Money for the Bank: A Banker's Guide to Marketing

Banking is a complex, competitive business in which success can never be taken for granted. Investment bankers need to rely not only on their own skills and the capabilities of their banks, but on careful preparation, good marketing presentations, a thorough understanding of the customer, an awareness of the pitfalls, persistence, common sense and an ability to learn from their own and other peoples' mistakes.Written by a veteran banker with five years of firsthand experience as a corporate customer of investment banks, MONEY FOR THE BANK offers guidelines and suggestions for trainees and associates starting their careers in banking (especially international banking). Experienced investment bankers who read the book will be encouraged to think about how they can improve their chances and win more business."Peter Geldart has made a significant contribution with this practical and useful guide to one of the most important, yet least appreciated, topics in banking: developing new business. The insights shared in this book are relevant for everyone seeking an edge against their competition." Frank Packard, former Head of Asia-Pacific Project Finance, Bank of America"Clear, direct, incisive and well written, Money for the Bank is an atypical manual which is a pleasure to read and a handy reference." James Fairbairn, Director, Wighams Capital Partners Ltd"All investment bankers will take away something from the author's observations, but they will be of particular value to those starting off in the business." Robert McGregor, Managing Director, Société Générale"I wish I had read a book like this when I started in investment banking. It would have saved me many late nights and disappointments." Nicole Kwan, former Director, Citicorp International Ltd Peter Geldart has worked in banking and finance, in both London and Hong Kong, since 1975.