Case Study

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

19 pages
July 2004
Reference: IMD-3-1306

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.

Infocentricity, Information Orientation, Financial Trading
Field Research
© 2004
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