Académique Documents
Professionnel Documents
Culture Documents
com
IPO Execution
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Due diligence
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Our Approach
Strong Culture
Clear Policies and Procedures
Training and Education
Rigorous Oversight
Reward and Strict Enforcement
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Do you hold yourself and those who work with you to the
highest of standards?
Do you first ask yourself: "Is it right?", rather than "Will this
this
be profitable" or "Is it legal"?
Do you consistently seek help and a "second set of eyes"
on ethical issues?
Do you learn from your experience - and that of others and modify your behavior accordingly?
Do you respect the confidentiality of the information you
receive?
N
W
E
S
Exercise Leadership
What does it mean to act like a leader in the realm of
business judgment?
Do you actively welcome discussion of all issues /
questions / concerns regarding business judgment?
Do you look for telltell-tale signs of poor judgment? What are
the signs?
Do you demonstrate the need to stay well within
guidelines?
When someone shows poor judgment or seems accidentaccidentprone, do you take decisive action?
Communicate
Have you articulated clear, simple
business practice guidelines to
your people? Are your people
clear on what exactly you expect
of them?
Do you encourage proactive and
open communications with clients
in which you transparently identify
and discuss real or perceived
conflicts, problems or sensitivities
and discuss the risks/rewards of
their choices?
Do you include your people/your
manager in business practice /
business selection decisions?
Do you tell your people how they
are doing on a regular basis?
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Controllers
Management
Controls
Compliance
Legal
Supervisor, Desk
Head, Team Leader
Human
Capital
Management
Global
Operations
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Targeting
Targeting
Solicitation
Solicitation Phase
Phase
Due
Due Diligence,
Diligence,
Documentation
Documentation and
and
other
other Preparation
Preparation
Premarketing
Premarketing
Roadshow
Roadshow
Pricing
Pricing
Closing
Closing
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Project
Project
Organisation/
Organisation/
Internal
Internal Tasks
Tasks
Project
Organisation
Selection of
Advisors
Grey/
Restricted List
BIG Checking
Commitments
Committee
Red Flash
Sales Memo
Sales Call
Case Study
Post Closing
Matters
(Advertising,
Expenses)
External
External
1
2
Due
Due
Diligence
Diligence
Documentation
Documentation
Prospectuses
Stock Exchange
Filings
Historical
Financials
Comfort Letters
Legal Opinions
Underwriting
Agreement
Agreement
among
Underwriters
Agreement
between
Syndicates
Closing
Documentation
Legal
Business
Financial
3rd party
BringBring-downs
Valuation
Valuation
Review of
Business
Plan/
Financial
Projections
Capital
Structure
Dividend
Policy
Valuation
Price Range
Offering
Offering
Structure/
Structure/
Marketing
Marketing
Syndicate
Structure
Corporate
Governance
Management
Incentives
Employee
Tranche
Analyst
Presentation
Research
Reports
Red Flash
Sales Memo
Sales Call
PrePre-Marketing
PR Campaigns
Roadshows
Pricing &
Allocation
Trading
Settlement
Greenshoe
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Use
Use of
of Proceeds
Proceeds
Corporate
Corporate Governance
Governance
Board Composition
Executive vs. Non-executive Directors
Management
Management Incentives
Incentives
Type of Accounts
Timetable
Level of Disclosure
MIS
Financial
Financial Reporting
Reporting
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Capital
Capital Structure
Structure
Dividend
Dividend Policy
Policy
Shareholder
Shareholder Base
Base
Investor
Investor Relations/
Relations/
Public
Public Relations
Relations
Primary/Secondary Mix
Leverage
Free Float
Dividend Yield
Dividend Payout Ratio
Semi-annual vs. Annual
Institutional vs. Retail
Domestic vs. International
Employee Ownership
Staff/Resources
Senior Management Involvement
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Business Reasons
Business selection
To identify and understand business and financial risks
involved in each transaction
To enable us to describe and market the business to
potential investors through the prospectus, information
memorandum, roadshow and/or other marketing activities
To enable us to perform valuations and give merger advice
To enable us to deliver well-grounded fairness opinions
To enhance commercial effectiveness in other assignments
by furthering our understanding of and familiarity with
industries
To protect our reputation our most important asset
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International Sanctions
Recent Developments
Increasing focus on compliance with national and
international sanctions programs by financial institutions and
investment banks
Sanctions Programs
US Treasurys Office of Foreign Assets Control (OFAC)
United Nations
European Community
EU Member States
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Environmental Policy
Take the environmental impact and practices of our clients and
potential clients into consideration as we make business selection
decisions
Encourage clients conducting industrial and agricultural activity in
environmentally sensitive areas to do so with the appropriate
safeguards
Encourage issuer clients to make appropriate disclosure with
respect to the environmental impact of their businesses, including
greenhouse gas emissions, and the potential consequences to their
businesses of changes in environmental regulation
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Checkings. Meetings and calls with customers, suppliers and potentially with
regulators
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IBD Legal
Advise on legal, policy and reputational issues
Advise on transaction structure and execution
Actively involved in underwriting agreement negotiation
Actively involved in due diligence issues
Review offering documents, sales memos, opinions,
comfort letters, certificates and other deal documentation
Advise on banking/research issues
Resource for standard form documents, including
underwriting agreements, transaction timelines, etc.
