Case Study

Citigroup's Ceemea Sales & Trading unit: Rapid business improvement through effective use of information, people and IT (Abridged)

17 pages
November 2005
Reference: IMD-3-1638

In 2000, Suneel Bakhshi was appointed head of the CEEMEA Sales & Trading Business at Citigroup. He decided to make significant changes in the business to improve financial performance and to increase the client focus. Although decision-making in this business was very speedy, information flow in emerging markets was highly imperfect. This case shows how Bakhshi successfully increased the use of relevant real-time information through leveraging information, people and IT to improve trading results and customer satisfaction across his diverse region. This case also raises the question of whether the positive results of building an infocentric approach to business can be replicated in other Citigroup units. This is the abridged version of case IMD-3-1306.

Infocentricity, Information Orientation, Financial Trading
Field Research
© 2005
Available Languages
Related material
Case clearing houses

Research Information & Knowledge Hub for additional information on IMD publications

Discover our latest research
IMD's faculty and research teams publish articles, case studies, books and reports on a wide range of topics