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Hedge fund manager who wrote seduction guide for nerds is going it alone

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Not all hedge fund managers are hyper-masculine men in pursuit if a warrior physique. Some are introverted, sensitive 90s guys, keen to espouse their qualities to potential mates.

A case in point is Franklin Parlamis,who worked as a partner within Pine River Capital Partners’ convertibles fund for the past ten years until he launched his own fund Aequim Alternative Investments earlier this month.

Parlamis is also an author. Before he started out in hedge funds he wrote a book called The Passive Man’s Guide to Seduction in 1996.

The premise, we understand, is that there are plenty of women who are not seeking out an alpha male, and that nerdy, techy men don’t have to try and emulate the traits of more ‘masculine’ competition in order to win a mate.

Parlamis, who has a Masters degree in statistics from Yale and a Bachelors in Mathematics from Princeton, may have moved on from the sentiments in the book. He was, after all, the most senior executive on the West Coast of the U.S. for a multi-billion dollar hedge fund – these things have some sway with the ladies.

Nonetheless, in the new macho era of Donald Trump, the premise of the book seems more relevant. Parlamis’ book touts the qualities of the classic ‘sensitive 90s guy’, but maybe they were never really appreciated anyway.

This is from an Amazon review: “He argues that Passive Man’s qualities of being ‘real, kind, passionate’ and ‘honest’ will now become hot commodities, but the average man, the passive, non-Donald Trump man, has always had such qualities in abundance, and he got perpetually rejected as a result.”

Contact: pclarke@efinancialcareers.com

Photo: Getty Images

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Goldman Sachs and the $2bn 2016 stock bonus pool

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No one knows how big the Goldman Sachs bonus pool is. Unlike some other European banks, the firm doesn’t break out its spending on bonuses. We know it spent $12bn on compensation for its 34,400 staff last year, down 8% on the year before, but we don’t know how much of that was salary and how much was bonus.

We do, however, know how much Goldman ‘spent’ on the restricted stock component of its 2016 bonus pool. The figure is buried in Goldman Sachs 2016 annual report, released yesterday.

The report states that Goldman issued 8.4m restricted stock units to its staff during the first quarter of 2017. Based on Goldman’s share price of $2.44 in mid-January, this makes Goldman’s stock bonus pool for 2016 worth ~$2bn.

Needless to say, the recipients of Goldman’s $2bn of stock bonuses can’t cash them in immediately. As per their name, restricted stock units come with restrictions and typically vest over a three year period. Even when fully vested, there are additional caveats meaning recipients aren’t free to sell the stock until 2022.

Goldman’s stock bonus pool is indicative of the size of its total bonus pool. Stock generally constitutes 50% or less of total bonus payments, suggesting Goldman’s total pool – cash included –  is likely to have been around $4bn-$5bn for last year.

Trends in Goldman’s stock bonuses may also be a proxy for trends in its total bonuses. This year, the firm massively cut the number of stock units it issued – from 15m in January 2016, a drop of 44%. However, with Goldman’s share price up 55% between January 2016 and January 2017, the value of the restricted stock at the time of issuance was only down 15%.

Recipients of Goldman’s January 2016 stock bonuses should feel thankful they couldn’t cash them in immediately: they’ve gained an additional $1.3bn at current prices.


Contact: sbutcher@efinancialcareers.com
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“Believe me, investment banking is so much better than a start-up for 20-somethings”

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If you’re young and academically bright, you believe that you can do anything. For a lot of students and junior investment bankers, this means quitting and starting up your own firm.

You see the likes of Evan Spiegel and Mark Zuckerberg and an irrepressible voice tells you that you should be running your own show too. “Now’s the best time to start, you can be your own boss, the opportunity cost is as low as it will ever be, the potential upside is unlimited and there’s no such thing as a bad failure – it’s just a learning experience.”

These are actually all very bad reasons to start a business. You are doomed to fail if you start a business just for the sake of it. Don’t start a business unless it’s your business. You need to have huge amounts of faith in it.

Before I started out in banking, I spent 6 months in Hong Kong trying to build my business selling champagne to car-dealers. I had a lot of fun designing the business model and dreaming of success based on an investment-light low-risk/high-return approach. But the reality was closer to painful door-to-door selling. The experience made me appreciate what the financial sector really has to offer. If you have any doubts about starting your own business, my advice is to do banking instead.

You’ll get the most intense training in the world, gain confidence in your ability to execute, build some capital, and earn a massive stamp of approval on your resume. If you really want to start your business later down the line, those couple years of banking will be an invaluable asset.

Interns and junior analysts at investment banks like to complain that they are at the very bottom of the food chain. Still, what they do is directly related to the core business, and they never need to worry about making sure that bills are paid on time or about keeping receipts for tax and accounting purposes as you would in a start-up

Beyond that, you’ll quickly realise that banking is a great place to be. In M&A, your job is to advise C-level executives on their most strategic issues. This is team-work, so don’t expect to deliver the message to the CEO yourself, but you will be key to putting it together and articulating it. The job puts you in the front seat of major transformative transactions and enables you to understand the negotiation dynamics and due diligence process. You’ll also gain strong financial modelling and valuation skills and will likely get to know your industry and product inside out.

In the longer term, the career path offered in banking is also appealing. I remember an interview with a senior VP who compared this job to good wine that only gets better as it matures. I have personally liked every sip of it so far, and I can also see how it keeps getting better. I like that the job changes every couple of years as you move up the ladder from analyst to associate to VP to director and MD. Every new step comes with new exciting challenges. At the same time, good firms equip you with the means to take them on.

Finally, another great benefit of the job is the people you get to work with and how much you can learn from them. Basically, if you start your business, you have to be the smartest guy in the room, which may be a stretch when you just graduate. When you sign up for banking, the logic is different: you’ll start from a place where you know nothing and will absorb everything progressively through the steep learning curve. It will soon go both ways too: one of the things I love the most in this job is sharing tips and best practices with interns and new analysts to help them work faster and better.

Charles graduated from Essec Business School in Paris and was a visiting student at Fudan University and Berkeley Haas School of Business. He tried to set up a business in HK before realizing that he was more passionate about DCF modeling. He then built his M&A career and worked at Lazard Paris, RBC London, and SocGen London & New York. He advised on a number of transactions including most recently with SocGen NY: TechnipFMC $13bn merger of equals and Suez’ $3.4bn acquisition of GE Water in partnership with CDPQ. Currently in the process of renewing his work authorization, he is dedicating his time to sharing tips about the investment banking industry and teaching financial modeling online (more info here) before he can come back to banking.

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The Morgan Stanley and Oliver Wyman guide to holding onto your banking job

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They’re over. The hard years of zero revenue growth and terrible returns and constant cutting are coming to an end. This year’s big ‘Blue Paper’ banking report from analysts at Morgan Stanley and Oliver Wyman says banking is back on a growth trajectory. Now it’s asset managers’ turn to suffer.

If you want to thrive in finance in the next five years, the 40-page report has some suggestions on how to go about it. We’ve summarised the key points for you below.

1. Work for an investment bank or a boutique. Avoid asset managers and hedge funds

You probably don’t want to be working for an asset manager or a hedge fund now. The analysts point out that both are suffering “sustained fee pressure”. More hedge funds closed last year than at any time since the financial crisis. Nor are things likely to get any better – fees are expected to fall a further 10% by 2019, forcing asset managers to restructure and cut costs.

