Resurgent India Limited

Strictly Private & Confidential

Workshop On Investment Banking & Project Finance for Young CAs

WHAT IS INVESTMENT BANKING

Behave like a start up, work in a team Startup – passion, hard work, want to prove a point in life IB – a great leveler Relationship is beyond numbers Self motivated (Napoleon) Don’t be generalstic Market value – phone book X extra mile

RAMPING UP

Work – associate all types of people to find foot in the door Employees – relatives, part time, work from home, retired,

fresher's Infrastructure Most difficult transition/non doable transaction at start Don’t commit in partnership – objectives change Risk/reward very fast – difficult to continue Focus on cash flow Link everything to PBT/cash flow (fixed, low, variable, high)

BUSINESS DEVELOPMENT

4

TRUST (Heart)

Openness / honesty

Genuine care – getting the client connected to places/persons who matter to

him

Client problem solving approach

Reference

Common linkage

CAPABILITY (Brain)

Product knowledge (market, product, institutions etc.)

Track record

Knowledge about industry

Commitment – client can see through it

BUSINESS DEVELOPMENT

5

+ Trust – Capability

Does not follow up or client does not reply to e-mail, client does

not give information

- Trust + Capability

Work/mandate is not converted

Partial mandate

No risk mandate to client

+ Trust + Capability = Relationship

POINTS FOR BD

6

Sharing success story/experience

Passion for work

Never take extreme sides

Need to agree always

Humility always pays

Be persistent – some times it takes 1 year to convert after having

numerous meetings

Always go prepared

POINTS FOR BD

7

Not everyone can be your client – if you cant add value don’t

take the mandate

Set clear expectations to the extent possible

Word of mouth – past executed mandates are a good reference

point

Try to solve the clients immediate needs

SUCCESS FOR EXECUTION

8

Know more about the client

80% work done in the first two minutes

Far sightedness – anticipate what questions/issues could come

Think like the person to whom you are presenting the case

PAYMENT COLLECTION

9

More powerful

More work to get done

THANK YOU