1. Insert your presentation title here
1 May 2005
The Role of the Consultant as a 3rd Party Advisor
American Society of Agricultural Consultants:
Building Your Consultancy
Vernon Crowder
Senior Vice President, Agricultural Economist
Food & Agribusiness Research and Advisory
1 July 2019
Rabobank

3. Food & Agribusiness Research and Advisory (FAR): F&A Industry Expertise
We invest in deep industry knowledge, which we share with our clients
Food & Agribusiness Research and Advisory
80+ Analysts worldwide
Global Sector-Specialist Bankers
Animal Protein
Grains & Oilseeds
Beverages
Sugar
Crop Inputs
Value Added Processing
Dairy

4. Mission
To provide thought leadership on the global F&A sector to create a unique competitive advantage that positions Rabobank as the world’s leading F&A bank.

5. Food & Agribusiness Research & Advisory
Team located with our business across the Americas and around the world
We focus on delivering value through knowledge
Enhance client relationships
Attract new clients
Enhance brand positioning
Contribute to risk management
Knowledge products and services include
Regular market reports
Longer term strategic analysis
Sector research
Media commentary
Risk reports

6. FAR core value proposition
FAR’s competitive advantage is:
Dedicated F&A focus
Global footprint and local knowledge
Unique insights, based on its position in the bank and regular conversations with F&A companies
Integrated analytical, commercial and financial perspectives
This creates value for the bank in terms of:
Earn more revenue
Reduce costs
Optimize the use of capital
Deliver on its core values – respect, integrity, professionalism, sustainability
Enhance the bank’s profile

7. Domain expertise Megatrends Commodity market expertise
Key thematic issues that will shape where the bank and clients should direct capital strategically in the coming decade
Commodity market expertise
Analysis of markets and prices for key commodities with exchange traded forward market, forward price transparency or which are inputs to the agriculture cost base
Sector expertise
Strategic perspectives on industry, value chain, country and company drivers. Medium term focus on opportunities and risks over the 2 to 5 year horizon
Company expertise
Macro and sector views translated to a company’s strategy and positioning.
Primary agriculture expertise
Analysis of primary agriculture in the most relevant producing countries and regions

8. Agri Commodity Outlook
7/1/2019
FAR Global
A worldwide network of research professionals enthusiastic about F&A!
Over 80 people
in 13 different
countries
9 key global sectors
Animal Protein
Grains & Oilseeds
Farm Inputs
Sugar
Dairy
Beverages
Clean Tech
Food Processing
Clean Tech – Renewable Energy
Rabobank

9. U.S. Rice: A Sticky Situation
Southern U.S. Rice
California Rice
Long grain rice will remain under pressure in medium term
Marketability only issue within their control
Rice prices unlikely to follow other major grains
CA has more stable foundation
Continued strong production going into medium term

10. California Water: Tapping out
Most of ag will be more vulnerable to droughts in future
Environmental restrictions, outdated infrastructure, and population growth
Permanent plantings will be most vulnerable
Future investment will be limited unless water reliability improved
Investing now will make more water available down the road
Water markets and ground water management will be key nearer term

11. New World versus Old World Olive Oil
Competition is intensifying in the large and growing US olive oil market
Emerging US and New World olive oil producers in Australia and Chile are competing with Old World European and Mediterranean producers to build a premium niche segment
Battle between New World quality and Old World price
U.S. and other New World olive oil producers show promise long term
Leverage their high quality and efficiency advantages… hope to follow in the footsteps of now globally renowned California wines

12. What a Consultant Offers
A client sometimes lacks experience or knowledge in certain aspects of their industry
They also look for new ideas and an objective perspective
Consultants:
Can provide competence not available elsewhere
Have broader experience outside the client
Have time to study the problem
Are professionals
Are independent
Have the ability to create action based on their recommendations

13. Role of the Consultant Consultant should provide
A solution or a method new to the client
Client must achieve measurable improvement in its results by adopting the solution
The client must be able to sustain the improvement over time
Consultants must be effective change agents and join in accountability for the end result of their projects.

14. Potential pitfalls for consultants
Failure to communicate
Failure to identify the real problem
Promising too much too soon
Failure to specify roles
Recommending unfeasible actions
These all can jeopardize the engagement

15. Key factors for a Successful relationship
Integrity: especially putting the client’s best interest first
Clients must be involved in the project, and ready to change
There must be a clear agreement, which may or may not be a formal contract, concerning project requirements and expectations
The client must ultimately control the engagement, partly by using clear and limited assignments
There must be a good fit between clients and consultants concerning: models of consultancy, client expectations, consultant capabilities

16. Top 10 Ways To Know You’re Dating/Married to A Consultant
Referred to the first month of your relationship as a “diagnostic period”
Talks to the waiter about process flow when dinner arrives late
Takes a half day at the office because, “Sunday is your day.”
Congratulates your parents for successful value creation
Tries to call room service from the bedroom
Ends any argument by saying, “let’s talk about this off-line.”
Celebrates anniversary by conducting a performance review
Can’t be trusted with the car - too accustomed to beating up rentals
Valentine’s Day card has bullet points
Refers to lovemaking as a “win-win”

17. Insert your presentation title here
29 October 2004
Contact Details
“The financial link in the global food chain”™
Rabobank N.A.
Vernon Crowder
Senior Vice President, Agricultural Economist
Food & Agribusiness Research and Advisory
DISCLAIMER
Professional advice is recommended for all financial and strategic decisions. However, this information is not professional advice and has not been prepared to be used as the basis for, and should not be used as the basis for, any such decisions. This information is general in nature only and does not take into account an individual’s personal circumstances. No representation is made that any forecast or projected information is correct or will eventuate. Although reasonable efforts have been taken to ensure the accuracy of the contents of this publication, no warranty is given in regard to the total accuracy of the printed contents. The persons involved in the preparation and distribution of this information and their related persons disclaim all liability for any loss or damage suffered due to any use of or reliance on the information.
Rabobank