Feature Series: What I've Learnt About Group Treasurers from 200+ Episodes

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Welcome to episode three, what I've learned from talking to over 200 global treasurers, group Treasurers on my weekly podcast the Treasury Career Corner. This is episode three of our special feature length episodes. We've got episode one which focuses on the junior levels and when you first start in treasury, episode two which goes on about treasury managers and mid levels if you like. This is one that's focused much more for you senior professionals if you like. What I what do you see in there, what you global treasurers are doing and everything else. And again we let you guys binge on all of these and there's a fourth episode as well where we talk about some of the trends in the market and include my colleague Katie Harding. But this is episode three. This is where we talk about group treasures. We what do you guys do? What the challenges you face? What do you need to do to become an amazing Global treasurer? Hopefully we answer some of those with the amazing guys at Corporate Treasury 101. They have their own podcast which breaks down various corporate treasury topics in really great detail available out there. You'll see it in the show notes as I say, don't forget to rate and subscribe to the podcast. You never miss an episode and you can add me on LinkedIn. Be great to connect. But as I say each and every week on the Treasury Career Corner. Let's get on with the show.

All right, here we are again. Mike, hello again. In previous episodes we covered quite a lot. Thanks a lot for the wonderful conversations we had. It was super insightful and fruitful conversations. So we covered both junior roles, more like assistant, Analyst, Treasurer. We also talked a lot about what you do as a Treasury manager. Now for this episode, Hussam and myself are quite interested to know what is at the top of the food chain, like what does it look like at the top levels of a Treasury department. So can you maybe to begin with walk us through a little bit, what are the roles there and what is happening at the top levels?

We talked about it in previous episodes that the typical structure of treasury is that typical pyramid if you like. So there is typically one Global Treasurer or Director of treasury. Then they will have maybe an international treasurer, you know across in different regions and things like that. So you might have your Emir treasurer, you might have your Global treasurer based in the U.S. for instance, me a treasurer based over in Europe might have an Asia Pacific treasurer and they're the international treasurers, they're more regional responsibility and then you've got Deputy Treasurers and Assistant Treasurers below them so you might have, say, one or maybe two deputy treasurers. Sometimes they're interchangeable with the international treasurer. Depending on the scope of a company, as it were, an assistant treasurer is that level below that. People have said to me and you guys, we talked about this before. I think that an assistant treasurer assists, deputy treasurer deputizes. And people say, well, I still don't understand. Well, generally, if there's a big decision to be made or you need to go to your bank or something like that, if you're an assistant treasurer, you still need to check with your boss. If you're a deputy treasurer, you don't need to. You've actually got that authority to actually make the decisions. The buck stops with you a little bit as well. Although you might still talk to your treasurer. It's a little bit more senior and things. That's probably the best way to describe that seniority. And there, as we said in previous episodes, the cfo, generally, the treasurers are the happiest people in Treasury. Why? Because they're paid pretty well. But in actual fact, in terms of workflow, they're the most empowered because they might see their CFO once a year for a formal briefing. You know, they see the CFO on a regular basis, but what they'll do is they'll tend to see their CFO sit with the CFO and say, right, these are your goals for the year, These are the things to do with your team. And then I'll see you at the end of the quarter and see you the next quarter and have a coffee and stuff. Where are you up to? What else? And you'll have more frequent dialogue, but it won't be so hands on. As we said in episode, the first episode we did together, treasury assistant is getting told what to do every day and getting trained and everything else. Whereas a treasurer, minimum 10 years experience. But you've got. I've got global treasurers that have got 30, 40 years right at the top of their game, sort of.

All right, Mike, can you develop a bit on what deputy treasurer is? Because international. Well, that's quite an easy concept to grasp. Right, so same for emea, apac, all those regional treasurers. But Deputy, can you develop a bit on this? On what they do? Exactly.

