top gun banking in global all sectors
Post on 15-Mar-2022
5 Views
Preview:
TRANSCRIPT
Top Gun Banking in Global All Sectors
PERFORMANCE AND PREDICTIVE ANALYTICS
National Bank Financial "Voice of the Client" Utilities and Power Group – List B
2 Years Ending June 30th 2015
� Level 1 GAP Report
� Level 2 GAP Report
� Level 3 GAP Report
First Intelligence
Print Date: 12/6/2015 Brendan Wood International
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 2
Top Gun Banking Drives Majority of Equity/M&A Fees in the Global All Sectors Sector
The total population of nominated top gun bankers by transactionally active clients:
- On Equity and M&A transactions
- Further nominated on debt transactions
- Total nominated top gun bankers
Collectively, these top gun bankers generate 50% of the fees paid in the sector.
TOP GUN BANKERS
13
42
55
National Bank Financial employs 3.6%(6th) of the Top Gun Bankers in the sector. These top bankers generate 19% of National Bank Financial's fees in the sector.
GAP ANALYSIS: National Bank Financial bankers did not compete for 84% of the fees in the sector, representing $519m in potential fees.
Global - Equity Issues, M&A Mandates, Bond Issues and Syndicated Loans - All Sectors - NBF - Pipelines - List B Transactions Closed 1 Jul, 2013 to 30 Jun, 2015 Administrator - Dec 06, 2015 2:10 PM
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 3
Back-testing was performed on the past 9 years of data (1999-2007)
Changes in current performance lead to changes in the predicted
market share moves.
% market share of fees
Predictive Metrics
The BWI predictive metrics are based on the proven correlation between a bank’s performance on key BWI metrics and subsequent
market share moves.
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 8
Global All Sectors
National Bank Financial - Directional Data
Direction
Performance Against The
Leader Industry Rank
Share of Deals by number (Tenacity) 15 th
18% of RBC Up
Share of Fees (Market Share) 12 34% of RBC th
Up
Deals Competed For 6 th 38% of RBC Up
Fees Competed For 6 26% of RBC th
Up
Share of Top Gun Bankers 18% of CIBC 6 th
Flat
Fees Covered by Top Gun Bankers 7 th
10% of SC Flat
Brand (% of top nominations) 6 th
Flat 47% of RBC
Brand (% of top nominations) Fee Weighted 6 th
Flat 60% of RBC
Share of Planned Transactions th 6 43% of RBC Flat
Share of Planned Transactions (Fee Weighted) th
5 66% of CIBC Up
Productivity (% Market Share Per Banker) 12 th
25% of CITI Up
Of Top 20 by Market Share
Increase in rank Decrease in rank No change in rank Flat Up Down
*Transactions: Global All Sectors , Transactions closed 24mo. Ending June 2015 Equity Issues, M&A Mandates, Bond Issues and Syndicated Loans (see Appendix for exclusions and deal size minima)
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 9
Global All Sectors
Which Banks Gained/Lost The Most Market Share?
- +
Market Share For Transactions Closed 1 Jul, 2013 to 30 Jun, 2015 and Transactions Closed
1 Jan, 2013 to 31 Dec, 2013
RBC Capital Markets 10.8% (12.4%) Scotia Capital 9.6% (10.7%) TD Securities 9.4% (7.8%) CIBC World Markets 8.8% (6.1%) BMO Capital Markets 7.1% (7.8%) Citigroup 5.8% (8.3%) Morgan Stanley 4.5% (4.7%) Bank of America Merrill Lynch 4.3% (7.0%)
Barclays 4.2% (6.2%) JP Morgan 3.9% (3.0%) Wells Fargo Securities 3.9% (3.0%) National Bank Financial 3.7% (2.6%) Credit Suisse 2.8% (2.3%) HSBC 2.6% (2.6%) Deutsche Bank 2.2% (1.8%) Goldman Sachs 2.0% (0.7%) The Royal Bank Of Scotland 1.6% (1.6%) Bank of Tokyo Mitsubishi UFJ 1.5% (1.4%) Desjardins Securities 1.4% (0.4%) Macquarie Bank 1.1% (0.9%)
*Transactions: Global All Sectors , Transactions closed 24mo. Ending June 2015 Equity Issues, M&A Mandates, Bond Issues and Syndicated Loans (see Appendix for exclusions and deal size minima)
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 10
Global All Sectors
NATIONAL BANK FINANCIAL BANKERS
BANKERS RATED BY CLIENTS IN RELATIONSHIP MANAGEMENT, CLIENT COVERAGE AND
EXECUTION OF TRANSACTIONS
EQUITY / M&A
TRANSACTIONS
DEBT
TRANSACTIONS
Craig Langpap
Iain Watson
Patrick Kenny
Iain Watson
John Carrique
John Niedermier
Tushar Kittur
BWI allows client to drill-down in this data to achieve full comfort. Note: Bankers are nominated at the bank employing them at the time of the bank’s selection. From time to time, senior executives, corporate bankers, analysts and other capital markets professionals may also be nominated as they may form
an integral part of the relationship from the client’s viewpoint. Bankers whose clients were not transactionally active or did not participate in the debriefing process may not appear in the above list(s).
