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Every salesperson, client and product, from Japan to Australia or New York to London, rolled up to the numbers you already report. Ask where wallet share is below benchmark and get the clients, the products and the figure, with nothing invented.
Explain investment banking fee movements using completed deals, recognized fees and service mix. Reconcile advisory and underwriting revenue before investigating changes in deal size, participation and negotiated terms.
Oct 1, 20265 min readAn investment banking dashboard separates recognized fees from expected deal fees by sector team. Work a fee-ledger reconciliation, a mandate pipeline, and a delayed-close scenario that changes the forward view without changing reported revenue.
Sep 30, 20266 min readUnderstand how advisory and underwriting activity becomes fee revenue and business-line profit. A worked US example connects completed mandates, fee yield, compensation and support costs, then tests a delayed transaction.
Sep 14, 20265 min readHow investment banks should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
Sep 1, 20264 min readThe ten coverage KPIs an investment bank should run on, each with its formula, the export it comes from and what it tells you: share of client fee wallet, pitch to mandate conversion, coverage recency by wallet, league table position against client wallet, senior contact breadth, product penetration per client, revenue concentration, pipeline of mandated and pitched deals, coverage officer transitions, and return on balance sheet committed. Also the three measures most banks miss, the figures to drop, the identities, and who owns what.
Aug 11, 20264 min readHow an investment bank's institutional sales desk measures coverage from its own revenue and contact data: which clients each salesperson reaches, which products each client trades with the desk, and the roll-up that reconciles to the benchmark submission.
Jul 22, 20264 min readA checklist for the quarter-end reconciliation between an investment bank's sales desk roll-up and the revenue it submits to its benchmark provider: product mapping, client mapping, period cut, joint coverage and the variance report that turns three weeks of email into one page.
Jul 19, 20263 min readHow an investment bank's coverage and product groups measure pitch-to-mandate conversion from the pitch log and the mandate register: pitches made per sector team and product, mandates won, conversion by count and by estimated fee, the senior hours per pitch from time or calendar records, fees won per senior hour by cell, and the sectors and products where the bank pitches most and wins least.
Jul 15, 20263 min readWhy a bank's league table position by product describes the market and not its clients, how to compute the bank's rank within each covered client's own fee wallet from public deal data and the fee ledger, the clients where the bank is top-three in the market and fifth at the client, the sector teams whose client ranks lag their market ranks, and the list of clients where one product mandate would move the bank from fifth to second.
Jul 9, 20263 min readHow an investment bank's coverage group estimates each client's total fee wallet across products from deal data and its own fee ledger, computes the bank's share per client per product, sets the expected share from clients where the bank is a lead relationship, and ranks the clients whose wallet is largest and whose share is lowest, with the product where the gap sits.
Jul 1, 20263 min readUse investment banking ratios to compare transaction-company margins, leverage and valuation multiples. Work through a consistent deal workbook, reconcile enterprise value and earnings, and identify the assumptions that change the comparison.
Jun 30, 20266 min readHow an investment bank's coverage group manages a banker's departure or move from the coverage file and the contact log: the clients whose last contact was with the departing banker, the days since any other banker touched them, the fee wallet at risk, the handover list ranked by it, and the ninety-day check that says which clients the new officer has actually met.
Jun 27, 20262 min readCompare advisory fees with deal labor, direct expenses and allocated shared costs. Follow a worked example from fee, time and expense exports to contribution by engagement and advisory team.
Jun 16, 20265 min readSales coverage analytics for investment banks, reconciled to the benchmark.
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