but not least, successful start-ups that work with partners in various countries are not able to share the wealth of success. Discussion over equity, profit sharing and ownership are often deal breakers. In this market there is not one dominating expansion strategy that has been the success formula: own staff is not strong enough or too expensive, partner sales is often not based upon enough commitment or lacks a proper contractual basis.

What do you see in the market of TMS suppliers?

Pieter de Kiewit 

 

 

Pieter de Kiewit
Owner Treasurer Search

 

Consider a treasury intern!

| 31-10-2016 | Pieter de Kiewit |

As you might know, I play an active role in the development of the Minor Treasury Management at the Hogeschool Utrecht. This is the second year this program is organized for Bachelor students, not only from Utrecht but also schools from other parts of The Netherlands.

I contribute in three aspects: informing students about why they should choose this minor, describe the relevant labour market to the students who chose the program and connect them with the market. Both guest lecturers as well as internship counselors found their way into the program through my mediation.

As far as I can oversee the Hogeschool Utrecht is currently the only higher education institute in The Netherlands with a structural focus on treasury. All other active in this field offer post graduate / evening study programs. In our recruitment we hardly see young graduates with thorough knowledge of corporate treasury.

In this blog I want to invite you to hire an intern. Perhaps they can offer the solution for the project where you do not know if you want to hire a consultant, ask a colleague or do it yourself. Interns ask surprising questions and present solutions you did not think about. Their recent classes taught them about theories you never heard of before. They can help you tackle projects and you can help them prepare for the treasury labour market. Win-win.

Did you ever hire a treasury intern? Tell us about your experiences in the comments below!

Editorial note

  • The internship for students of the Minor Treasury Management at the Hogeschool Utrecht will start February 2017 and will last for 20 weeks;
  • It is a full-time internship: the students will work for 4 days at your office and can work one day a week on their thesis, other structures can be discussed;
  • They prefer that students take the internship on their own, but in pairs may be negotiable.

 

Pieter de Kiewit

 

 

Pieter de Kiewit
Owner Treasurer Search

 

 

 

Funding Planning & Execution with your Bank, a Consultant, an Interim Manager or DIY?

| 14-10-2016 | Pieter de Kiewit |

fundingIn my work as a treasury recruiter I speak with financial managers on a regular basis about their funding. Both in the funding strategy as in the execution hereof, it can be noticed that entrepreneurs and their CFO’s intensify their search for the proper partner. This is what I hear so far:

Funding has been the primary trade of the bank, they do have wide and broad knowledge. Over the last years they have lost their credibility due to scandals, but also because they did not supply when the need was high. The banks themselves also struggle with increased regulation and are trying to adjust their business model to changing market circumstances. Can the advice of a supplier be fully objective?

The objectivity of consultants depends upon their business model. There is a portion that is on the broker side that is paid upon success, either by the supplier or their client. They will be deal driven and will not only have the interest of the client in focus. At the same time, without them quite often, there will be no deal, no funding. The consultants that are paid a fixed fee or hourly rate can be expected to be more impartial. They often have the knowledge base, but will not take responsibility. Also their rate can be steep.

The third solution is an interim manager who has been responsible for funding in the past. Often his rate is more acceptable and he will better speak the language of the entrepreneur. Also he is an obvious candidate to do much of the operational work. Of course he will not have an organisation to fall back upon and will not accept any liability. I notice interim managers are getting a bigger market share.

Finally a CFO and entrepreneur can do the funding planning and execution themselves. At first glance this may be the cheapest option.

What questions did you ask before funding your company? Who did you chose to accompany you?

Cost, expertise, success, liability, gut feeling….. So many variables, no easy answer. I look forward to your input.

Pieter de Kiewit

 

 

Pieter de Kiewit
Owner Treasurer Search

 

Remarkable influx non-Dutch in the treasury labour market

| 19-09-2016 | Pieter de Kiewit |

This week it will be the second time I will give a guest lecture at the Hogeschool Utrecht. They offer a minor treasury management to students with a finance and economy focus. It is my role to describe the labour market they might enter. In preparation I made a quick scan of the treasury labour market and noticed that treasury in The Netherlands, especially in the junior role, is staffed by relatively many internationals. I dug in and have some hypothesises about the why and consequences.
 
The first and obvious is that treasury organisations are by nature international organisations. Possibly treasury hiring managers are not bothered as strong by the bias managers do in other job types. Treasury does not have a prominent place in the Dutch financially focused educational system. This is not different from other countries, the job type is a too strong niche. Graduates are educated in a system where controlling, accounting and audit dominate. Dutch graduates shape their career to what they want and know about, so these three job types (and “onbekend maakt onbemind”). Non-Dutch graduates in the Dutch labour market are bothered by the earlier mentioned bias and shape their career based upon what they can get: a treasury job. Hence both demand and supply strengthen the influx.

Separately from this I want to mention the difference in mentality between Dutch graduates and many non-Dutch ones. I notice that work-life balance, having a rewarding job and an employer with social responsibility are important aspects for Dutch graduates. Many senior and/or non-Dutch managers have a hard time dealing with this mentality. Graduates who came from China or India are often best-of-class, energetic and very dedicated. Work is for them their first priority. This often outweighs their different communication style, especially in more junior positions.

I don’t think there are any dramatic effects of this development. The likelihood of non-Dutch moving abroad is relatively high so a brain drain might occur. Furthermore Dutch post-graduate education like the Register Treasurer program will suffer in popularity in favour of the ACT, CTP or CFA programs. Personally I enjoy the international treasury business environment and contribute in getting the right man or woman in the job. Let’s see what will happen

Pieter de Kiewit

 

 

Pieter de Kiewit
Owner Treasurer Search

 

Che Guevara, Musk and 0%. Whose story do you listen to?

| 02-09-2016 | Pieter de Kiewit |

cheguevaraIn 2015 the Dutch writer Joris Luyendijk published his book “Dit kan niet waar zijn” about the workings of financial markets. An interesting read for all treasuryXL followers and by now, quite well-known. In my perception one of his earlier works is even better. “Het zijn net mensen” describes the public opinion about the situation in the Middle East and how we are all influenced by governments, media and our cultural backgrounds. For me this was a true eye-opener.

I remembered the book during my recent vacation in Ireland. Apparently Che Guevara has Irish roots, his forefathers are from Galway. Locally he is portrayed as a revolutionary hero. During this vacation I saw an US television series in which he was described as a terrorist….

Recently our Dutch media describe the negative interest and quantitative easing as disastrous. I do not read Italian, Greek or Spanish newspapers but can imagine they write different stories. And today Elon Musk is in the news. Tesla, the company he founded, is buying one of his other companies Solarcity, where two of his cousins are in the board. He did not mention this transaction when, a few months ago, Tesla sold stock worth $1.4 billion. One has to play by the rules… Companies that are making the world a better place by developing environmentally technology should be stimulated in their actions and Musk is creating advancement. Should this part be included in the articles?

The media do not offer a balanced story, the media consumers (read: we) do not have the time or patience to listen to nuance. Should they/we?

Pieter de Kiewit

PS Without broadcasting an opinion, how can it be that almost 100% of the Dutch think Trump is unacceptable as a president of the US and a substantial portion of US citizens consider him their next president? What media do we listen to?

 

Pieter de Kiewit

 

 

Pieter de Kiewit
Owner Treasurer Search