By comparison, investment banks are expected to benefit from a gentler approach to banking regulation, which could release $20bn of capital – particularly in U.S. banks. This newly free capital is expected to encourage banks back into some business areas and to raise their return on equity (RoE). There are risks to this bullish scenario. The analysts point out that an end to globalisation could cause problems for the 20-30% of wholesale banks’ revenues that are earned in cross-region activities, but even this could create opportunities. In M&A, for example, clients may want to restructure businesses to suit the new policy framework.

Where the growth will be:

Oliver wyman 2

2. Work with corporate clients, not institutional clients

With asset managers and hedge funds struggling, you don’t want to be serving them as your clients. John Cryan’s new strategy at Deutsche Bank involves focusing the business more heavily on corporate clients and Deutsche isn’t likely to be alone in this. As the chart below shows, corporate clients combine high growth and low capital commitment, and are the future.

The best clients:

Oliver Wyman Morgan Stanley

3. Avoid cash equities, especially at mid-tier players 

Corporate clients or not, you might want to avoid cash equities, where the analysts think banks will follow Nomura in making cuts. They estimate that $10-$15bn has disappeared forever from the equities revenues pool as a result of structural changes, but that banks have yet to cut capacity to match this. Worse, MiFID II is likely to lead to further compression of cash equity commissions – especially in research. This dynamic is expected to be especially evident away from top tier equities players. 

The analysts note that the wholesale banking industry is a lot more concentrated in all sectors than it used to be: the top five players today are ~two times larger than the next five compared to ~1.6 times back in 2006.

4. Avoid other highly liquid products 

Nor is it just cash equities. The analysts note that margins are under pressure in all highly liquid product areas – including U.S. Treasuries and FX. Here, they predict that banks will increasingly cede share to non-bank trading venues where market making takes place electronically and headcount is at a bare minimum.

5. Avoid euro clearing and derivatives jobs in London 

The situation in London is complicated by Brexit. Jobs that are in London now may not be in London by 2022. The chart below shows where the analysts expect Brexit related changes to take effect. Advisory (M&A) and origination bankers should be safest in the City.

Oliver Wyman 3

5. Avoid regulatory jobs 

The compliance boom is bust. As the chart below shows, the analysts are predicting that banks’ regulatory spending will decline 40% between now and 2020.

Oliver Wyman 4

6. Especially avoid regulatory jobs with repetitive processes 

The worst regulatory jobs are those which are repetitive and lend themselves to automation. The best are those which involve dispensing complex advice. The chart below shows which to avoid and which to target.

Oliver Wyman 5

7. Avoid routine sales jobs

It’s not just regulatory jobs that are at risk from automation. Salespeople in banks are expected to face further pressure from the arrival of tools that can analyse data to provide trade ideas and seed customer communications and conversations. ” Analytical solutions are emerging that replace some of the legwork to produce reports and prospectuses in research and banking traditionally performed by armies of analysts,” say the analysts. As the chart below shows, the cost savings from automation are big in sales and trading, but have already been largely realised. Control functions look like the next area of focus (along with investment banking divisions, IBD).

Where the automation will work:

Â

Oliver Wyman 6

8. Position yourself for the new world order

Lastly, you might want to look at some of the areas where revenue growth is likely to be strongest. The analysts are predicting that the revenue recovery between now and 2022 could be strongest in areas which banks cut in response to increased capital requirements after the crisis. These include securitisation, rates and credit trading. The chart below shows where they expect revenue growth to feature most strongly this year in particular. Equity capital markets (ECM) look likes a good place to start.


Contact: sbutcher@efinancialcareers.com


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Photo credit: vernonwiley/Getty

“This is why I left J.P. Morgan’s tech team”

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Vanessa Menendez-Covelo used to work for a bank. She used to work as a developer in risk technology for J.P. Morgan in London. She worked there for nearly five years and before that she spent a similar amount of time in fixed income tech at Goldman Sachs. And now? Now, Menendez-Covelo is training to be an acupuncturist. She’s done with technology in finance.

“It just became unsustainable,” she explains. “For ten years I woke up at 4:30am to go to yoga class at around 5:30am, do yoga until 7am and then be at my desk by 8am, and then work until about 7pm and get home by 8pm. It got to the point where yoga just didn’t merge with my banking life. They were such separate environments and they were starting to grate.”

Menendez-Covelo is just one of thousands of technologists at J.P. Morgan and her extracurricular interests were clearly pretty extreme, but they should still offer food for thought to banks as they try hiring technologists who don’t adhere to the banking stereotype and who might be more attached to life outside work than the average analyst in IBD. 

In a blog post relating to her exit, Menendez-Covelo says she felt like an outcast in banking. People judged her based upon her appearance and asked her if she was the receptionist: “I wanted to go to work in combats and pink hair.” She says banks need to lighten up if they want to retain top technologists: “The people who studied computer science and who really love it tend to be quite eccentric. Banks need to accept that if they want the kinds of people who are really passionate about solving problems.”

We didn’t ask J.P. Morgan to comment for this article, but the bank is among those going out of its way to attract and retain people like Menendez-Covelo, who left in June last year. It’s spending £28m upgrading its Bournemouth technology centre in the UK. It gave Menendez-Covelo a year’s sabbatical between 2014 and 2015 (which she spent studying in India), but the pull of a completely different lifestyle was too strong. “J.P. Morgan are very good on internal mobility,” she says. “I could’ve moved onto another project, but it got to a point for me where I wanted to do something different. It was too much like project management instead of small groups of tech people quickly delivering things.”

If you’re thinking of taking a technology job at J.P. Morgan or another bank and you want the kind of dynamism you might get in a start-up or the better big tech firms, Menendez-Covelo advises working on important new platforms close to the front office, where there’s less bureaucracy and less need to maintain creaking legacy systems. At J.P. Morgan, she says this means working on Athena, the risk pricing system developed by the bank to compete with Goldman Sachs’ SecDB platform. Conversely, she cautions against roles where you’re simply maintaining established technologies: “My last job in risk technology involved an enormous amount of process and procedure.”

Like others before her, Menendez-Covelo says technology jobs in banks aren’t all they’re made out to be. “Technology in banking is suffering,” she says. “Since 2008 budgets have been squeezed and you’re asked to do more with less. What I saw in the last few years was that it was all about maintaining systems that were old.”

Even so, 10 years in banking technology brought one advantage. It allowed Menendez-Covelo to save enough money to start her new career: “I was very sensible with the money I earned in banking. Acupuncture won’t pay nearly as much and without financial security I would have been really afraid of taking this leap,” she tells us.


Contact: sbutcher@efinancialcareers.com


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Photo credit: Yoga class by Mia Battaglia is licensed under CC BY 2.0.

“I returned to my bank after parental leave and was offered a promotion”

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When Soraya Alali returned from parental leave in 2010 she asked her employer, Commonwealth Bank, whether she could work part-time.

Not only did the bank fully support her request for flexible work arrangements, she was also offered a promotion soon after she came back – moving from internal consultancy to a business-facing role.

It was a similar story four years later when Soraya started work again following the birth of her second child.

“After my latest parental leave, my job scope actually doubled. Becoming a mum has had no negative impact at all on my career opportunities at CommBank,” says Soraya, who is now a General Manager of Product and Customer experience at CommSec, the stockbroking unit of Commonwealth Bank.