So the treasurer, a lot of the time will set the strategy and then they will interface with their deputy about the best way to execute that strategy. So they will be the executioners of that. And then people say, well, then there's an assistant treasurer. And what you'll tend to find is that then the Assistant Treasurer helps them with that execution and they might be. A Deputy Treasurer tends to be more focused upwards all the time, but in general, whereas a lot of the time the Assistant Treasurer will be focused downwards. And again, I'm getting this from when I've recruited at those levels that an Assistant Treasurer will have maybe staff responsibility. They may have people reporting into them, they may be doing, you know, throughout lockdown. A lot of the guys I was talking to were saying, I've got to do this review with this person, do this review. Whilst the time the Deputy Treasurer was then having lots of meetings with the banks, they'll be doing much of the outward activity and they would work maybe a little bit more in partnership. It's not saying they don't work in partnership, but the treasurer might work a little bit more closely with the Deputy Treasurer and it might be also Deputy Treasurer sometimes has other responsibilities such as investor relations. They might leave the ESG agenda, look at environmental impacts and things like that. So they might be a little bit sometimes, again, not all the time, it's not hard to pass, but they might be a little bit more business focused, whereas the Assistant Treasurer is a little bit more treasury focused. So they're about making sure everything is working and the team is there and everything else. Deputy Treasurer is like, right, okay, we've got to do this, got to do this, holding people to account. And that's the same for the treasurer position as well.

Okay, when you say treasurer again, you mean group treasurer, right? Or is it so group?

Well, let's go group and global. Just. We did this in our salary survey. We talked about this as well. Go to treasurysalary.com to take part. If you take part, you get the full results. If you want the, you know, if you want to highlight the results. No, you have to take part. That's the entry. You know, get yourself in there. We most recently, we ran it back last year and we keep on rerunning it. We talked about this before but actually I noticed there was too big a group, if you like. And we. It's great. Our victims are own success. We get so many global treasurers. You know, I've now got global treasurers that have five regional treasury centers under them. They have a global team of 120 plus through to a group treasurer of a housing association in the UK and he's got two members of staff.

Okay.

They both are treasurers, they both have responsibility for Treasury. However, one has a domestic balance sheet and we also get this in the US as well. Somebody their group treasurer roles are generally higher because they're dealing with 40 plus states, you know, so it's huge. But a group treasurer and then global treasurer and treasury director, we really push them into separate categories because. And that's what we do to judge them as well.

Okay. So the title can pretty much be the same, but it will also depend. The scope will also depend on the size of the company. Right. And on the amount of people that.

Yeah. So when I get, you know, someone takes part in the salary server and I see their numbers, I'm like, wow. But then I actually go through and look at. It's quite easy to. A lot of time I know the people anyway, but I'm able to, you know, look at their profile and go, wow, this person, you know, deals in every time zone, you know, and is. They've got senior heads reporting into them, three or four of them globally. Whereas I say there's one person who's just got. Sometimes they might even just be the group treasurer and then they've got a couple of junior staff, treasury assistant and things like that. They're totally different scales.

Okay, super clear. And so just to know you a bit on this and then come back on the term you used. So assistant treasurer. So a little bit the less role you mentioned, are we still talking about the. The same rules as the entry rules like treasury assistant and treasury analyst.

Assistant treasurer will tend to be qualified either in treasury or maybe accounting and will be, you know, an assistant treasurer, minimum level of experience will be eight years.

Okay.

More likely about 10. Deputy treasurer will be eight plus years sort of thing. Again, depends on the size of company, depends on how people. And that's again, what's interesting. I do the treasury, our treasury podcast, Treasury Career Corner, which obviously this is going to be on. But when I you talk to some of the guests, the way they organize treasury, one thing I can tell you is it's always different.

Okay.

Now one person says we'd approach it this way once as we do this. One says we diffuse lots of responsibilities out to the business. And one says, oh no, we're very centralized. But it's diverse and weird at the same time. But it's cool.

Okay, is there a best way to do it or can any of those ways be very good?

