Building long-lasting relationships in one-to-one corporate banking

We meet Neil Richardson, Corporate Banking Manager at local relationship bank Handelsbanken’s East Sussex branch.

Neil started his banking career some 25 years ago, although this wasn’t an obvious career choice for Neil. Initially entering the world of banking on a six-month temporary contract as a means of funding his travel plans, the job clearly had a lasting impression. The Sussex Business Times asked him to share more…

How did your career start and progress?

Following my A-levels, I secured a six-month temporary contract at a high street bank in what was referred to as the ‘machine room’, where we processed cheques and credit, and even hand-sorted cheques into account number order. The aspiration in those days was to get out of the machine room and move over to the cash desk but, despite the fairly mundane tasks, the team I worked in were all similar ages and we had some great times. I was thrilled that they saw the potential in me and was soon offered a full-time contract. After serving my time in the machine room, I then moved into customer facing roles.

Shortly after that, I moved to the Royal Bank of Scotland (RBS), working in the local Eastbourne branch. The branch was small in those days, with about 10 staff who managed everything from personal to large corporate customers. Being part of a small team really helped me gain exposure and meant I got to meet lots of different customers along the way. My dad had successfully run his own business,  so understanding from him what made a business successful was fascinating. This business mindset then led me to an exciting opportunity to join the RBS business team.

I had various promotions within the organisation, but a key role to my development followed the financial crash of 2008. I went into a role specific to helping businesses through a tough trading environment. The role worked with a small number of businesses, enabling them to have close, strong relationships with the bank to help them through tough times. Working closely at such a pivotal time in their business lifecycle taught me a lot, which I’ve carried through my career. Whether that was the technical lending skills of dealing with bespoke situations, or the softer empathic skills required when things weren’t going quite so well. All have rounded me in one way or another.

Subsequent roles then led me into people management roles, looking after commercial support teams in Brighton and Croydon, which I enjoyed immensely.

It’s fair to say the thing I have enjoyed most throughout my career is forging strong relationships, whether that’s with customers or colleagues. For me, having good people around you is the most important factor to a happy and fulfilled career.          

Why did you end up making the move to Handelsbanken?

Handelsbanken came up on my radar about 10 years ago when two of my now colleagues, Neil Hooper and Chris Mizen, opened up Handelsbanken’s Eastbourne branch. I soon became aware of the bank’s stellar reputation for customer service, strong culture and appetite for long-term relationships.

So when Neil Hooper approached me at the start of last year to find out if I’d be interested in a role as a Corporate Manager, I was naturally keen to find out more. The more I found out, the more I liked the proposition, and after a successful recruitment process I joined Handelsbanken at the end of August 2023.

I’d actually escaped banking for a few years prior to starting at Handelsbanken, having worked for a national property development finance company. Although enjoyable, it meant I spent long hours in the car or working from home on my own. This might sound ideal to some, but I enjoy being around people, and so coming into such a relationship focused bank like Handelsbanken has been brilliant.

The East Sussex Branch is situated across two sites in Eastbourne and Woodingdean and I have customers across Sussex.

How does the bank help corporate customers?

We offer a dedicated account manager service. Our decentralised approach means that our branches are empowered to make the majority of credit decisions. Our corporate banking customers speak directly to a decision maker in-branch, enabling us to deliver an efficient, reliable and personal service to support their financial goals.

We know and understand the local community and market. I’m regularly out at networking events, meeting solicitors, accountants and business owners – and building relationships. We don’t just serve the community, we’re part of it.

Handelsbanken is a little different. Can you tell us more about it?

At Handelsbanken you can expect a private banking experience for your personal finances, and as a corporate customer you benefit from specialist services backed by an expert team.

We make decisions to meet customer needs, not sales targets. The handbook of our culture states: “Our advice must always be what is best for the customer, not what is most profitable for the Bank at the time.”

We’re passionate about delivering a truly personal banking experience built on long-term relationships, so from day one of the relationship we get to know each and every customer’s situation, their aspirations and what they need to reach their goals.

Thanks to our prudent approach to risk, the bank holds an AA credit rating from Fitch (Reuters, June 2024) and is rated the safest commercial bank in Europe (Global Finance magazine’s rankings of the World’s Safest Banks, 2023). Handelsbanken is also very focussed on the environment and this culture is reflected at a branch level here in East Sussex.

What do you do when you are not working?

In a word, SPORT!

Having spent the last six years coaching my son’s football team and two other Grassroot teams, as well as being vice chair and treasurer, I’ve managed to escape and divert my attention back to playing golf. This has been a passion of mine since I was about 10. I’m very pleased that my son has also caught the bug too, despite me trying to teach him!

I’m an avid Brighton and Hove Albion fan and my son and I hold season tickets and get to enjoy both the home and away trips too. The football is actually a whole family thing – even my wife has relented to buying a season ticket!

Despite the love of sport, it would be wrong of me not to mention my daughter, and I thoroughly enjoy watching her shows in amdram as well as her vocal group.

What have been your career highlights so far?

There have been plenty. The relationships I’ve made throughout my career with customers and colleagues are held in high esteem, as well as making some fantastic experiences along the way. A personal achievement was taking the step away from the branch into business banking, which has led me on the road I’m on now.

Do you have some tips for anyone interested in a career in banking?

Banks are made up of lots of different departments. You don’t have to be a numbers guru to work for one. For example, they have marketing and other teams.

Network and make sure you have a strong LinkedIn portfolio. Push yourself.

Take that extra step and don’t be afraid to fail.

Has anyone inspired you?

Definitely my dad. My dad has always inspired me, from finding spare time from running his business to completely gutting and renovating a new family home, coaching my youth football team, teaching me to play golf, and in later life passing on his considerable DIY skills and doing those dad/son projects. A constant source of inspiration.

07977 553745 / 01323 432036
neil.richardson@handelsbanken.co.uk
www.handelsbanken.co.uk/eastsussex