I manage the procedures for registering new key clients. Due to the size and complexity of the investment opportunities that are offered to them, there are strict rules that determine who qualifies as a Key Client.
I am also responsible for on-boarding new investment opportunities sourced from the investment bank or third parties, and keeping the salesforce informed about them. I do this through direct contact with Relationship Managers via conference calls, e-mails, a dedicated website and client meetings. I share our market views on current investment themes for key clients and produce customized pitch books.
It’s a highly targeted process. Clients’ interests vary widely, so you can’t use a one size fits all approach. You have to be able to explain very complex ideas in an understandable way, and show how the opportunity is relevant to the client’s investment strategy and views.
Between learning about private placements and fund raisings from the investment bank and clients’ interests and strategies from the PWM salesforce, I interact widely across the bank. I’ve learned a lot about how the business works and how to organize people, particularly the persistence that’s necessary to coordinate information flows.
My role has many different challenges but the goal is the same – to help maximize the value of the relationship between the bank and client for both sides.