How To Succeed On Soft Skills/Connect With Buysiders?

Hey all,

Seeking advice as someone who's been in equity research ER for a couple of years and looking to make it to the next step.

An important part of being successful on the sellside seems to be one's ability to connect with the buyside, and to be the first, second, third person that they call when they have a question on something. I guess my question is, how do you do this if you don't have a reputation yet and you're "starting from scratch"? For example if your lead analyst has limited your ability to connect directly with clients, or if you jump to a new platform and need to build up your reputation?

For any buysiders here, what makes you like certain up-and-coming analysts and not others? Does a "newbie" who reaches out to you out-of-the-blue to try to connect just annoy you, or do you see them as being hungry for success? What can someone do to catch your eye? Thanks!

Comments (5)

  • Prospect in PE - LBOs
Jan 9, 2022 - 8:52pm

Your next step is to initiate your own coverage.

If you are an associate or VP reporting to your lead analyst and your analyst is very hands on, why would any clients talk to you instead of your analyst. 

The team including you and other associates are for the reputation of the analyst's franchise and are dispensable.

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  • Associate 1 in ER
Jan 10, 2022 - 5:35pm

For me, I've found that finding counterparts on the buyside who are the juniors of your analyst's best clients to be a strong connection. If your analyst is talking to someone on a near daily basis, chances are the buyside client values them and is happy for their junior to develop a relationship with you (assuming you know your shit and are good). From there, it's being proactive, working with sales, and figuring out your niche and value adds so that your analyst becomes comfortable handing you lesser value and/or younger clients. 

  • Associate 1 in ER
Jan 10, 2022 - 9:43pm

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