Soraya, who currently does full-time hours condensed into nine-day fortnights, says the bank has a “can-do approach” to staff, including returning mums, who want to work flexibly.

“The approach to flexible working is ‘how can we make this happen?’ – whether that’s job-sharing, part-time work, or working from home,” says Soraya.

Structuring her hours around her family life has become the norm for Soraya. “I can attend school events and do drop-offs and pick-ups for my kids, while still performing well in my job at a senior level. At CommBank it’s about the quality of your output rather than face time in the office.”

CommBank offers a range of other benefits for primary care givers, including paid parental leave, extended parental leave, support for transitioning back to work, and assistance with finding childcare. “It may also be possible, for example, to initially return after parental leave for just one day a week and then add more days over time.”

Across the banking sector, however, more women – especially those with young children – need to have the “courage” to ask for flexible working and not see it as a barrier to being promoted, says Soraya.

“The comparative underrepresentation of females in the senior ranks in financial services isn’t always to do with organisational barriers, it’s partly because some women wrongly perceive that they can’t, for example, work part-time and still be successful at the highest level. We need to break this paradigm.”

Soraya has moved steadily up at the ranks since joining CommBank in 2007, an achievement she credits in part to having “a clear sense of self and to knowing my strengths and actively seeking feedback from others to continuously learn”.

She says young women wanting a satisfying career in banking should be clear on what they want from their work and personal life. They should also have confidence in their abilities and be prepared to take on new challenges

“For example, I realised early on that I wanted to have a management-level career, but I also wanted to have a family and be a hands-on mum who’s there for my kids when they need me.”

But ambition and self-belief can only get you so far as a female banking professional. Soraya believes the best advice she can give is for women to believe in themselves and know their “authentic self”.

“It’s not an easy thing to manage work and personal life, regardless of your gender, age or any other factors. But knowing your authentic self empowers you to navigate through your career, be resilient through challenging times, and make decisions that are right for home and work.”

Soraya says from her experience, it also helps to build a strong support network of “sponsors” within your organisation. “Sponsors understand what you’ve achieved and can advocate for you when a new opportunity arises,” explains Soraya. “I’ve always had people at CommBank who’ve coached me and looked out for new opportunities they thought I’d be good at.”

She believes that there is a big opportunity for women, in banking and other professions, to own their successes. “Sometimes we’re not as upfront as men when it comes to promoting our accomplishments across the organisation and getting more support from colleagues as a result. But if you want a senior position, you need to actively manage your career.”

Another tip of Soraya’s is that women in finance should put themselves forward for senior roles even if they “don’t tick 10 out of 10 boxes in the job description”.

“It’s traditionally been a problem that women feel they need to be 100% right for the role from the outset. But I’ve always looked at each new job as a challenge and a way to learn new skills,” she says.

Women who are beginning their banking careers also need female roles models who they can aspire to.

“Role models have had a powerful influence on my career at CommBank. The best ones are women who’ve reached a senior level, but have remained true to themselves and have not conformed to false stereotypes of what it means to be a banker.”

Soraya is now herself a mentor for younger women at CommBank, coaching them on both technical banking skills and career management. She’s also involved in the ‘Women in CommSec’ programme, which aims to equip women with knowledge and capability in areas such as personal branding, networking and financial wellbeing.

“Gender diversity isn’t just about getting more women recruited, it’s about empowering them to advance their careers here. Many of the women I speak with have an ‘aha moment’ when they realise they won’t be penalised down the track for being a mum or for working flexibly. These things are totally compatible with senior success at CommBank.”

Soraya Alali has 15 years’ experience in the financial services industry, spanning insurance and banking, and is currently the General Manager for Product and Customer Experience in CommSec. Her experience includes strategy, management consulting, programme management, customer experience, process improvement, product management, and end-to-end profit and loss accountability of large portfolios.

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Morning Coffee: When 20-something bankers decide it’s not worth it. Rich Millennials kick off their own VC firm

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Credit Suisse couldn’t have paid its investment bankers any more without going into the red. Costs ate up 99.2% of revenues within its global markets division in 2016. Seemingly, the bank came good on CEO Tidjane Thiam’s statement that it would be a “reasonable year” for compensation.

In fact, pay per head was down 9% to $236k last year and Credit Suisse is still cutting costs. It’s planning another 6,500 job cuts this year after the $2.4bn loss in 2016, and has started with more cuts in its Asian equities business. Some employees are deciding it’s just not worth it, however.

An unusually large number of analysts and associates at Credit Suisse left earlier this month after disappointment over bonuses, according to AFR. Around six juniors left the bank earlier this month (in Australia), which is a big proportion of its overall team. Even worse, they’ve just left – rather than found another job at a competitor. This follows junior exits at UBS and Citi this year.

It’d be easy to assume this was a local problem. But it’s indicative of an issue that banks face holding on to their juniors who are increasingly deciding to move out of the industry before their training is complete. Analysts and associates are well paid relative to their experience – with total compensation of £78k ($96k) in the first year and £200k ($247k) as an associate 2 – but don’t earn the huge sums seen further up the tree. Maybe bonuses keep them happy.

Separately, why toil away for two years in an investment bank just to get on the lowest rung of the ladder in a private equity firm? You could, if you’re lucky enough to come from a rich family, just rely on the bank of mom and dad.

Bloomberg reports that RHL Ventures is a new VC firm set up by three millennials whose parents have either a lot of wealth or deep connections across Asia. They used this influence to attract capital and then turn it into one of the top investment groups in South-East Asia.

“We look at Southeast Asia and there is no brand that stands out — there is no KKR, there is no Fidelity. Eventually we want to be a fund house with multiple products. Venture capital is going to be our first step,” said one of the co-founders Rachel Lau.

Meanwhile:

Bob Diamond is back with Panmure Gordon purchase (Guardian)

Actually, maybe not: “Do I expect Bob Diamond on the board? No, why would he be. This is not about Bob Diamond. This isn’t his return to London, he’s not going to run little Panmure Gordon.” (Telegraph)

The Panmure Gordon takeover needs a perfect Brexit to really work (Gadfly)

Diamond is likely to move it back to international markets (The Times)

Panmure Gordon’s research needs to remain independent (Financial Times)

“Are sellside analysts a thing of the past? I don’t think so. But I still think there will be [fewer of them]. Do you really need 70 research reports [about Apple]? How many of them actually call the downside?” (Financial Times)

Meet HSBC’s new MDs (Financial News)

Brexit is just a “bit of a bump” for London (WSJ)

Lloyd Blankfein’s pay will be tied to how Goldman Sachs fares against its competitors (Financial Times)

1,057 hedge funds closed last year – more than any time since 2008 (Bloomberg)

The psychological background to the financial crisis: “They mistook leverage for genius.” (Harvard Law Today)

Donald Trump Jr gets $50k per speech (NY Times)

Contact: pclarke@efinancialcareers.com

Photo: Getty Images

Senior M&A bankers have been leaving Deutsche Bank and Barclays

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Now that the no-show 2016 bonuses have hit bank accounts, senior M&A bankers are departing banks across the City, even if they have no new jobs to go to.

Not surprisingly, one of the exits has been at Deutsche Bank, which wiped out its bonus pool for anyone above vice president and has been losing senior employees since.

