Business case
MD Senior Banker Coverage,
Diversified Industries
Investment Banking
SCENARIO
A Global Banking Group, headquartered in Europe and with a strong and long-standing presence in Italy, was committed to further strengthen its Coverage team with a new Senior Banker – MD level – to enhance the strategic dialogue with clients, following the ambition to provide strategic advice and value-added solutions across the full range of products and services.
CHALLENGE
Identify a person of impact, with strong technical competences and diversified products experience, who had already evolved into a strategic Banker, able to take the leadership and elevate Client portfolio to further level.
The focus of the Bank was to increase its market penetration and become trusted financial partner of its Clients. The challenge was: 1) to cover the existing, relevant portfolio with new fresh energies and a proactive, solution-driven approach, 2) to strengthen relationships at C-level, as well as 3) to create intimacy with all relevant Business Lines, to boost cross-selling solutions and strategic transformational deals, both in Italy and abroad.
STRATEGY
The research strategy focused on the identification of Italian speaker “Bankers”, in Italy and abroad, with consistent track record in positioning the dialogue with the Clients at strategic level. The complexity of the role consisted in a broad comprehension of all banking products and cross-selling solutions. This includes: Commercial Banking, Structured Finance, Capital Markets and Investment Banking.
Differently from what is the mainstream in the IB space, we have emphasized the personal trait of target profiles, and worked to highlight evidence of thought leadership, as the lever to position the dialogue through sophisticated content, round relationships, and business judgement.
The methodical investigation of specific functions or product skills was of course conducted, yet in the light of a broader focus and ambition.
RESULTS
We presented a strong longlist in less than 3 weeks: this also included a lateral profile of senior executive from the Client corporate side, who possessed an interesting cultural mix having worked as Corporate CFO, and as a Banker from a Tier1 Investment Banking before.
We presented a strong longlist in less than 3 weeks: this included a lateral profile of a senior executive from the corporate side who came across with an interesting cultural mix, having dual experience from a large corporate as well as from Top Tier Investment Banking.