How can RApportTM help debt capital markets groups?

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Areas of Interest

The ability to substantiate unique capabilities and relationships can create competitive advantages in a number of areas:

  • Platform Marketing – Establish credentials other firms cannot easily counter by using innovative perspectives to frame comparisons
  • Financial Sponsors – Become a preferred financing partner
  • Differentiated Processes – Execute processes that demonstrate unrivaled thoughtfulness and provide client friendly data on a near real-time basis
Potential Benefits

There are a number of potential benefits, both financial and non-financial:

  • More Mandates – Win more pitches
  • Favorable Negotiations – Make compelling arguments during fee negotiations by documenting how the firm has been actively providing value
  • More First / Early Calls – Create mindshare that can help ensure inclusion on shortlists and avoid deals done away
  • Optimal Buyers Lists – Supplement selection processes with analyses of previous behavior, both of the potential acquiring firm and the decision-makers involved
  • Exceptional Processes– Establish a reputation for delivering well organized, client-friendly processes that are based on insights gained from proprietary data
  • Firm-wide Brand Promotion – Easy to use tools that provide the right data at the right time
Available Resources

Your firm has assets other than capital that can be used to generate benefits:

  • Intellectual Capital – Sector expertise; insights into companies of interest to issuers and sponsors
  • Expert Contacts – Ability to make introductions to sponsors and management teams
  • Sales Team – Ability to utilize market acumen and contacts to delivery proprietary insights
  • Process Execution – Thoughtful, well-implemented processes reinforce reputation as a market leader
  • Creative Financing – Establish the Scarcity principle by demonstrating a history of creativity
  • Considerate Relationships – Reasonable terms and approach to commitment terms and fee requests
  • Data Goldmine – Capturing and leveraging data can make all this possible
  • Process Execution – Wide-spread adherence to adopted protocols ensures seamless operation and messaging

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How can RApportTM help apply the
Principles of Influence?

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Facts and processes that reinforce your point can affect a desired outcome

Reciprocity
Idea generation for sponsors
Sector expertise
Insight into target companies
Executive introductions
Relationship investment analyses
Scarcity
Exclusivity of insights
Limited number of introductions
Creative financing
Relationship investment analyses
Authority
Number and breadth of mandates by financial sponsors
Sector activity: # deals / market share
Number of sole mandates
History of successful financings
Industry awards and recognition
Consistency
# deals with particular sponsors
Sponsor inclusion in X% of mandates
# of early and/or exclusive looks given
Frequency of meetings and ideas generated
Liking
# of previous deals together both as a firm and personally
Appreciative, personal comments during meetings and other events
Systematic congratulatory notes regarding successful transactions with other firms
Alignment of coverage between firms
Systematic monitoring of news source to recognize matters of personal interest and generate personal notes
Optimization of invitations to entertainment/relationship building experiences
Consensus
Sector activity: # deals / market share
Financing league tables
Pitch / win rate
Pitch opportunities relative to other sponsors

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What are some of the things you will be able to say?

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Facts and processes that reinforce your point can affect a desired outcome

Sponsors

Collaboration

Our suggested allocations for our past three transactions together only varied from your final list by X%.  
We have arranged X introductory meetings with companies of interest to you during our past two conferences.   
During the past 18 months, we have provided X beneficial financing strategies for Y of your portfolio companies.   
We introduced your company to X debt managers that manage $Y billions and have reputations for having reasonable, long-term perspectives.    
Our firm has offered and delivered X executive introductions in Y sectors to your firm during the past 18 months.   

Sponsors

Relationship Management

We regularly review our relationship investment analysis to ensure we allocate our efforts to firms that consistently reciprocate. Here is our view of our firms' relationship and where it falls relative to other sponsors.     
We have provided X ideas and offered Y introductions during Z meetings during the past two years, but we have only been given a chance to be involved in XX% of your firm's transactions.   
Part of our relationship investment analysis is an assessment of how well we think we worked together on opportunities. We had great experiences on most of our interactions, but a few instances gave us some ideas about how we can work better together.   

Debt Investors

Relationship Management

In the last 10 syndications where we led and your firm invested, your firm's allocations were in the top decile six times and were no lower than the top quartile.    
We have suggested your firm for anchor roles on sponsor subordinated debt X times in the past 18 months. [icon-princples-reciprocity]  
Full allocations went to firms that have demonstrated their commitments are real by acting filling out the position in the secondary market.   
We were unable to include your firm in the pre-marketing sessions because your firm has only committed early X% of the time, which is below the average of Y% for other firms.    