Arnaud Burger, a managing director and senior TMT investment banker, has just joined SocGen. Burger appears to have traded a bigger bank for a loftier title at a smaller institution and is now co-head of TMT corporate finance at SocGen.

Burger worked at Deutsche Bank for nearly 13 years, having joined from Bank of America Merrill Lynch in September 2004.

This tactic is similar to Thomas Kratz, a director in Deutsche Bank’s TMT team who moved to Mizuho in August last year as head of European TMT.

Meanwhile, Patrick Gahan, head of the M&A and advisory business for the CEEMEA region at Barclays in London has also just departed. He appears to have left the bank without another role to move into. He has been at Barclays since December 2009, having joined from Dresdner Kleinwort where he worked for ten years as a managing director.

Much like Deutsche Bank, senior Barclays bankers have a reason to move on. Barclays’ bonus pool dropped by just 1% for front office staff this year, but variable pay for managing directors was disproportionately hit as it decided to increase junior bonuses in an attempt to retain talent.

Barclays has been losing some senior bankers in recent weeks. Mike Beadle, a managing director in its UK investment banking team, left in February and has just launched his own advisory firm, Kinnerton Capital. Haroon Rahmathulla, a managing director at Barclays, has just moved to Jefferies as head of chemicals investment banking, and David Lauffer, a healthcare banker in New York, joined RBC Capital Markets as a managing director earlier this month.

Contact: pclarke@efinancialcareers.com

Photo: Getty Images

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What’s really going on with pay at Deutsche Bank

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Make no mistake: pay at Deutsche Bank has been a disappointment. In its annual compensation report, which is out today, Deutsche confirms the 77% reduction in the bonus pool for 2016. Perversely, it also affirms the ‘attraction and retention of the best talent’ as a core purpose of the bank’s compensation policy, and links senior management pay to ’employee commitment.’

There’s more to Deutsche’s latest compensation round than bonus decimation though. Today’s report also marks the introduction of a new bonus structure, the maintenance of harsh deferrals even while other banks defer less, and confirmation of the importance of senior ‘control’ staff.

Deutsche Bank has got a whole new bonus structure for its employees 

From now on Deutsche’s employee bonuses will be split into two parts: there’ll be a reward for the performance of the group and a reward for performance of the individual. Unfortunately, the bank doesn’t indicate the split between the two.

The group component is determined with reference to the bank’s overall core equity tier one ratio, to its leverage ratio, its cost base and its post tax return on equity. Deutsche omits to say exactly what its targets are for compensation purposes, but in his recent strategy presentation, CEO John Cryan promised to deliver a CET1 ratio above 13%, a leverage ratio of 4.5%, to cut another €3.1bn from costs and to achieve a 10% return on average tangible equity in a “normalized operating environment.”  If anything less than this comes to pass, the implication is that the group component of employees’ bonuses will be cut.

The individual component is determined with reference to an individual’s achievement of objectives and expectations and the performance of his/her division. There will also be consideration of the strategic importance of the division to the group, business strategy needs, relative performance vs. peers, market position and trends and ‘non-financial” factors (ie. cultural affinity with DB).

Deutsche Bank has got a whole new bonus structure for its executives 

It’s not just Deutsche’s employees who are being paid differently. The management board is too.

As of this year, 75% of bonuses for Deutsche’s management board are being deferred for a full five years, after which they still need to be retained for a year.

These bonuses are paid in the form of ‘annual performance awards’ and ‘long term performance awards’. Both are based on an assessment of Deutsche’s performance compared to rivals. Annual performance awards look at Deutsche’s CET1 and leverage ratios, at its costs, at its ‘value added’ and at employee commitment and behavious. Long term performance awards look at Deutsche’s relative total shareholder return compared to rivals over a three year basis, plus metrics related to its culture and clients.

Deutsche’s new long term performance awards contain some serious downside leverage based on the measure of relative total shareholder return (RTSR). If Deutsche’s RTSR is less than 100% that of its peer group, the RTSR element of management’s bonuses declines disproportionately. If it’s less than 60%, this element of managements’ bonuses declines to nothing at all.

Deutsche shall will not be comparing itself to Goldman Sachs for bonus benchmarking purposes in future

Returns at Goldman Sachs are rather a lot higher than at Deutsche Bank. Over the past three years, annual average return on equity at Goldman Sachs was 9.9%. At Deutsche RoE was negative in 2015 and 2016 and only 2.7% in 2014.

This might be one reason why Deutsche has decided it won’t be benchmarking itself against Goldman Sachs when it calculates the RTSR element of bonuses in future. Nor will it benchmarking itself against Morgan Stanley (8% return on equity in 2016). Instead, it will be comparing itself to BNP Paribas, Société Générale, Barclays, Credit Suisse, UBS, Bank of America, Citigroup, HSBC and JP Morgan Chase.

Deutsche says it’s omitting Goldman and Morgan Stanley from the comparisons because they’re too, “investment banking centric.”

Deutsche’s bankers were treated doubly harshly in 2016

We knew this already, but it’s worth reiterating. Not only did Deutsche wipe out all individual bonuses for employees above vice president level this year, but it also cut the remaining group component of their payouts to 50% of their potential level.

The really, really, really high pay at Deutsche Bank has completely disappeared

In 2015 there were people at Deutsche Bank getting paid €10m and €11m euros. In 2016 there was none of this. As the chart below shows, the number of people earning €1m+ plummeted at Deutsche last year and the number of people earning €3m+ shrunk to almost nothing. Deutsche’s millionaires didn’t disappear entirely though – there were still two people earning €6m to €7m and still 316 people earning more than €1m, which isn’t bad for a bank that made a loss.

Deutsche Bank won’t be relaxing its deferral rules for future bonuses, which are a lot harsher than rivals

Deutsche Bank is going against the grain. While banks like UBS and Barclays dial back the harsh deferral policies introduced after the financial crisis, Deutsche is keeping them.

Deutsche is being very strict about who it considers to be the “material risk takers” bound by harsh European Union compensation rules. At Deutsche, anyone above vice president (VP) level is deemed to fall into this category. And all Deutsche material risk takers have 40% of their bonuses deferred over four years. Anyone with a bonus over €500k gets the whole thing deferred.

At Barclays and UBS most employees have their bonuses deferred over three years. At Barclays, 100% deferrals only kick in for bonuses above £1m (€1.15m). At UBS you get 48% of your bonus deferred if it’s €280k or above, and you’ll never get a cash bonus greater than €1m.

On average, Deutsche pays it salespeople and traders far more than its corporate financiers or its compliance and risk people

If you’re looking for high pay no matter your level of seniority, Deutsche’s global markets division is the place to be. People there were paid 50% more than people in Deutsche’s corporate and investment bank (CIB) on average last year. This was despite the global markets division generating a 0% return on equity while the CIB generated 9%…

But pay for senior staff at Deutsche Bank is far more equal across the divisions

When you look at material risk takers at Deutsche (ie. everyone above VP level), pay is far more equal. The implication is that comparatively poorly paid juniors in the CIB are causing the disparity.

Deutsche paid its chief regulatory officer the same as the heads of its investment bank last year

If you’re looking for a measure of the increased importance of controls at Deutsche Bank, look at the way it allocated pay to senior managers last year.