There are pros and cons in all of it, I think, and it depends on the central ethos and I've looked at this before of a company. I did a survey in the past for one of our clients and wanted to benchmark the best Structure and they were a series of consumer goods and fmcg. So we had companies like Reckitt, Ben Keyser, we had Kimberly Clark, Pfizer. And I was looking at their structures and the weird thing was I did this massive study which only charged 10 grand for. It should have charged 20 because it just took up one, one entire Christmas. And I was doing all these interviews and things and when I looked at the all charts in the last, you know, the appendix, all of them were just. None of them were the same. They were all just, you know. So at the time, Kimberly Clark had in, certainly in international treasury, for instance, across Europe, they had some very junior operational guys that were supervised by one quite senior treasury person who processed and made them really great people and they were really good. And then there was another person above that. Brilliant. And then I talked to the guys at Pfizer and they had a totally different structure. And I'm not, you know, not giving away company secrets here. They also, the thing is that the reason I say about Kimberly got. They've changed their structure since then and things change and evolve and you know, a different treasurer comes in, said, oh, we should organize it this way, a different way. And you know, to go back to it, there is no one right way. There are better and there are better practices and procedures. And you as a consultant, I mean, you've, you've seen this yourself, you, when you've gone in, what would you say from your position as is the most efficient or where have you seen the most success, would you say from some of your clients?

Oh, that's a, that's a difficult question. Well, obviously I think there is such a thing as best practices. Right. But what can be best practice on paper doesn't fit the reality, et cetera. And I'd like to come back to one of the comments you gave in one of the previous episodes that I can really relate about my consulting experiences. Treasury is a people person. It's super, super interesting on how, depending on who is managing how the whole ship, let's say, goes in the same direction. Right. And this can be like a super fast ship, super agile, small team that will do certain things, or a big boat that is super steady and goes in the same direction as well. So as you said, from my small experience, I would say the same. Yeah, it depends on the people who manage the whole thing. It has to fit the company's future as well. We mentioned in the same quote sometimes the risk appetite and such a thing. So it's overall how the company is doing and the people that will be in the Treasury Department that will shape the best in class or not.

And let's use. Sorry, just jump in there.

Go ahead, go ahead.

It's interesting, that analogy, you know, what I've also seen, which I sometimes works very successfully and sometimes doesn't work quite so well, is when there's like a flotilla of lots of different ships. You know, you've got all these different ones and coordinating those. And, you know, because, you know, Europe is different to the us. Of course it is, but, you know, then it's different to Asia pac, and then it's different. But how then someone, you know, keeps all of that coordinated, synchronized and successful. That I think is blooming challenging. Whereas, you know, I think. But there's, you know, the big ship, you know, big centralized is big central work. It just depends, you know, And I've seen successes and failures of both and it's about embracing that, which is the challenge of Treasury.

And so it's interesting because. So you mentioned the guests and the different treasury landscape they have. I'd like to come back on one that you mentioned. It was in one of your previous episodes. So, Chris. And to come back a little bit to these roles into the top levels of Treasury Departments. So Chris that you mentioned is a vp, actually. How does it work in terms of corporate titles, if I may, at the treasury level? So you mentioned that the group treasurers report to the cfo. What role do they have on the corporate ladder? Like how much influence they have in the overall company? What's the. So are you a director, basically, when you're a group treasurer, are you a vp, et cetera?

Well, great question, because there's a massive dichotomy between the US and the UK and Europe in general. Let's do Europe. Europe sits in the middle and then we've got UK sits one place and us. So to give you another example, I've never seen a group treasurer in the UK on the board. 25 years treasury recruitment experience, never seen it. I wish they should be, and I think they actually deserve their place and they should be seen at that level because treasury in itself is today's money future. You critical to the running the company, everything else. But you'll see the Chief Financial Officer. So that C level, if you like, executive level, they're on the board. You know, you go onto their website sometimes, you might see a treasurer. If we're seeking to connect with US businesses, I often click on someone's website and there is. There's the CFO and There's the treasurer or bp, treasury, and they might have a number of other areas. Vp, treasury, investor relations. We talk about future. You talk about all the other. The financing. And a lot of the time the CFO in the US Companies we deal with would deal with today's money and actually then have a greater relationship a lot of the time with their financial controller, looking about finances and backwards, if you like, and making sure solid foundation of finance. Whereas the treasurer there a lot of the time is, you know, seen as a different. And I think it's because people said, well, how do you think it's evolved? And I think it comes from the evolution of finance and treasury in America.

Okay.

