Engage with sales to score new investors and tap into market intelligence, urges Cowen
When IROs list ways to tell their stories to investors, they invariably turn to the usual suspects: sell-side analysts, conferences, non-deal roadshows, and traditional and social media. A broker’s sales force – that cadre of individuals whose job it is to match buyers of equities with opportunities – rarely leaps to mind. And yet a savvy sales force at a research-centric brokerage firm can help an IRO make a company’s business case to a far wider audience.
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