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 , 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