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 11
Global All Sectors
NATIONAL BANK FINANCIAL BANKERS
WHAT PERCENTAGE OF THE TOP SCORES DOES YOUR FIRM GET?
Share of Top Scores Per Key Performance Category
NATIONAL
BANK
FINANCIAL
% share of top score
3% (6th) Personally relates and understands your
needs/problems
4% (6th) Originality, quality, and appropriateness of ideas
4% (6th) Sales ability...professional aggressiveness and
perseverance
6% (6th) Specialized knowledge and understanding of your
industry sector
3% (7th) Personal chemistry with you, the client
5% (6th) Your perception of the negotiating skills of this individual either representing your company's
interests or defending the bank's interests
Global All Sectors - Transactions Closed 1 Jul, 2013 to 30 Jun, 2015 Administrator - Dec 06, 2015 2:13 PM
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 12
Global All Sectors
SHARE OF TOP GUN BANKERS
: Top Ranked Banker's % 2.6%
: Rank 6
National Bank Financial Historical Results
1 Jan, 2013 to 31 Dec, 2013
National Bank Financial 6 : Rank
3.6 % : Top Ranked Banker's %
Rank
CIBC World Markets 1
Scotia Capital 1
RBC Capital Markets 3
TD Securities 4
BMO Capital Markets 5
HSBC 6
National Bank Financial 6
Morgan Stanley 8
Credit Suisse 9
JP Morgan 9
*Transactions: Global - Equity Issues, M&A Mandates, Bond Issues and Syndicated Loans - All Sectors - NBF - Pipelines - List B , Transactions closed 24mo. Ending June 2015
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 13
Global All Sectors
The Organic Growth Opportunity
How can BWI Client Intelligence be used:
1) Withdrawing/changing coverage which clients deem to be in-effective.
2) Who are the right expansion clients? (Best fits with your brand / a pre-
disposition to your bank’s proposition)
3) What is the size of wallet/frequency of transactions?
4) What are the “coverage” benchmarks? (Price of entry)
5) Assigning the right coverage. Bankers and coverage criteria matching
client relative criteria.
6) Can BWI train a coverage / relationship banker for you?
7) Sponsor a BWI banking candidate to be trained on your clients and targets.
�Inorganic Solutions
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 14
Global All Sectors
Strategic Hiring Solutions
GROWING MARKET SHARE THROUGH EFFECTIVE RECRUITMENT
2 YEARS
Top Gun Bankers At Competitors
Market Share Attributable to This Banker
Projected Fees Attributable to This Potential Recruit
Estimated Net Additional Market Share to National
Market Share Overlap With National Bank Financial
Top Gun Bankers Currently Employed With Competitors Who Represent Strategic Hiring Opportunities.
