An underappreciated tool: the broker’s sales force

Dec 17, 2013
<p>Engage with sales to score new investors and tap into market intelligence, urges Cowen</p>

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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