ANSBACHER is preparing itself for an influx of business from the Middle East. Managing director Mark Bright, who joined in November, said the group was switching its focus to the European and Middle-Eastern markets following its acquisition by Qatar National Bank.

Ansbacher, the core business of which is banking, fiduciary and investment management, already has a foothold in the emerging Middle-East market because of its ownership by QNB.

The group’s connections in the region are a bonus at a time when other institutions are looking to gain a foothold there.

‘For a small player we suddenly have a large door open,’ he said.

‘We will become a very important banking centre for Middle-Eastern offices.

‘That has started so we have to be ready to accommodate large levels of business from the Middle East.

‘That’s quite a challenge because we are a small bank and because of the size of business that comes from the Middle East, we have to make sure we are able to accommodate it.

‘That involves training, which we have been looking at, and increasing our headcount as well.’

The move is just one part of a package of changes from recruitment and staff training to rebranding.

Mr Bright said the first few months in his new role had been spent improving the service offered to clients.

‘The initial part of the plan was an educational exercise for me to find out what was cooking in the Ansbacher pot.

‘I have spent a lot of time making improvements to our current products and services and making ourselves more efficient before stepping up our offering of services.

‘The key issue is to improve our general banking products and services.’

Customer care formed an important part of that, he said.

‘We are a small player in terms of our global reach and brand awareness so one thing we have been concentrating more on is our client-facing skills. It is important that we treat our existing clients well and that is what we have focused on: our ability to service existing clients and it is paying dividends.’

Within its banking arm, Ansbacher has specialist lending against property in the UK and locally.

It also provides lending for superyachts and is involved with Sarnia Yachts which manages and administers craft for wealthy clients.

‘It is a very specialist niche and it is a very interesting and unusual area for a private bank to be in.

‘That was new for me, an exciting addition to the traditional conversations you have with wealthy clients. If you have come from outside that world, it is fascinating to get involved in.’

Ansbacher was established in London in 1894 and now has offices in Dubai, the Bahamas, Zurich, Qatar’s capital Doha as well as the islands.

Mr Bright said the group’s involvement with the Channel Islands was key. Out of the 312 employees, 120 worked in the Guernsey and Jersey offices.

‘We are this year celebrating 35 years of being in the Channel Islands. The islands are very important because they are international finance centres.

‘If we look at the [finance] history of the islands, they started as UK offshore centres and a lot of business was UK-driven but that has changed and predominantly the growth of assets is not from the UK.

‘As the reputation of the islands has spread, so has their client base.’