Equity Sales Briefings as a Multiplicator in Investor Relations
This is the first book known on Equity Sales Briefings or so called Broker Relations. Equity Sales Briefings with brokers of investment banks is a new field for investor relations and hardly researched. By briefing the brokers of an investment banks or independent broker house, the company gets in direct touch with the sales team. These sales manager are the direct contact to the institutional investors. So far, companies more or less concentrate on communication with analysts of investment banks.
To our knowledge, equity sales briefings are being used only for capital market transactions: selling shares in the primary market. Latest research shows that large investment banks in London, so called bulge brackets, call companies for equity sales briefings when needed for important secondary market transactions.
Co-Author Gerd Onken
Gerd is a consultant with Helbling Corporate Finance in Düsseldorf. He holds a degree in Business Administration of the Hanzehogeschool, Groningen (Netherlands) and studied at the Helia University of Business and Applied Sciences, Helsinki (Finland). Currently he finishes his Master in Management Consulting at the Carl Ossietzky University Oldenburg.