Because a lot of, again, people said, how many banking guys do I ever see in senior roles in UK and some European companies, European companies tend to be a little bit more open to it. Not fully. In America, I often see banking guys who have got some really good corporate experience going into sometimes the treasurer position. More often than not. Usually the deputy treasurer or maybe VP or Deputy vp. What do they call it? Assistant vp. It's different title every week, avp, but treasury and Investor Relations. And they'll come in and they've got all their experience of working on Wall street and the bank relationships and then they use that. They know all of the ways to do the financing debt, capital markets, and that then after a number of years will springboard them into the treasurer role. So it's. Yeah, it's. It's quite different.

And so this dichotomy you said comes from the cash and finance culture in the US compared to the uk. What's that cash and finance culture in the us? What makes the difference for a group treasurer to be more valued, let's say, or at least considered at a C level?

I think a virtuous size in some ways. You know, I go and meet. So I speak at various conferences. I go to the afp, which is the US Conference of Treasurers. I go there and then I talk to a treasurer and you look at the size of their balance sheet and it's 10 times the size of a balance sheet of. Most of you got Footsie 100, you drop down to say position 70 or 80 in the Footsie 100. The top 100 companies in the UK, you've got various, you know, you've got attacks in Germany, you've got all the different stock exchanges, but once you go below, a bit below. Whereas if you've got the Fortune 500. They had the Fortune 500, you drop down to 250. They're still bigger than some of, you know, some of the huge companies in and around UK and Europe. You know, the balance sheet is huge, you know, because the country itself is massive. And yeah, so sometimes I've seen people say, oh, you know, in. But the US guys, they're sometimes more focused on domestic or cash management. I'm going, yeah, but they've got an extra couple of zeros on their balance sheet for the amount they turn over. Oh, okay. So it's a different kind of job. Which again, I think leads to why a lot of treasury in the US are a bit more senior sometimes because the scale, that's one of the key things. And Sam, you, you know, you know this a little bit through your company, don't you as well?

It's true. I mean the UK definitely is much smaller in that, in that regard. And the U.S. just like the different states, the different federal regulations versus the different state regulations as well. There's just this added complexity of being in the U.S. right. I'm sure that probably adds to it as well. And the market is just completely different there. It's lead market you speak to.

They say you're so no fair. Thanks. Thanks a lot, Mike, for this insight. And just to finish on this, Europe, you said, stands a little bit in the, in between US and the uk. So you saw some group tutorial, being member of the board or what do you mean?

Yeah, you do. And again, it's got some mega major European groups, you know, so in different countries, you know, particularly used to be in Switzerland, Belgium and you know, you'd see some really big, big groups if you like, but they tend to be in the top five or ten companies and then quickly it drops down if you like. Also you tend to get a number of regional centers and we've had. There was an influx. When I first started In treasury recruitment 20 odd years ago, there was this big push to the Netherlands where taxes, they did all these tax breaks got everyone moving. There was a flood of people and then they drifted away for a period and then everything happened in Switzerland and at the time Colgate moved there and this is, you know, this is public knowledge. They made a big treasury center. I recruited out of a team of 12 at one stage, nine of the people. And then it just grew and grew and grew and then tax rules changed and companies took a different look at their, their operations and they moved. And then also you had a rise of service centers over in Eastern Europe and then you've even had a drift across right the way to the Middle east and then it's gone all the way around and then you've got lower cost centers. So you've got the Philippines and various things like that and you know, outsourcing to India and things. And yes, you know, there's a, can sometimes be a massive cost saving but I'm seeing automation taking over a lot more from that. We'll probably do that a bit more on our next program but you know, that will move staffing around the world. So the Treasury I've seen actually over the 20 years become not more complex but actually the more intellectual, more intelligent if you like. There are less processing jobs at the more junior levels. You know, sometimes I would recruit treasury analysts and dealers and their roles might be a little bit more, less sophisticated, more mundane, more matter of fact, you know, come in, do the dealing. That's it, you're done. Now the dealing is automated. You know, again, back when I started there were things like FX all which is a trading platform so you can exchange and hedge your foreign exchange risk. It's gone. Suddenly had all these FX traders going, oh, they've invented this one product. I'm out. It's like, oh yeah. So it took away a big. Because machines took over. Not taking everything over because we still need to turn them on and off but and work there.