Platform Marketing

Process Differentiation

When issuers utilize our syndication process model, the order book is oversubscribed before the bank meeting X% of the time.   
We have proprietary data on investors regarding their activity in this sector and behavior both during processes and in the secondary market. This information will allow us to provide very specific reasons for why we are suggesting we include each investor.    
We are the only firm that can provide you direct access to near real-time process status updates on your mobile devices.  
The allocation process will be efficient and quick because our platform enables us to together dynamically online.  

Risk Management

Mitigations

Because of the relationships we have built with our focus lenders and sponsor ABC, we have obtained $100 million of anchor orders ahead of the bank meeting.    
Our practice of pre-marketing deals ahead of the bank meeting has resulted in oversubscription to X% of the deals in the past 18 months for a total of $Y million dollars of excess commitments.  
Since sponsor ABC adopted our model for syndication processes their last three transactions have been over-subscribed by an average of 25%.   
We are asking for these commitment terms because our data indicate that on a relative basis we are assuming more risk that we typically do with other sponsors.    

Client Service

Convenience

Unlike most firms, our automated system is able to provide you whatever data you would like about the syndication process in whatever format would be best for you.  
Many of our clients appreciate a unique service we provide: we will map your investor identifiers with ours so that when we provide lender lists you will be able to incorporate the data into your system without any additional work on your end.   

Sponsors

Collaboration

Our suggested allocations for our past three transactions together only varied from your final list by X%.  
We have arranged X introductory meetings with companies of interest to you during our past two conferences.   
During the past 18 months, we have provided X beneficial financing strategies for Y of your portfolio companies.   
We introduced your company to X debt managers that manage $Y billions and have reputations for having reasonable, long-term perspectives.    
Our firm has offered and delivered X executive introductions in Y sectors to your firm during the past 18 months.   

Sponsors

Relationship Management

We regularly review our relationship investment analysis to ensure we allocate our efforts to firms that consistently reciprocate. Here is our view of our firms' relationship and where it falls relative to other sponsors.     
We have provided X ideas and offered Y introductions during Z meetings during the past two years, but we have only been given a chance to be involved in XX% of your firm's transactions.   
Part of our relationship investment analysis is an assessment of how well we think we worked together on opportunities. We had great experiences on most of our interactions, but a few instances gave us some ideas about how we can work better together.   

Debt Investors

Relationship Management

In the last 10 syndications where we led and your firm invested, your firm's allocations were in the top decile six times and were no lower than the top quartile.    
We have suggested your firm for anchor roles on sponsor subordinated debt X times in the past 18 months. [icon-princples-reciprocity]  
Full allocations went to firms that have demonstrated their commitments are real by acting filling out the position in the secondary market.   
We were unable to include your firm in the pre-marketing sessions because your firm has only committed early X% of the time, which is below the average of Y% for other firms.    

Platform Marketing

Process Differentiation

When issuers utilize our syndication process model, the order book is oversubscribed before the bank meeting X% of the time.   
We have proprietary data on investors regarding their activity in this sector and behavior both during processes and in the secondary market. This information will allow us to provide very specific reasons for why we are suggesting we include each investor.    
We are the only firm that can provide you direct access to near real-time process status updates on your mobile devices.  
The allocation process will be efficient and quick because our platform enables us to together dynamically online.  

Risk Management

Mitigations

Because of the relationships we have built with our focus lenders and sponsor ABC, we have obtained $100 million of anchor orders ahead of the bank meeting.    
Our practice of pre-marketing deals ahead of the bank meeting has resulted in oversubscription to X% of the deals in the past 18 months for a total of $Y million dollars of excess commitments.  
Since sponsor ABC adopted our model for syndication processes their last three transactions have been over-subscribed by an average of 25%.   
We are asking for these commitment terms because our data indicate that on a relative basis we are assuming more risk that we typically do with other sponsors.    

Client Service

Convenience

Unlike most firms, our automated system is able to provide you whatever data you would like about the syndication process in whatever format would be best for you.
Many of our clients appreciate a unique service we provide: we will map your investor identifiers with ours so that when we provide lender lists you will be able to incorporate the data into your system without any additional work on your end.

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Let's discuss how RApportTM could help your firm stay ahead of the competition