Little or Negligible Overlap with National Bank Financial footprint
7.92% $48m Banker #1 0.98% 8.90%
6.68% $41m Banker #2 0.65% 7.33%
6.28% $38m Banker #3 0.68% 6.96%
3.94% $24m Banker #4 1.33% 5.27%
4.11% $25m Banker #5 0.70% 4.81%
2.75% $17m Banker #6 0.91% 3.66%
2.64% $16m Banker #7 0.80% 3.44%
2.16% $13m Banker #8 1.12% 3.28%
2.77% $17m Banker #9 0.31% 3.08%
2.40% $15m Banker #10 0.68% 3.08%
*Transactions: Global All Sectors , Transactions closed 24mo. Ending June 2015 Equity Issues, M&A Mandates, Bond Issues and Syndicated Loans (see Appendix for exclusions and deal size minima)
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 15
Global All Sectors
What is the Value of Fees Not Competed for by National Bank Financial? $519M
• Composition of the $519M not penetrated by National Bank Financial:
Equity Issues $228m
M&A Advisory $27m
Bond Issues $151m
Syndicated Loans $75m
$519m Total*
Total Number of Transactions Not Penetrated: 74
*Note: Total may not add due to rounding
Penetrated: Considered for a lead or joint-lead position on a transaction • Composition of the Transactions Closed 1 Jul, 2013 to 30 Jun, 2015 Administrator - Dec 06, 2015 2:14 PM
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 16
Global All Sectors
Companies Not Penetrated by National Bank Financial SELECTION CRITERIA USED BY COMPANIES THAT DID NOT CONSIDER NATIONAL BANK FINANCIAL
($27m) ($228m) EQUITY ISSUES M&A
SELECTION CRITERIA USED BY COMPANIES THAT DID NOT CONSIDER NATIONAL BANK FINANCIAL Transactions Closed 1 Jul, 2013 to 30 Jun, 2015 Administrator - Dec 06, 2015 2:15 PM
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 17
Global All Sectors
Planned Transactions
WHO IS SHORTLISTED FOR THE NEXT 12 MONTHS OF TRANSACTIONS
% of planned transactions for which this bank was cited as the SOLE choice for lead for their next transaction
% of planned transactions for which this bank was cited as ONE OF their choices for lead for their next transaction
Total # of Deals Planned:
25 Transactions where an IB was Shortlisted
Transactions 'Open' for Competition
20
45 Total Deals Planned
National Bank Financial Historical Results Transactions Closed 1 Jan, 2013 to 31 Dec, 2013
Shortlist
Penetration "Lock-up"
0.0% 17.9% [6]
National Bank Financial 6 : Rank
20.0% : Shortlist Penetration
Rank
RBC Capital Markets 1
CIBC World Markets 2
TD Securities 3
BMO Capital Markets 4
Scotia Capital 4
National Bank Financial 6
HSBC 7
Acumen Capital 8
Bank of America Merrill Lynch 8
Citigroup 8
*Transactions: Global All Sectors , Transactions closed 24mo. Ending June 2015 Equity Issues, M&A Mandates, Bond Issues and Syndicated Loans (see Appendix for exclusions and deal size minima)
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 18
Sector Reports and Additional Services
Sector Reports: Analytical predictive and proactive, sector reports tell you what to do to grow your business, make it stronger, and eliminate its weaknesses. As a client you can assess the “Voice of the Client” feedback deal-by-deal relationship-by-relationship fact-based insight at three levels.
Level 1 Report Focused on sectors, countries or product, the Level 1 report outlines to leading banking teams where its market share is going and why. This highly popular level of report uncovers the potential of the franchise, the case for hiring competitive bankers to exploit untapped potential, and the kind of client targeting required.
Level 2 Report Level 2 reports explore the granular detail behind all competition in the sector and explains the activities and metrics of achievement which drive the market share of all key competitors. Level 2 reports clearly underpin the dynamics of competition and illustrate the specific opportunity for your banking team to grow/gain market share.
Level 3 Report Level 3 reports allow you to analyze the specific corporates in your bank's coverage footprint and determine what coverage is effective/less effective. What to question, what to change and what to trust based on the voice of your clients. You can customize reports to match your exact targeted coverage list on individual banker coverage silos, filled from the BWI universe.
Choose powerful “Voice of the Client” fact-based presentation to drive performance, top gun coverage, and industry leading execution.
Brendan Wood International offers career management services to top performers in the industry, enabling BWI to help you fill your coverage gaps complemented with on-going performance monitoring and skills enhancement.
Offsites
Career Management
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 19
APPENDIX
.
BRENDAN WOOD INTERNATIONAL – Investment & Corporate Banking World Watch Confidential Information 20
The BWI Universe
Transactions falling below BWI deal minimums (listed below) are excluded from the interviewing universe, as are self-led or related-party transactions. All transactions must have closed.
Equity M&A
Investment Grade Bonds
High Yield Bonds
Investment Grade Loans
High Yield Loans
Europe
USA
Pacific Rim Latin
America
Canada
10M
30M
350M, 100M (for Sterling Bond Issues)
100M
1B
250M
Excludes Asset Backed and Mortgage Backed Securities
25M
100M
250M
100M
1B
400M
150M
25M
100M
150M
500M
250M
100M
any
10M
any
100M
any
100M
100M
100M
100M
10M
25M
.
. Deal Minimums (US$ Millions):
.
. M&A Fees Exclude Work Fees and Fairness Opinions
top related