How Can You Tell What Product A Company Needs?
Say you are sourcing for transactions, what are ways of distinguishing whether a company needs M&A (buy-side & sell-side), or financing (equity & debt), etc? Assuming you don't have primary relationships with management but have found these companies on CapIQ, FactSet, PitchBook, etc.
I would argue its very rare for an IB to cold pitch a product (buyside for M&A, Debt Raise, Equity raise, etc.). Rather I would say its more common to be keep the client in the loop about the markets and incept ideas to clients (rates are low now is a good time to take on debt). Also follow on offerings are pretty common ( you just bout x company. let us do the debt for you).
I will say one of the markets that can cold pitch is debt markets because of call dates. Sell side is also different because you can market a engagement and the firm might be interested.
Agreed but regional boutiques would be reaching out cold to companies to grow, similar to smaller PE shops
Yes and No. LMM boutiques are going to do a lot more business sales than anything else. I still stand by my comments earlier that its rare that a cold pitch wins an engagement. At the LMM, a lot of engagements are going to come from referrals.
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