Moving on a little bit. Mike, so you've talked a few times about this, this relationship between the CFO and the head treasurer, right. Or the group treasurer or international treasurer to someone non treasury or a little bit, maybe even a little bit outside the senior ranks. What's the difference in the roles? Like I think once in one of your podcasts you've mentioned, and I think it's a common line of yours that the CFO looks at the present whereas the group treasurer is looking at the future. Right. What does that mean to you? How do you explain that?

Well, let's take the CFO role. It is the chief financial officer and so they are the custodians of all things finance related and they have their critical team of their tax person. Again, you know, we've all talked about this and it's about moving money between countries and future tax and everything else. But they're very rules bound, they're very focused on laws, as rightly so and so they're trying to minimize the tax bill, you know, and trying to make sure you're so efficient with your tax. Brilliant and stuff. People criticize them because they, you know, make massive tax savings. Hang on, that's what they're paid to do. You know, I'm not saying it's all right, but you know, as people have said, actually go and change some of the rules, that's fine. So that's the tax side, financial control, exactly what it says on the tin. That's about today's money and backwards and auditing and making sure things are efficient and everything else. Then you come to the treasurer. I said to you guys in previous shows why I got into Treasury. I didn't know treasury from anything else, should we say? And but what I've rapidly discovered, they're very relationship focused. Why? Because they have to think about the money they're going to get today and they have and be the custodians of cash and risk and looking after financial risk management, everything and the future. You know, we talked about it with the example with EIDOS and Tomb Raider and looking after cash, future risk and getting money. And I heard one of your, you guys having that show the other day when you talk about FX hedging and stuff and I thought, yeah, that's great. But they have this diverse role and they're looking at today's money in the future. And so when their CFO comes to them, they're wanting to have the answer to all things and go to their tax guys saying, right, if we buy this company, whatever, what's the tax implication? And but they actually come to the treasury said, right, how are we going to buy that person? They don't go necessarily to the financial control and say how are we going to buy it? They go to, you know, they might both work at them and say, well, this is our cash balance, right? How can we raise this? Do we need to raise in a bond? Do we need today, you know, what's our rcf, you know, revolving credit facility. How do we do all these different, where do we get the money from? Or what kind of. So it's very forward, very planning as well. So very intellectual and stuff.

That's a nice little avenue. So how do those different, let's say advisors to the CFO or executors to the CFO work with each other? So how does the treasurer work with the tax guy, how does he work with the financial control guy, etc. Like there must be some key interdependencies there as well, right?

Yeah, it's an interesting one. We work very closely with James Howell at the tax recruitment company. Very inventive.

Okay.

James, a good friend and one of the interesting things that it used to be, I would say you'd have a head of tax and Treasury. And the weird thing was you don't so much anymore. And I think that is because certainly my assessment of it when I've talked to James is that tax. If you are ahead of tax and treasury and it's 51% treasury, well, then someone says, well, how do you run tax? You get a really good tax manager because they're focused on the rules, they're focused on this and getting it done. There is no doubt a real interdependence between tax and treasury because any decision you make in treasury has an impact on tax. And sometimes tax will go, well, you can't do that. Oh, no, no, we can do this. No, there's going to be withholding tax, there's going to be this. It's going to be. We should shape it a different way so they're like advisors to each other. But treasury then say, I want to do this. What are the tax implications? And you get some very good tax and treasury folks who understand both. But you don't get someone that is usually wearing both those hats. And a lot, well, a lot of tax guys will then do tax and they'll discover the world of treasure and go, oh, I want to do Treasury.

It's more fun.

That's not criticized tax people, but it's because it's less rules, it's less, you know, it's about. We talked about the toolbox sometimes it's about, here's the tools and you can choose them, use them. Right. Whereas the tax box, in my opinion and what I've seen is here are the books and here are the things. You must follow these. Well, we want to do this. That's illegal. No, you know, it's like you are restricted and you must do these things in the Right. And that's Right. For compliance and audit and everything else. But that's my. That's what I've seen you. You tell me. You're the consultant, sir. You know, it's like.

