Testimonial - Westpac Banking
 Monday,
28th June 1999
Mr Paul Archer
Director
PACE Australia
PO Box 298
FORESTVILLE NSW 2087
Dear Paul,
We have this week received our results for the third quarter of the financial
year and in compiling a presentation for all our team I was able to reflect on
what has been an outstanding year, thus far.
In looking beyond the numbers to what 'drives' our business it is relatively
simple to pinpoint our success. PACE Australia can certainly lay claim to making
a contribution. There was a time when our Relationship Managers were reluctant
or lacked time to seek new business opportunities through prospecting to
non-Westpac customers.
Whilst we were competent in managing our existing relationships we were
somewhat un-methodical in our approach. The PACE program has very positively
dealt with this; we are now very focussed on differentiating ourselves from the
competition and our Relationship Managers are actively marketing for new
business. The skills and the expertise have always been there however we
subconsciously under emphasised them until the PACE program which enlightened
all of us as to how much better we really could be.
The results are very exciting. We have introduced 35 new customers with
borrowings in excess of $40M and a wealth of opportunity from a cross sales
perspective. This has been achieved in only a short period of time and augers
well for our future. PACE Australia, among many other things, preaches
discipline and focus, and for us we need to stick with this to capitalise on our
strengths, and the momentum is definitely building.
The program has been a terrific boon for our business. Well done,
congratulations, and thank you.
Stuart Donaldson
Head of Relationship Banking
Westpac Banking Corporation
Relationship Banking Northern
L9, Tower B
799 Pacific Highway
Chatswood NSW 2067
Fax: 9413 3022
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