For 2016, Sylvie Matherat, the German bank’s chief regulatory officer, earned €2.4m. This was identical to Garth Ritchie and Jeffrey Urwin, then heads of global markets and corporate and investment banking respectively.

It helps that senior executives waived their bonuses for last year, but still.

Deutsche is paying big guarantees to attract corporate financiers and salespeople and traders

Lastly, Deutsche Bank says it wants to deepen its M&A and ECM relationships this year, implying that it might hire some rainmakers. This being the case, corporate financiers approached by Deutsche ought to know that the bank pays guarantees. Last year, 15 people in global markets and 10 people in the corporate and investment bank got guarantees. In global markets the average guarantee was €1.3m. In the CIB it was €1.9m.


Contact: sbutcher@efinancialcareers.com


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Photo credit: Former Deutsche Bank offices in London by Nicolas Nova is licensed under CC BY 2.0.

Mid-ranking Goldman banker resurfaces at BNP Paribas

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One of Goldman Sachs executive directors has been hired by BNP Paribas after five months out of the market.

Emerging markets structurer Louis Fourie left Goldman Sachs in October 2016 and just resurfaced at the French bank. It’s not clear whether Fourie was poached by BNP or pushed by Goldman, but he quit before bonus time.

Fourie spent eight years at Goldman after joining from Barclays in 2008. With that kind of tenure he might’ve been on track for promotion to managing director at Goldman Sachs in 2017’s round of MD promotions, but Fourie hasn’t hung around to try his luck. He’s joined BNP as a director in the London office.

BNP Paribas’ traders had an excellent 2016 compared to rival European banks. BNP also plans to plans to achieve compound annual revenue growth across the corporate and investment bank of 4.5% between now and 2020, and is expanding its investment bank in Northern Europe. By comparison, Goldman Sachs cut $900m in costs and under-performed rival U.S. banks in revenue terms in 2016. In future it’s is likely to automate as much as possible under Marty Chavez.

Oliver Wyman and Morgan Stanley expect emerging markets trading revenues to rise by up to 5% this year.


Contact: sbutcher@efinancialcareers.com


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Photo credit: Imminent Resurface by Matt Cummings is licensed under CC BY 2.0.

How machine learning will eat your finance job – and how to survive

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Artificial intelligence is picking up pace in financial services and the effect on jobs could be devastating.

230,000 jobs could disappear by 2025, according to research from consulting firm Opimus, and if you think this is confined to easily-automated back office roles, think again. High-paying front office jobs could just as easily be replaced by a machine – we’ve broken out which jobs and why below.

Asset Management – 90,000 jobs will disappear

Asset managers have been struggling to justify their high fees anyway, particularly as ETFs and other passive investment strategies hoover up more investors. What’s more, human portfolio managers have been unable to maintain an edge as hedge funds and long-only asset managers alike draw on increasingly large external data-sets to inform investment decisions.

“AI will just see a reinforcement of the trend away from gut feeling and human portfolio managers and towards a quant-approach using large datasets,” says Axel Pierron, co-founder of Opimus, and author of the report.

Steve Cohen is already adopting an AI approach at Point72, ramping up its internal quant fund and scrutinising the “DNA of trades” in order to codify and replicate an elite PM using a machine. Raffaele Savi, head of developed markets at BlackRock’s scientific active equities team, believes that the machines are already beating humans in asset management and that the sector is set to tip into AI in a big way.

“Unlike quant algorithms, which tend to follow similar strategies, AI will add a competitive edge because it will draw from various different external datasets,” says Pierron. “Human judgement is still needed to interpret the data, or simply to unplug the AI when it fails to deal with market events. But the ratio of humans to machines will reduce dramatically.”

The key with machine learning, of course, is that it’s not just about building an algorithm and plugging it in – it will learn from its mistakes and evolve.

Securities services – 58,000 jobs will disappear

Back office processing is an obvious target for using machines to take-over manual processes which “add little value”, says Pierron. The cost-income ratios of securities services firms are “very bad”, he says, and they’ll look to cut costs wherever possible.

Sales and trading – 45,000 jobs will disappear

AI is likely to be used for everything in the trading process from order generation, order routing, pricing and quoting and trade execution over the next eight years, suggests Pierron. What’s more, traders are subject to the same forces as portfolio managers on the buy-side – namely, firms using machine learning to crunch huge external data-sets in the hunt for alpha. The traders who survive need to understand both programming and Big Data, he says.

For the sales teams, there’s a different proposition. Banks are trying to do more with less, says Pierron, and this means empowering sales staff with complex customer relationship management systems powered by cognitive analytics. In a nutshell, this means that a machine will make recommendations to clients based on data around their previous behaviour.

“What this means is that sales staff will still be needed, albeit in smaller numbers, but that each employee will need to take on a greater number of clients,” says Pierron.

Wealth management – 24,000 jobs will disappear

The obvious reasons for wealth management jobs going up in smoke are robo-advisers, which many predict will be able to offer better financial advice than human employees in the not too distant future. Pierron says that this will be the main reason for thinning out the ranks of private banks, but it also presents an opportunity for some.

“You have to believe that ultra high net worth individuals will want customised services and want to interact with a human. This could be a selling point for some firms,” he says.

Investment banking – 4,000 jobs will disappear

Automation can come to investment banking advisory roles, seemingly immune to the onslaught of technology. But there are things that don’t need to be done by a human being. Goldman Sachs has mapped out 146 distinct steps to every IPO, and not every one of these needs to be carried out manually, according to a recent speech by CIO-turned-CFO Marty Chavez. But Pierron’s research suggests that AI could do financial modelling more efficiently than people.

“You have bright, well-trained people just doing number crunching, and it’s not the best use of their time. A computer could take away much of the grunt work, but this will mean fewer people are needed,” he says.

Contact: pclarke@efinancialcareers.com

Photo: Getty Images

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Jefferies bolsters energy banking team by hiring MD from BNP Paribas

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Jefferies is hiring senior investment bankers in the U.S. and has continued this trend by brining in John Bills as a managing director in the power, utilities and renewables group in the bank’s New York headquarters.

He was poached from BNP Paribas, where he was a managing director and previously the head of power and structured transactions. Before joining BNP Paribas in 2012, Bills was head of structured transactions at Credit Agricole, and also spent a stint working for Barclays in New York. Before starting out in banking, he served as a lieutenant in the U.S. Navy for five years.

He’s another senior recruit at Jefferies in the U.S. this year. In January, Jefferies poached managing directors Paul Cugno from Barclays and Shaun Westfall from Piper Jaffray. The former works in the bank’s energy leveraged finance division in New York, while the latter is in consumer investment banking in San Francisco.

In December, Jefferies hired Mark Siconolfi as a managing director and the global head of power, renewables and infrastructure M&A from Goldman Sachs, where he worked for close to eight years and was a managing director and the U.S. head of power and utility M&A. Previously, Siconolfi cut his teeth in the power and utility group at Lazard.

Photo credit: artJazz/GettyImages
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The best and worst ways to sign off a work email

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You don’t want to lose sleep over the valediction on your work email, but it does matter. It’s your parting shot. It’s also your chance to be a little personal. So, what’s the strongest way to sign-off?

If you’re Jamie Dimon, it seems you’ll say nothing – just “Jamie.” The same goes for Lloyd Blankfein, who simply signs-off “Lloyd.” 