Couldn't agree more, Mike. That's good picture.

I think, leading on from that. So you talk about like people coming into Treasury. Right. And I think you even have a podcast on your channel for someone. Toby, I think it was Toby Shore.

Yeah.

About coming into treasury and the way his journey into it from there. And then you just mentioned there as well, tax people coming in.

Right.

So it seems to be. I mean, that's why you're in it as well. Right. You're passionate about it and everything. So what about going the other way, though? Right. So what's the journey like beyond Treasure? Do you see people going the other way into tax or into financial control? Let's not touch going up just yet, but moving across into other departments. How's that? How does that. How have you seen that go?

I haven't seen it so much. That's one of the things. It's. Treasury can be slightly restrictive because it's so much fun. And actually if they're going to certain areas, so, you know, some people will become a deputy cfo, but they'll tend to be more focused then on the finances of a company and they'll be, you know, have an influence on it. So. Or I have seen it. In recent years, treasury has taken on more responsibility for investment and investor relations, for instance, relationships with the banks and things. I think the rise of ESG is absolutely critical. If you like, we've got a podcast coming up with a guy who's based out in Israel and one of the key things he said is that every single financing he's done now has got an ESG element. And in actual fact, all the ESG goals are totally focused within treasury and treasury has to focus on the ESG goals, not the treasury goals. So we have to give back, we have to do this, and in order to do that, then the success of the company and everything else. It's really very sort of a virtuous circle, if you are so an actual fact. That is one of the things sometimes I see with treasurers, that they get to the treasurer role and they just want a bigger treasurer role. And that's where I tend to see it, you know, so it's, it's not the end of their careers, but they will take on a certain amount of other responsibilities. But a lot of the time, unless they do become a cfo, there's a heck of a lot of competition. If there is only 100 treasurers, there might be, you know, 100 global CFO roles, but they've got competition from everyone in finance. Everyone, you know, some strong guys in Tax and some strong guys in Treasury. It's even greater.

Was the best base to go to a CFO role. Will the treasury be ranked high in terms of. There is a lot of competition, but hey, I have the treasury hat, so I will know how to take care of that. On top of the financial aspect and tax aspect or you mean the bank.

What do you mean? The sort of base salary of.

Not necessarily in terms of salary, but like, okay, I'm in competition with a head of tax and a head of financial control. And we all three run for cfo. How is the group treasurer ranking among all those people?

It's getting better for treasurers because they are less ivory tower, the less just focused on the activities they do. And I've seen this again we talk about it a lot on the podcast. The more they get involved in the business and I've seen that more and more that actually some treasurers are sort of semi being voted in by the business themselves because tax by its very nature sometimes is tax focused and everything. They will work with the business but it has to be, you know, sort of limited in its way because you know, they're defined by its rules and everything else. Financial control, yes, they're a key part of the business. They're about the finance and everything else. But treasury has got this, you know, so it can be supply chain, it can be esg, it can be the more that again that's what I'm seeing treasurers using that as a springboard into the CFO role. And a lot of the time that I see them being real candidates for the deputy CFO role. I've seen a few treasurers said, well actually my role is becoming more deputy CFO and they take on the other responsibilities and once they do that, they're then given the opportunity to be the cfo. Some make it, some don't, but it's. Yeah, it's about that focusing on the.

Wider business that's interesting because it's not so much the technical skills that the treasurer has but. But it's more on the exceptional treasures which look at, okay, not just my job is cash flow, my job is banking relationships or whatever. But it's really like how is all of those activities contributing to the wider business success which I assume would apply in most roles.

Right.

You want to think about your impact on the business more than just technically executing well. Right. Especially at that level.

