Blog · Industry
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.
How 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.
16 Sept 20262 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.
16 Sept 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.
16 Sept 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.
16 Sept 20263 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.
16 Sept 20263 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.
16 Sept 20264 min readHow investment banks should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
24 Sept 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.
17 Sept 20264 min readSales coverage analytics for investment banks, reconciled to the benchmark.
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