This doesn’t mean you can get away with this, however.

“For your work email signoff, don’t make it too personal and therefore strange, or too casual,” says Hallie Crawford, the founder of HallieCrawford.com Career Coaching.

Context matters, a lot.

“If you do not know the person well, it’s best to avoid overly casual communication so it is not misinterpreted,” says Alyssa Gelbard, the president of Resume Strategists, a personal branding and executive career consultancy.

We conducted an informal poll of bankers, recruiters and career coaches to find out their favorite ways to end emails. This is what we learned.

Most popular: No valediction at all

Lloyd and Jamie are onto something. Experienced Wall Streeters told us they don’t go for “Warmest regards,” “Yours faithfully” or any other cliché. They just end their email and have it roll right into their signature.

“It says you’re all business,” claims one former investment banker, who picked it up from his boss. “It’s intimidating and makes you move,” he adds.

Be warned, however, ending abruptly can be intimidating. A lack of closing can be misinterpreted as not caring, disinterested or even disrespectful, says Gelbard.

“Taking the time to type a few extra characters and write a decent email sign-off can help prevent misinterpretation by the recipient,” she adds. “The message having no closing salutation sends is that since you weren’t interested in taking any time to type a close, that perhaps you don’t care that much about the email subject or recipient.”

Safe: “Best regards” 

This is Wall Streeters’ second choice. “Best” or “Best regards” is vanilla enough to not say much about you or your relationship with the email recipient. It’s “safe” – not too casual nor too formal. A simple “Regards” is in the same camp. Some people like “Warm regards” too.

One of these is a good option when you don’t know a person well, but want to be safe and friendly, says Gelbard.

Outdated: “Sincerely/Very Truly Yours”

“What, are you living in the 19th century?” said another banker. “Sincerely,” “Yours truly,” “Sincerely yours” and “Very truly yours” are old, stodgy and overly formal. “Maybe for a cover letter, but not in the office.”

Only if you’re in the U.K.: “Cheers”

Cheers might be OK if you’re working in the City of London and don’t mind being perceived as a ‘geezer.’

Only if you’re in Italy: “Ciao”

If English is your first language, then you risk sounding a bit pretentious, but some people may be able to pull it off.

Only for the young and inexperienced: “Thanks” and “Thank you”

Unless you want to stamp “young and inexperienced” on your forehead, steer clear of thanking everyone under the sun in emails. It’s overly gracious and, worse, it “exudes weakness,” says one VP at an investment bank. Avoid “Thanks for your consideration.” Constantly thanking someone in work exchanges subconsciously places you on the bottom rung. “Looking forward to hearing from you” gives off a similarly weak vibe.

“And whatever you do, no exclamation points,” he adds.

If you know the person reasonably well: “Looking forward,” “Speak with you soon” or “Take care”

These are not super-formal, but they are totally inoffensive. A slightly less formal version is “Talk soon.”

Other tips:

  • Have a strong closing sentence: “Take the time to write a closing sentence that includes an action item, deadline you will meet or reference to a next step, and sign it, sincerely or best regards or thank you again,” says Crawford. “Be more formal than less formal in this case.”
  • Avoid abbreviations: Another pitfall to avoid is using emojis, XOXO or abbreviations like “lmk,” “ttyl,” “tafn” or “lol,” or even “Rgds.” or “Thx.” Come on, you only need to type a few characters more to complete the word!
  • Smell ya later: Along those same lines, avoid anything that’s too informal or jokey, like “Hasta la vista, baby.” Not everyone has a sense of humor, especially in a professional context. “See ya, bye or anything informal like that which you would write to a friend in a text [message] is a no-no,” Crawford said.

Photo credit: BrianAJackson/GettyImages
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What to ask in interviews with European banks, by Deutsche Bank

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In theory, it’s hiring season in the wild world of investment banks. In reality, some people are indeed moving, and they’re moving to European banks. It’s so fortunate, therefore, that Deutsche Bank’s banking analysts have recently issued a whole compendium of strategy-related questions to ask at European banking interviews.

If you’re interviewing at the Swiss banks, at the French banks or at Barclays and HSBC this year and you want to look clever and cognizant of the big issues facing each firm, you might want to pose the questions we’ve picked out from Deutsche’s analysts below (some of these play across banks). Then again, you could always ask what a typical day is like in that division.

Questions to ask when you’re interviewing at Barclays:

2016 revenue was ahead of expectations for the group. The investment bank has now enjoyed 4 consecutive solid quarters of performance. How sustainable do you think this is?

How does Barclays plan to retain passporting rights within Europe after Brexit? How much of the Barclays investment bank business is actually business with European customers?

Barclays had reduced the size of the investment bank in recent years. What is the intended mix of the investment bank and retail bank going forward? Revenue outlook suggests more pressures in the UK business due to the lower rate environment (lower NIMs). Is it fair to assume that the growth in revenues from here comes more from Barclays International? [Barclays International includes the investment bank]

Guidance for the ongoing core bank is to have £13bn of costs…How much flexibility do you have for the cost base of the investment bank? In the non-IB, salaries outsourcing and temporary staff costs are remained stubbornly high – is there a potential to reduce these? Are you expecting to increase investment in areas of the investment bank?

Questions to ask when you’re interviewing at BNP Paribas:

You target an ROE of 10% again, yet on a higher capital base than before (12% vs. 10%). Do you think that longer term the industry and BNPP will be able to generate more than 10% ROE? What would it take for you to achieve this?

What’s your view re regulatory risk, especially Basel 4 but also IFRS 9, TRIM, FRTB, etc.?

Questions to ask when you’re interviewing at Credit Suisse:

How will the investment bank be able to generate a respectable return? (Since 2014, fixed income sales and trading market share has declined from 6.5% to 3.5% while equities sales and trading has declined from c9.0% to 7.0%. At the same time, there are issues with APAC IB where management has indicated a challenging start to 2017.)

What is the potential impact of Brexit on Credit Suisse’s operating model & related costs? What are your expectations of both temporary and permanent regulatory spend over the coming years?

Questions to ask when you’re interviewing at HSBC:

HSBC recently revised its target from $4.5-5bn of annualised savings to US$6bn, with a revised CTA of US$6bn vs. US$4- 4.5bn. Please discuss what areas these cost savings are being made? Are there are any revenues attached to these cost savings? How do you allocate costs to the individual businesses and regions within HSBC? In the long-run what do you think your cost/income ratio will be?

Currently HSBC has c.US$30bn of capital making ~1% RoE in the USA Bank. Even with some upstreaming of capital these return levels remain extremely low vs. peers. What is the plan to improve these returns and what is the long-term strategy for the US business?

Given components of the global banking and markets business are in Europe, Asia and US subsidiaries, how is this business managed globally, and how are RWAs / capital / revenues / costs allocated across these geographies?

Questions to ask when you’re interviewing at SocGen:

French political risk – what’s your view and what’s the risk for SocGen?

What to ask when you’re interviewing at UBS:

How is UBS dealing with its potential litigation risks? (UBS faces the risk of fine from US residential mortgage backed securities as well as French cross-border tax investigation. It recently lost its appeal at the European Court of Human Rights and expects other countries to file similar requests.)