Well, just as you said that I've just brought up Toby Shaw this and people will perhaps put a link to in the show notes he's a non exec with our atmosphere, not, not for profit about climate change. But he's been with Emirates Global Aluminum EGA for 14 years. He started there and this is back in the day as senior credit risk officer and then was corporate treasurer and chief risk officer and then he became a board member for EGA America and he's taken and he's a prime example, you know, he's got here a new generation of treasury innovation in the UAE with a panel and he was doing all that stuff, he's used it very much and they're, you know, they're sort of a joint bench and Mubadak. And there was Matthew Hearn, who's out there as well, and he's a great guy who's. Who's gone out and taken it to the next level. And that's really where you can. So now Toby again is Senior Director, Treasury Risk and Insurance. Again, that's an area I didn't mention earlier. The insurance is. I've seen more and more becoming more involved and closely aligned with treasury about risk and all the other risks that might happen as well.

Mike, you've interviewed loads of people, right? I think you're 200 plus episodes in how many episodes?

Yeah, I said this to someone the other day and they said, well, you've done your 200 podcasts, but you've been in treasury recruitment for 20 years. And if you think I'm probably interviewing a person a day. Yeah, it's, it's, it's tens of thousands of treasury professionals, you just forget about that, really. It's only because now we thought, hang on, let's record them. These are really cool guys.

Good conversations. So what's your main takeaway across. Across the board? Like, you see so many faces coming and out, you've heard so many stories, patterns must emerge for out of that, right, like, what do these people enjoy about this role? What drives them to that role? And also, have you noticed any character traits necessarily that are common across them or anything like that? Especially the ones at the top, Right, the group treasures.

Well, we talked in one of our previous episodes about the treasury wheel, if you like, and we'll put a link to that in there. And that was some of the things that were the hard skills about the qualifications and attitude to risk and sort of risk mitigation and things like that. But then outside of that, there were all the other areas, such as relationship building. And that came from. Because again, I struggled, if you like, after, when I was going to Chicago for one of the speeches, Laura, who used to work with me, she said, oh, what makes a good treasurer? And I said, I talked to so many of them and I said, each of them is different, you know, and again, it's sometimes a personality that matches a different business. Sometimes it's about literally personality fit for a business. Sometimes it will be someone who's particularly wanting to sort of push the envelope with a business and really embrace everything. But sometimes they're not suited to a business because the business isn't suitable for Them yet. They might be there later. But you sometimes have very conservative business and they have a sort of maybe an attitude that means we'll get there. You know, there are still some Treasuries I talk to and interface with who use XL as their treasury system. Excel's not a Treasury system just for listening. It's a finance package, a spread, spreadsheets that has very little. Can I sit there going, oh my God, yeah. And I'm sure you have no resilience, no controls or anything else. And probably you're going, I'll make it stop.

Stop yourself half the time, don't worry.

You also see it has no resilience, no controls or anything else. And probably you're going, I'll make it.

Stop, stop yourself half the time, don't worry.

But you also see, you know, so treasury professionals in different stages of their own personal evolution that then you look at it and where they're going to fit in with a company or a client in that company's evolution. And perhaps they, you know, companies aren't static things, they are living, breathing, changing. How companies reacted to pandemic, how the next bumps come along. You know, people are talking about, well, you know, if we have a turn a corner, there are various world issues, you know, is there a recession later on in the year, what happens? But all these companies plan and approach them differently. So again, that's what you try and do is find a treasurer that will fit that ethos. And that's what we do. You know, people say, oh, you're a recruiter and yeah, but we're not. We're actually a matcher of people. Two talents, two companies, two CFOs and everything. And they can all change. You know, CFO, new CFO will come in and they might clean house because they're going, look, I'm the new cfo. And I've seen it where there's been a particularly aspirational CFO previously. New cfo, you know, wants to go back to basics in vertical. Yeah. More controls and everything else. And suddenly that doesn't fit with the treasury team, you know, they're all out. And the flip side, you know, say a very established company that hasn't, that needs a bit of a shake up. I've seen a CFO come, right, guys, we've got to drag you kicking and screaming into the 20th century and maybe the 21st century at a later stage, you know, like from, we've got to move from Excel to a Treasury management, you know, stuff like that.

Mike, that's super interesting. Is there such a thing as a great group tutorial that wouldn't be a fit for a specific industry, but that would thrive in another? There is such a thing.

Yeah, I think so. I think it's. Again, it's all those different things. When we did the treasury wheel sort of thing, it's about who fits which different companies. You know, sometimes I get.