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IBD Compliance
Advise on compliance, policy and reputational issues
Responsible for policies and procedures in IBD
Actively involved in compliance training programs
Responsible for various initiatives driven by the IBD
Business Practices Committee
Manage regulatory and litigation inquiries, requests and
investigations; manage and mitigate mistakes and incidents
Responsible for surveillance in IBD, including email
Oversee individual compliance matters, including personal
trading, private investments, outside business activities and
broker-dealer registrations
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Compliance
Current Areas of Focus
Publicity
IPO Allocations
Corporate Governance
Anti-Trust
Anti-Money Laundering
Consultants Policy
Copyrighted Materials
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Corporate Finance and ECM will drive the valuation process with input from
Research
Accurate and optimal valuation is the combination of numerous critical elements
and inputs
Corporate
Corporate Finance
Finance
s business
Company
Review
Review of
of Company
Companys
business plan
plan and
and projections
projections
Input
from
due
diligence
process
Input from due diligence process
Equity
Equity Capital
Capital Markets
Markets
-marketing
pre
Input
Input from
from prepre-marketing
process
process
Judgments
Judgments on
on size,
size,
comparable
comparable analysis,
analysis,
pricing,
pricing, valuation
valuation
Equity
Equity market
market conditions
conditions
Maximise
Maximise flexibility
flexibility of
of
size/price
size/price range/pricing
range/pricing
Choice
Choice of
of valuation
valuation tools
tools and
and methodology
methodology
Discounted
Discounted Cashflow
Cashflow Dividend yield
Comparable
Comparable analysis
analysis NAV
EVA
Sales
Sales multiples
multiples
EBITDA
multiples
Merger market
EBITDA multiples
transactions
Earnings
Earnings multiples
multiples
Analysis
Analysis of
of IPO
IPO Valuation
Valuation at
at various
various prices
prices
Valuation
Valuation
a ll
W
se
e
in
Ch
Research
Research
Industry
Industry and
and business
business
expertise
expertise
Create
Create operating
operating model
model
Identify
Identify relative
relative value;
value; public
public
market
market valuation
valuation
Develop/assess
Develop/assess
attractiveness
attractiveness of
of equity
equity story
story
Use
Use knowledge
knowledge of
of investors
investors
for
for valuation
valuation feedback
feedback
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Valuation Process
First Valuation
Discussion
Preparatory
Phase
PrePre-Marketing
Bookbuilding
Pricing
Preliminary valuation
assessment
Management
projections
Determine reference
group of comparable
companies
Review of Domestic/US/
European market
environment
Judgment based on
current industry market
and management
projections
Due diligence
Review projections
Value
Value-maximising
strategy
Research
publication
Price range
Company
comparables
Due diligence
Advise management on
valuation tradetrade-off between
conservative planning and
expectation management
Analyst meeting
IPO
IPO Offer
Offer Price
Price
Valuation
"price talk"
Price talk
talk
Determine inflection
point between price
maximisation and
investor quality
Scarcity and valuation
tension
Bottom: compelling
valuation for
leading institutions
Top: compelling
valuation for
Company and
current
shareholders
Wider than usual price
range if necessary
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Drivers of toptop-line
growth
Flexibility within
the boundaries
created by
comparables
comparables
valuation
Either:
IPO
IPO
Economic
environment
Competitive
scenario
LongLong-term
trends
Follow
Follow
on
on
Costs
Regulatory
framework
then...
then...
Research Analyst
Presentation
Valuation
...and
...and
keep
keep in
in
Mind...
Mind...
Neutral
Strong plus in
marketing the
story
An issue to be
overcome by a
strong story
Capital Structure
Follow
Follow
on
on
Drivers of capital
structure and interest
expense
Objective
Enable research analysts to
write research reports for
publication before the
offering (not in US, Canada
and Japan)
Provide information to
analysts in order to allow
prepre-marketing with
investors
Who To Attend
Research analysts from
members of the placing
syndicate
Experienced industry
specialists
Content
Very detailed analysis of the
company
companys
Track record
Current operations
Future strategy
Can
Cant include company
forecasts except verbal
statement
Strict
StrictChinese
Chinese Wall
Wall between
between
Corporate
Corporate Finance
Finance and
and Research
Research
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Prospectus
drafting
Prepare
Committee memo
Prepare sales
memo
Prepare and
organise analyst
presentation
Prepare roadshow
presentation
Support roadshow
logistics
Respond to
investor/
salesforce
questions
ECM
Develop sales
captain strategy
Organise sales
call
Organise premarketing
Organise
Roadshow
Run the Book
Coordinate with
salesforce and
syndicate
Communicate
bookbuilding
status
Price
Allocate
Exercise
Greenshoe
Research
Prepare research
report
Help crafting of
equity story
Conduct sales-call
Conduct premarketing (one-onones and group
functions)
Communicate
investor feedback
Assist salesforce in
selling effort
Cover the stock on
ongoing basis
Salesforce
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