Contact: sbutcher@efinancialcareers.com

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Morning Coffee: Goldman Sachs analyst saved miserable $4.5k a year. Top hedge fund doubling London staff

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If you get an analyst job at Goldman Sachs you’ll be able to save a lot of money, maybe pay down the debts generated by your education, save for a deposit for a house. Right? Err, not necessarily.

When Goldman Sachs surveyed its interns last summer it found their number one aspiration was saving money. People who want to work for Goldman Sachs are thrifty types who want nothing more than to own their places. However, the experience of one former Goldman analysts suggests the savings rate among young people at the firm may not be all that.

Scott Belsky spent four years working at Goldman Sachs. During that time, he saved…$18k. What went wrong?

Firstly, timing. Belsky started at Goldman in 2002, after the tech boom turned to bust and September 11th happened. Banks still paid good money in 2002, but far less than in previous years. Even allowing for inflation, Belsky didn’t save much: in current prices that $4.5k of annual savings would be equivalent to around $5.5k.

Secondly: positioning. Belsky lived in New York City, which is expensive, and he didn’t go for wage maximization in the front office. He stuck to what he describes as, “a very mundane job on the trading floor,” followed by two years working at Pine Street – Goldman’s training facility.

Thirdly: enthusiasm. Belsky wasn’t especially enamored of his job. “A year and a half in, I realized this was not where I was going to spend my career,” he told Business Insider.  Even so, leaving was hard. Goldman Sachs was like a, “comfortable womb,” Belsky recalls.

Nonetheless, leave he did and after taking an MBA at Harvard Business School, Belsky invested his $18k in a company which he subsequently sold to Adobe for $150m. Saving half your compensation at Goldman Sachs is so overrated.

Separately, Chris Rokos is hiring. The ex-Brevan Howard, ex-Goldman Sachs star trader who started a fund in London two years ago, wants some new macro fund managers following a reported $2bn increase in assets under management. Rokos Capital Management currently employs 22 people according to the FCA Register. Only five of these are portfolio managers. Rokos reportedly wants to hire five more in a “gradual expansion.” The last person to join was Marcus Browning from Bluecrest in December.

Meanwhile:

Living the dream: computer science graduates live 40 to a house in San Francisco as they look for jobs in Silicon Valley. (Venturebeat) 

Deutsche says equities sales and trading revenues are up, as are fixed income sales and trading revenues. But at a diminishing rate. (Bloomberg) 

Bank mergers are back on the table. Bank of America just poached Eric Bischof, Morgan Stanley’s veteran FIG dealmaker. (Financial Times) 

Mysterious exits from Credit Suisses’s struggling Asian business. (Bloomberg) 

Why banks can’t compete with Google’s Deep Mind for staff attraction: “At Princeton, I was with people I considered brilliant. But I couldn’t resist the opportunity to come here.”   (Financial Times) 

Just because you’ve lived in the UK since 1999 and have a British wife, don’t assume you’ll automatically be able to stay after Brexit. (BigStory) 

Citigroup’s got an on-call ethicist which it consults on weighty questions of right and wrong, supplementing its armies of lawyers and compliance officers. (The Hive) 

Reclusive conspiracy-theorist hedge fund billionaire who likes his shampoo bottles full has been funding Trump. (New Yorker) 

A parachute battalion will be training at Barclays in Canary Wharf. (Daily Mail)


Contact: sbutcher@efinancialcareers.com


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Six new hedge funds, private equity companies and boutiques launching in London

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Even as the UK government is poised to pull the trigger on Article 50, new hedge funds, private equity firms and boutiques are launching in London. Here’s our pick of the new companies launched in the past three months, according to the Financial Conduct Authority register tracked by corporate finance boutique IMAS.

Asper Investment Management:

Asper Investment Management spun out of private equity firm Hg Capital in August last year and was given regulatory approval in December. It’s focused on investments in renewable energy, and so far has four employees, seconded across from Hg Capital. These include head of renewable energy Luigi Pettinicchio, Luis Quiroga, a director in renewables and Emma Tinker, also a director in renewable energy investments.

Avery Row Capital Partners:

Avery Row is an investment manager and advisory firm focused on the emerging markets, and was set up by former Deutsche Bank trader, Prandeep Patel. He was previously head of illiquids and head of Africa at the German bank, but left in August 2010 for a role at Duff & Phelps. Avery Row was given regulatory approval in December. Shailen Modi, a former partner and group COO at hedge fund Cube Capital, has also joined as a partner. The firm has also hired Joel Bensoor, a former emerging markets trader at Deutsche Bank, as an investment analyst.

Centric Advisors:

Centric Advisors is another example of a senior investment banker deciding that they’re better off working for themselves. In this case, Arnold Holle, a former managing director at Piper Jaffray who has also worked at Goldman Sachs and UBS, has decided to launch a boutique investment bank focused on the consumer goods and retail sectors. So far, it’s just Holle and Philipp Klaus, who previously worked as an analyst on the European consumer and retail investment banking team at Piper Jaffray.

Clermont Asset Management:

Clermont Asset Management is the new venture of Baris Bayazit, a former commodities trader at Barclays investment bank in London who has been running his own firm, BQRT, for the past 18 months. Bayazit has teamed up with co-founder Eytan Behmoaras, a former associate in J.P. Morgan’s emerging markets structured finance team who has been working as an investment consultant for the past eight years.

Kuvari Partners:

Vikram Kumar, the former manager of the $496m long-short focus fund at hedge fund TT International, has spun out the fund from his former employer and has been building his team for the new independent venture, Kuvari Partners. Andrew Baker, who was in charge of business development for the fund at TT, has joined as a partner, Pádraig Hayes, the former COO at Jabre Capital Partners in Geneva, has moved to London to take the same role at Kuvari. Alex Hugh, a senior investment analyst at TT International, also joined as a partner and Shyam Kumar, a manager on TT International’s long-short equity fund, has also joined and Andre Wynd, a former analyst at hedge fund MSK Capital Partners, has been hired as a trader.

Westbeck Capital Management:

Westbeck Capital Management is the hedge fund set up by ex-CQS Asset Management portfolio manager Will Smith, and Louis Le Mee, who worked for BlueGold Capital, back in February 2016, but it has only just received regulatory approval. So far, it’s been managing the money of its partners, but is expected to raise capital from outside investors later this year. Also on board is Jon Mellberg, the former head of Tudor, Pickering, Holt & Co, and Jari Habib, who joined as COO from now-defunct hedge fund, Abydos Capital Management.

Contact: pclarke@efinancialcareers.com

Photo: Getty Images

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Goldman Sachs needs a lot more MDs in Frankfurt

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Will it be Frankfurt? Will it be Paris? As Theresa May prepares to push the button on Article 50, banks are preparing to push the button on Brexit contingency plans. Richard Gnodde, chief executive of Goldman Sachs International, said today that the bank will add “hundreds of people” in continental Europe as it moves into phase one of its planning. Goldman has licensed offices in both Frankfurt and Paris, Gnodde said, adding that the bank will be upgrading its European office space and taking on extra headcount soon.

So far, there’s little sign that Goldman will be taking on this headcount in Paris. The firm’s own jobs pages mostly contain jobs in London and Warsaw. There are no current openings in the French capital, but there are some revealing vacancies in the German financial centre.

Goldman is advertising for a compliance officer to work on regulatory affairs in Frankfurt. Several weeks ago it was also advertising for a recruiter to join its Frankfurt human capital team. The two roles suggest Goldman is looking to strengthen its BaFin-focused compliance team, and to boost Frankfurt headcount.

