How many deals a year does an MD close?
How many deals does your low/average/baller MD close per year, and then what’s the typical TDV of one of these? I want to get a sense of how much revenue a year each of these guys is bringing in.
And does it differ a lot between MM-EB-BB or is it pretty similar across the board?
Super vague and hard to put a number on because it will depend on industry/product group, if they are leading vs. just on the deal, market cycles, types of deals ex. M&A vs financings.
Most banks from my understanding have a 3-year rolling average revenue targets that MD's must hit or they get 'exited off the platform'.
It would totally depend. A big time MD at Goldman might not close a single deal in a year because they are worrying about getting an Airbnb type deal down the road because the fees on a massive IPO are so insane, whereas a top MM MD might churn out a bunch of 500M dollar deals a year and in the end make a similar amount to the Goldman MD.
It is really all over the place. Some MDs don't bring in any deals at all, especially at some of the bulge brackets. These are known as the "execution" MDs.
Then you have the dealmakers. These are the ones who are bringing in deal after deal and are good at relationships. Depending on the year, they bring in usually around 1-3 deals.
Why are they traveling 150-200 days a year if they bring in so few deals?
Because it’s a sales job. The more you increase your touch points and meetings, the more closed deals you can get. For 200 meetings > 100 follow ups > 50 actually interested > 25 active / deep dives > 3 - 10 closed deals
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