How Local Knowledge Brings New Opportunities

While growth is the number one priority for corporates expanding internationally, many are also looking to diversify their supply chains. “Nearshoring is a clear trend in Europe, with Eastern Europe benefiting from that shift. We also see markets across Asia developing as companies seek alternatives while continuing to benefit from China. India, Vietnam, and Central Asia are all part of that conversation,” shares Alexander Montanus, Head of Corporate & Investment Banking International Network.

RBI supports corporates in their expansion plans through different channels. “Besides the relationship manager, who brings sector expertise across domestic and international markets, and our research department, which provides in-depth insight into Europe and especially Central and Eastern Europe, RBI supports corporates and their expansion plans through its international desks and vast network of representative offices and branches. Located in key financial centers and business hubs, these teams bring local market knowledge and on-the-ground support corporates as they build a stronger international presence.”

For over a decade, China Desk based in RBI’s Vienna HO has been dedicated to local market development. “Working in close collaboration with teams in Vienna, network banks and the Beijing branch, our China Desk, led by a dedicated specialist, serves clients from the Greater China region – Mainland China, Hong Kong, Taiwan – that operate within CEE.”

For 20 years, the Nordic Representative Office in Stockholm has represented and supported RBI across Sweden, Norway, Finland, and Denmark. “With a dedicated two-person team, we provide focused support to Nordic clients and prospects while serving as a link between the region, Vienna, and RBI’s network units in Central and Eastern Europe.”

I“For the vast majority of Chinese and even Southeast Asian clients, the European market differs radically from their home markets,” says Yiwei Jia, Head of China Desk. In RBI’s core European markets, clients’ expansion paths are shaped by local government support, infrastructure and incentives from their home countries. As they become established in Europe, their priorities often evolve beyond headquarters’ original expectations, particularly when choosing local partners. “The China Desk helps clients navigate these changes by connecting them with relevant local expertise, services and support tailored to their sector, market and stage of development, while maintaining continuity as their needs evolve.”

“Fluency in the language and a deep understanding of the culture are highly valued in the Nordics. This understanding is a critical success factor that cannot be replicated remotely,” reveals Jyrki Ranta, Chief Representative Officer Nordic Countries. Originally from Finland, he has lived and worked in Sweden for the past 15 years. “Living and working across the Nordic region has also given me a sensitivity to the subtle differences in how meetings are conducted, business relationships are built, and communication is approached in each market.” 

“We need to follow information from every channel, including public media and internal sources, and understand what is really behind the news,” Yiwei Jia points out. “At the same time, we should speak with both the client’s headquarters and local teams to understand their strategy and expectations for the new market.” For both existing and prospective clients, the key is to identify what is driving their expansion, for example strong product sales, excess production capacity, or home-government policy. “This shapes the approach, effort, strategy and products we use to build the relationship.”

“Our daily engagement with the market, through regional media, industry events, and face-to-face conversations, gives us timely insight into emerging trends and opportunities,” notes Jyrki Ranta. In addition, the representative office in Stockholm is a member of several relevant chambers of commerce, which provide valuable platforms for connecting with key stakeholders. 

“When entering a new market, local authorities, embassies, institutions, law firms, and agents can serve as allies when corporates enter new markets,” Yiwei Jia describes. 

Once solid relationships are established with these entities, they become valuable sources of information and support. “Think of it as a community. A well-rounded community provides the essential information we need regarding government policies, market conditions, and corporate investment. At the same time, we can provide them with the services and information they require, thereby enhancing the professional standing of the various entities within the community.”

“Business banking in the Nordic region is relationship-driven and built on long-term trust”, Jyrki Ranta knows. “Although account managers may change, our office remains a consistent and reliable point of contact for Nordic clients.” By maintaining strong connections between the local markets, Vienna, and Central and Eastern Europe, RBI provides continuity and supports sustainable expansion. “Our local knowledge and network also enable us to organize tailored client events, including gatherings around the IIHF Ice Hockey World Championship, which RBI sponsors.”

While costs and returns can be estimated, risk often remains the client’s primary concern when expanding into new markets. “While clients certainly have access to information through various other channels, the practical, on-the-ground insights we gather during our travels across Europe offer the kind of actionable knowledge they value most,” Yiwei Jia explains. “We share our information and perspectives regarding markets, policies, and demand to help clients make informed decisions about their target markets and business strategies therefore mitigating risks."

“The network is key,” notes Jyrki Ranta. As an integral part of RBI’s international network, the Nordic Representative Office supports not only clients, but also the Head Office and RBI’s network units. “We connect clients to new markets and provide tailored support throughout their expansion. This combination of international reach, trusted relationships, and firsthand market insight makes the office a practical gateway for clients pursuing opportunities across the Nordic region and beyond."

Ultimately, successful international expansion is built not only on ambition, capital, and market opportunity, but on the ability to understand the realities behind each new market. “By combining RBI’s international reach with expertise, local presence, and trusted relationships, corporates gain more than access to banking services: they gain a partner that helps connect global strategy with local execution,” Alexander Montanus summarizes. This is what enables companies to manage risk, identify sustainable opportunities, and build the long-term relationships that turn cross-border growth into lasting success.