Watch the FT Live Digital Dialogues: Investment bank leaders discuss deal flow operation challenges and opportunities for growth

June 20, 2022

In a live webinar hosted by the Financial Times, Clare Hart, CEO of Williams Lea, joined three top operational leaders in the investment banking industry, Carlos Manteiga Bautista, COO Corporate & Investment Banking of Santander, U.S.;  Patricia Pascual Ramsay, Partner & COO of Alantra; and Jeff Sousa, COO, Global Operations and Technology Business Management & Solutions of BNY Mellon, to discuss the challenges investment banks face with deal flow operational processes and efficiencies.

The webcast recording is available to view on-demand.

Here are some of the key points made during the discussion:

• Automating investment bank operations and processes have been instrumental in driving efficiencies into deal flow processes. Additionally, client-facing technology tools have enhanced client collaborations, relationship building, and have fostered new deal flow opportunities.
• Offering hybrid and flexible work models, robust technology capabilities, and continued training to investment bank teams have enabled investment banks to recruit and retain top talent – and have helped their deal flow teams remain highly productive. One panelist said, “Folks are in a nimbler kind of state. I think technology investments are definitely interesting metrics and probably one of those in favor for larger banks, but I (also) think the concept of agility is very important and one that maybe larger banks can actually struggle with. We have to keep an agile mindset.”
• When operational teams and bankers utilize technology and outsourced pitch book creation, new business presentations, creative design, and administrative support services to their full advantage, bankers can focus on developing, nurturing, and closing more deals. “We’ve definitely seen an increased appetite to outsource business support services, because firms want to stay focused on core business,” said Williams Lea CEO Clare Hart. “We produce millions of pitchbooks for investment banks and financial services firms, and with all the M&A activity, the biggest message we’ve heard is, ‘Great, keep going, but you have to add technology.’ That’s a real focus area, and we need to keep driving efficiencies.”