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How do you ensure equity and debt capital markets research is relevant to your clients?

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Equity and debt capital markets research is a vital service that investment bankers provide to their clients, whether they are issuers, investors, or intermediaries. It helps them make informed decisions about raising or allocating capital, pricing securities, managing risks, and identifying opportunities. But how do you ensure that your research is relevant, timely, and impactful to your clients? Here are some tips to follow.

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Brad Scott

Managing Director, Head of Debt Capital Markets (Australia), Bank of China
Anita NGONO?

Financial Markets Engineer ???? | Business Analyst Finance/MOA Front Office????| Optimizing front office processes…

1 Know your audience

The first step is to understand who your clients are, what their goals and challenges are, and what kind of information they need. Different types of clients may have different preferences, expectations, and questions about the equity and debt markets. For example, a corporate issuer may want to know the optimal timing, structure, and pricing of a new offering, while an institutional investor may want to know the relative value, performance, and risk of different securities. You should tailor your research to address the specific needs and interests of your audience, and use the appropriate language, format, and delivery method.

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Brad Scott

Managing Director, Head of Debt Capital Markets (Australia), Bank of China
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Quality financial research tells the reader what they need to know, not everything the analyst knows about a topic, and is presented in a succinct professional manner. Understanding a company's competitive strengths and weaknesses, having done broad-based industry research also contextualizes any observations and provides a relative perspective of performance and credit risk measurement. An EBITDA profit margin or gearing ratio for example, is meaningless if not compared to peers. In this way, the profile of a company's cashflows and capital structure can be better understood. Finally, to be credible, good research should be independent, written free of acronyms, easily digestible and make well considered and actionable recommendations.

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Abhinaya Sundara Raman

Experienced Fund Accountant | Project Cost Coordinator | Investment Banker | Passionate about Enhancing Financial Accuracy for Clients | Ex-BNP | Ex-SBS | Pursuing MBA(Finance)
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To ensure equity and debt capital markets research is relevant to clients, strategies include understanding clients' goals, offering industry-specific research, customization, timeliness, risk analysis, communication channels, global perspective, regulatory awareness, collaboration, and continuous learning. These strategies help tailor research to clients' needs, provide actionable insights, and enhance relevance. And I feel that the most important strategy is to know the client's preferences and their opinions.

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Matheus de Souza Barboza

E-commerce | Marketplaces | Finan?as | Estratégia | Consultor | Conselheiro | C-level | Valuation
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Compreender as necessidades do cliente: é crucial ter uma compreens?o clara das necessidades e objetivos específicos de cada cliente antes de conduzir qualquer pesquisa ou análise. Personalizar a pesquisa: Adaptar a pesquisa às necessidades e preferências individuais de cada cliente, fornecendo insights e análises relevantes para suas estratégias de investimento.

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2 Stay on top of the trends

The equity and debt markets are constantly evolving and influenced by various factors, such as macroeconomic conditions, industry dynamics, regulatory changes, technological innovations, and investor sentiment. You should keep track of the latest trends and developments that affect the markets and your clients, and update your research accordingly. You should also anticipate future scenarios and potential outcomes, and provide forward-looking analysis and recommendations. By staying on top of the trends, you can help your clients navigate the market uncertainties and opportunities, and position themselves for success.

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Anita NGONO?

Financial Markets Engineer ???? | Business Analyst Finance/MOA Front Office????| Optimizing front office processes, trading & portfolio management systems.
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Chaque client a des besoins et des objectifs d'investissement uniques. Au-delà de suivre les tendances globales, il est essentiel de filtrer ces informations à travers le prisme des objectifs spécifiques de chaque client. Cela signifie proposer des recherches et des analyses personnalisées qui répondent directement aux stratégies d'investissement de vos clients, en tenant compte de leur tolérance au risque, de leurs horizons temporels et de leurs objectifs financiers.

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Matheus de Souza Barboza

E-commerce | Marketplaces | Finan?as | Estratégia | Consultor | Conselheiro | C-level | Valuation
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Acompanhar as tendências de mercado: Manter-se atualizado sobre as últimas tendências e desenvolvimentos nos mercados de capitais de dívida e equity para garantir que a pesquisa seja oportuna e pertinente. Análise aprofundada: Realizar análises detalhadas e abrangentes para fornecer insights valiosos e perspicazes sobre oportunidades de investimento e riscos potenciais.

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3 Leverage your expertise

As an investment banker, you have access to a wealth of data, insights, and resources that can enhance your research. You should leverage your expertise and experience in the equity and debt markets, as well as your knowledge of specific sectors, regions, and products. You should also collaborate with other experts within your firm or network, such as analysts, traders, bankers, advisors, and consultants. By leveraging your expertise, you can provide your clients with comprehensive, accurate, and reliable research that reflects your credibility and authority.

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4 Add value and differentiation

The equity and debt markets research is a competitive and crowded field, with many sources and providers of information and analysis. You should aim to add value and differentiation to your research, and make it stand out from the rest. You can do this by providing unique perspectives, insights, and solutions that are relevant to your clients, and by using innovative tools, techniques, and formats that enhance your research. You should also communicate your research effectively and persuasively, and engage your clients with feedback and follow-up.

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Anita NGONO?

Financial Markets Engineer ???? | Business Analyst Finance/MOA Front Office????| Optimizing front office processes, trading & portfolio management systems.
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L'innovation dans la présentation de vos recherches est également fondamentale. Dans un monde où l'attention est une ressource limitée, la capacité à communiquer des idées complexes de manière simple et engageante est un art. Utilisez des formats visuels, des résumés exécutifs, des infographies et même des outils interactifs en ligne pour présenter vos analyses. Ces formats peuvent aider à capter l'attention de vos clients et à rendre l'information plus accessible, en facilitant la digestion et l'assimilation des données et des recommandations.

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5 Solicit feedback and improvement

The final tip is to solicit feedback and improvement from your clients and peers, and use it to refine and improve your research. You should ask your clients for their opinions, suggestions, and questions about your research, and listen to their feedback. You should also seek constructive criticism and advice from your colleagues and mentors, and learn from their best practices and experiences. By soliciting feedback and improvement, you can identify your strengths and weaknesses, and continuously enhance the quality and relevance of your research.

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Matheus de Souza Barboza

E-commerce | Marketplaces | Finan?as | Estratégia | Consultor | Conselheiro | C-level | Valuation
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Feedback dos clientes: Solicitar feedback regular dos clientes sobre a utilidade e relevancia da pesquisa, e ajustar abordagens conforme necessário para atender às suas necessidades em constante evolu??o.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Matheus de Souza Barboza

E-commerce | Marketplaces | Finan?as | Estratégia | Consultor | Conselheiro | C-level | Valuation
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Comunica??o clara e transparente: Comunicar os resultados da pesquisa de forma clara e transparente, destacando os principais pontos e oferecendo recomenda??es acionáveis para os clientes.

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How do you ensure equity and debt capital markets research is relevant to your clients?

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3

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1 Know your audience

2 Stay on top of the trends

3 Leverage your expertise

4 Add value and differentiation

5 Solicit feedback and improvement

6 Here’s what else to consider

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