Starting with risk management

In spite of all the advances made in trading
technology, clients are still willing to pay
more to complete trades rapidly. Clients
do not place a premium on processing
services, perhaps seeing them as part
of the basic package provided by an
investment bank.

Another important consideration is that investment banking
clients increasingly expect and value
cross-product service and coordination.
Access to research and research analysts
was mostly seen as a basic service and
was very unlikely to be a catalyst to
switch providers.

We were surprised at the low value given to access to
senior corporate executives. Many
investment banks have long felt this
was a particularly valued service