为大亨提供融资也可以帮助投资银行家赢得特定交易。摩根士丹利在这方面成功施展了一记妙招——去年其在最后一刻从高盛和瑞信手中抢走了保险公司平安(Ping An) 47亿美元定向股票增发的独家承销权。这次胜利的原因在于,摩根士丹利为包含约10位投资者的财团中的一位大亨提供了足够融资,从而帮助提高了整个财团为这笔交易支付的价格。
Putting one over on your rivals is always nice (and rare, in a deal of that size) but tycoonfinancing hits another banking sweet spot, namely making money by bringing together privatebankers and traditional dealmakers. In theory, investment bankers unselfishly introduce newlyminted millionaires, post-float, to their private banking colleagues. They bring in the investmentbanking team to advise on dealmaking. Real relationships are rarely that smooth, but finding away for the investment bank to satisfy a private client’s need for funds to bet on shares is aquick win for both sides.
戏弄你的对手总是件乐事(在这种规模的交易中也实属罕见),但大亨融资还冲击了银行业的另一个获利点,也就是把私人银行家和传统的交易撮合者聚集起来以从中谋利。理论上,投资银行家无私地将公司上市后新出炉的百万富翁介绍给私人银行业的同行。后者也引入投资银行业团队为促成交易提供建议。现实中的关系鲜有如此顺利的,但找到一种办法让投资银行满足私人银行客户投资股票的资金需求,对双方来说都是速效的双赢局面。
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