“We want to be the strategic partner that supports institutional clients in their growth projects”

Global Institutional Business, BBVA CIB’s business unit dedicated to serving institutional clients and developing specialized products for this segment, has launched a new growth strategy designed to drive a transformational change. The goal is to increase activity and establish itself as the strategic ally that institutional clients rely on to execute their projects.

This business plan is led by Juan Blasco, Head of Institutional Business at BBVA CIB, a financial industry veteran with over 25 years of experience, particularly in capital markets, Credit, Syndication, and Leveraged Finance. Blasco also serves as the Chairman of the Association of Financial Markets in Europe (AFME).

Question: What does this project mean for BBVA CIB, and what are its long-term implications for the bank?

Juan Blasco: This growth plan represents a paradigm shift for BBVA CIB’s institutional business. It is not just about expanding our activity; it is about transforming our value proposition and positioning ourselves as a leading strategic partner. Our goal is to redefine our identity and reshape how the market perceives us, establishing BBVA CIB as a leader in innovation, client experience, and sustainability.

We are at a moment of great opportunity. Access to institutional clients is not the challenge; the challenge lies in offering cutting-edge products and services that meet their evolving needs. To achieve this, we are expanding our presence in new geographies and strengthening our teams, with a clear focus on talent as the key driver of success.

"We are expanding our presence in new geographies and strengthening our teams, with a clear focus on talent as the key driver of success"

Q: Given the current macroeconomic landscape and emerging financial sector trends, how does this growth strategy align with market dynamics, and what opportunities is it aiming to capture?

A: The institutional market is undergoing a significant transformation, driven by high levels of liquidity, demographic shifts, and increasing savings rates. These factors have fueled a growing demand for more sophisticated investment and financing solutions.

Our plan is designed to address these trends with innovative products and services that anticipate market needs. We are focusing on economic capital, which enables us to manage risk effectively, and intellectual capital, represented by the expertise and talent of our teams.

Q: With the growing importance of global financial markets, how will BBVA CIB expand its team to strengthen its presence in key markets and maximize synergies across different regions?

A: Expanding our team is a core component of our strategy. To strengthen our footprint in key markets, we have reinforced our structure in two strategic geographies with the recent appointments of Rodrigo Fittipaldi in Brazil and George Koo in Hong Kong as Managing Directors. Their mission is to expand our institutional coverage in two high-potential markets where our presence is still in its early stages.

In regions where we already have a strong market position, we are focusing on further specialization. In New York, we have appointed Alberto Carreño as Managing Director to develop the private equity business within Financial Sponsors. In London, we have added Tristan Whittingham and Gonzalo Smolders, specialists in insurance clients and Scandinavian clients, respectively.

At a global level, we have 60 bankers dedicated to the institutional segment and 1.460 BBVA CIB professionals who contribute—either fully or partially—to serving these clients at the end of 2024. This structure allows us to maximize synergies and business opportunities.

Q: In such a highly competitive market, what are the key differentiators of BBVA CIB’s value proposition for institutional clients?

A: Our value proposition combines financial strength with a long-term commitment to sustainability and strong client relationships. Sector specialization is a key factor in our approach. We have structured our teams into five distinct segments: banks, wealth and asset managers, insurance, public sector and sovereign wealth funds, and financial sponsors. This structure allows us to develop a deep understanding of each client’s specific needs and offer solutions that align with their objectives.

"Our value proposition combines financial strength with a long-term commitment to sustainability and strong client relationships"

The growth of the private equity market further reinforces our strategy to lead in key transactions. It is not just about offering innovative products but about delivering a differentiated approach based on sustainability and building long-term relationships of trust with our clients. The expansion of the private equity market validates our leadership strategy in critical transactions. We are not merely providing innovative products; we are delivering a distinctive approach centered on sustainability and a foundation of trust with our clients. BBVA CIB is strategically positioned as a trusted partner for Financial Sponsors, understanding their growing emphasis on sustainable investments and offering expert counsel and financing for assets that accelerate the energy transition and digitalization. Our agreement with KKR, announced last September, exemplifies this commitment, with the shared objective of driving economic decarbonization. As part of this initiative, we announced an investment of €187 million in a collaborative global climate strategy designed to cultivate a low-emission productive and business landscape.

Q: What is BBVA CIB’s strategy for capitalizing on market opportunities and enhancing its product and service offerings?

A: We are implementing a strategy focused on optimizing our product and service offerings in key areas such as securities finance, leveraged finance, advisory, emerging markets, macro, global transaction banking, and investment solutions. Additionally, we are developing new capabilities, such as the establishment of Credit Solutions to enhance our risk origination capabilities.

The combination of strong economic capital and a highly qualified team positions us to lead the transformation of the institutional business. At BBVA CIB, we are not just focused on expansion; we aim to be the strategic partner that drives the growth of our institutional clients. Our commitment is clear: to support them every step of the way with a differentiated value proposition that integrates specialization, sustainability, and a global vision.