The German vacancies follow claims in Handelsblatt that Goldman Sachs is planning to move 3,000 jobs out of London, of which 1,000 will be shifted to Frankfurt in a new subsidiary known as ‘Europe SE’. Back office and support jobs will reportedly be shifted to Warsaw while region-specific relationship managers will be shifted to France and Spain. Notably, Goldman is also currently advertising for a recruiter in its Warsaw hub and is preparing to shift a partner in its human capital management team to Poland.

As we reported previously, if Goldman’s plans come to pass, its London office could shrink back to the size it was in 1999.  This will unfortunately coincide with the opening of its fancy new office in Farringdon, which may need to be sublet. Goldman denied the Handelsblatt allegations when they came out in January.

Frankfurt headhunters say there’s been little sign of a rush to hire the traders and senior managers Handelsblatt predicted Goldman will locate there. This might be because it’s not happening, or that people are being shifted internally, or that the firm needs to get the compliance and infrastructure hires in place first. “You’re going to see the middle and back office hires before the front office,” says the head of one Frankfurt finance search firm.

Speaking off the record, the headhunter adds that Goldman’s Frankfurt business is very bottom-heavy ever since the firm shifted management roles to London following the financial crisis. Although Goldman employs around 200 people in Frankfurt, he claims there are fewer than 10 front office MDs in the country. We count seven, including Jörg Kukies and Wolfgang Fink, co-heads of the German business, Thomas Veit in fixed income sales, Tilo Dresig, head of the financial institutions group, Michael Strafuss, co-head of FICC sales, Michael Schmitz in equities and Thomas Fischer in IBD.

Since 2009, the headhunter says Goldman’s Frankfurt juniors have had to move to London if they want to progress: “You start your career in Frankfurt and then you have to move to London because Goldman – like most international banks – doesn’t have a bunch of MDs here.”

This could soon change, but for the moment Frankfurt recruiters say hiring across the market is heavier at the bottom end of the pyramid. Elena Barclay at the German office recruitment firm Dartmouth Partners, says demand is exceptionally strong for analysts, associates and VPs to work in the investment banking divisions of major firms or in private equity companies.”Last year, hiring here was quite low and this year we’re finding that all the bulge bracket and tier two and three players are active.” She adds that it’s not necessary to be German to work in Frankfurt: “The American banks are quite flexible about German native speakers – as long as you speak a bit of German and are willing to learn more you may be considered.”

Barclay says first year IBD analysts in Frankfurt can generally expect a salary of €65k-70k (£56k-£61k) plus a 50% bonus. This is more than in London, where analyst pay typically tops out at around £72k. Frankfurt analysts are renowned for working hard though. In December last year, a Frankfurt analyst at Goldman Sachs collapsed at 2.30am whilst working on a live deal.


Contact: sbutcher@efinancialcareers.com


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2017 pay for analysts and associates, by bank

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Who got paid down in the most recent bonus round? It wasn’t the associates. The latest investment banking division (IBD) salary and bonus review from London recruitment firm Dartmouth Partners suggests pay for associates at all levels is marginally up on last year following recent bonuses. Analysts haven’t done too badly either. It’s only at senior VP level that significant cuts start to bite.

“Analysts and associates have been largely protected,” says Logan Naidu, Dartmouth Partners’ CEO. “The higher up the chain you go, the greater chance of disappointment. VPs have been largely frustrated. Directors and MDs more so.”

Dartmouth’s new survey suggests you can now expect to earn an average of £72k ($90k) in total compensation (salary AND bonus) in your first year in M&A or capital markets at a major bank in the City of London. This rises to £202k seven years’ later, as per the chart below.

Some banks, however, pay more than others. And the highest payers aren’t necessarily the banks you’d expect. We’ve broken out salaries and bonuses on a bank-by-bank basis in the table below. The most notable features are as follows:

  • J.P. Morgan and Bank of America consistently ranks among the highest payers for analysts.
  • UBS consistently ranks among the highest payers for associates.
  • At associate 3 level, the highest paying bank (UBS) pays £10k more than the lowest paying bank (BAML)
  • Citigroup’s weirdly generous to its associate Os (recently promoted analysts).
  • Despite its reputation for low pay, Morgan Stanley doesn’t pay badly when you’re a junior in IBD.







Contact: sbutcher@efinancialcareers.com


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Photo credit: Banker by James Broad is licensed under CC BY 2.0.

One of the most senior employees leaves hedge fund Blue Mountain Capital Management

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Jes Staley is not the only J.P. Morgan alum to depart from Blue Mountain Capital Management.

Now, Peter Greatrex, managing partner and head of private investments, has left the firm, according to filings on the Financial Conduct Authority and his online profile. He left in January after nearly 10 years at the hedge fund.

Greatrex joined Blue Mountain in 2007 from J.P. Morgan, where he was an executive director and portfolio manager for the bank’s credit portfolio. He has held various senior roles during his time at Blue Mountain including head of research and head portfolio manager on the firm’s fundamental credit portfolio.

Blue Mountain has made a habit of hiring from investment banks, especially J.P. Morgan. As well as Staley and Greatrex, founder Andrew Feldstein worked for J.P. Morgan for ten years before going it alone. Chief operating officer Michael Liberman worked for J.P. Morgan and Goldman Sachs, while Alan Gerstein, a portfolio manager, also came from Goldman Sachs.

Blue Mountain has been losing people in its London operation over the past year after a period of expansion. It currently has 24 people registered with the Financial Conduct Authority, down from 33 in April last year.

Its latest accounts – to December 2015 (released late last year) – suggest that Blue Mountain added three employees and had a headcount of 47 in London. On average, it paid £353.2k ($440k) per head.

Contact: pclarke@efinancialcareers.com

Photo: Getty Images

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Goldman Sachs has started cutting from its brokerage in the U.S.

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Goldman Sachs focused its U.S. layoffs on its trading floor and IBD last year. Now, it’s turned its attention to the back office and client-facing broker-dealer professionals.

Goldman Sachs has laid off various people – vice presidents and above – from its execution and clearing division, some based in New York, others in Chicago.The latest exits come from its Goldman Sachs Execution & Clearing (GSEC) subsidiary, which provides brokerage and investment services.

The VPs include Brian Seiter and Kenneth Tapia, both based in Chicago, as well as New York-based Ronald Artzi and Keith Muccigrosso, according to sources close to the situation.

Meanwhile, New York-based managing director Robert Boylan has also left Goldman. He worked at Bloomberg for close to 13 years followed by five years as a director at Credit Suisse before joining Goldman’s equities division in 2010.

Seiter joined Goldman in 2005, Tapia in 2012, Artzi in 2007 after coming over from Bank of New York Mellon and Muccigrosso joined in 2010.

“These former GSEC coverage guys have been slowly but surely chopped over the last several years,” the source said. “I think they’re mostly a victim of the move towards coverage reps that are more quant-focused and can help with algo selection, analytics and etcetera.”

A Goldman spokesperson did respond to an inquiry but had not commented at the time of this article’s publication.

Back in 2014, Goldman got rid of less-profitable prime-brokerage clients and told others that it needed to charge bigger fees in order to justify holding the capital on its accounts.

Photo credit: tusumaru/GettyImages
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