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Summary
When it comes to large corporate banking and cash management in the United States, the new strategies of the biggest global banks can be defined by one word: selectivity.

Steep increases in capital costs driven by new reserve requirements are forcing banks to discriminate in their allocation of capital. Rather than trying to service a broad range of corporate clients, they are dividing clients into tiers and deploying increasingly expensive capital mainly to companies that show the most potential in terms of overall, long-term profitability.

Methodology

Between April and June 2014, Greenwich Associates interviewed chief financial officers, treasurers, and assistant treasurers at 465 U.S.-based companies with $2 billion or more in annual revenue.

During the same time period, Greenwich Associates conducted interviews with investment banking professionals in debt capital markets, at 350 U.S.-based firms with $2 billion or more in annual revenue and with cash management specialists and other financial professionals, at 544 U.S.-based firms with a sales size of $2 billion or more. Participants were asked about market trends and their relationships with their banks.