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The 2017 All-Brazil Sales Team

The firm snagged the top spot in Institutional Investor’s annual ranking of the country’s best sales teams.

BTG Pactual has landed the top spot in Institutional Investor’s All-Brazil Sales Team, a yearly ranking of the best sales groups serving investors in Brazil equities.

The team dethroned Itau BBA, which had previously held the top spot for two years in a row but fell to fourth place in this year’s survey.

“We try to consider every single client as a client with potential to grow,” Thiago Faganello, who works on BTG’s equity sales team, said by phone. “We realize that in the future, some of our smaller clients could grow.”

Approximately 392 buy-side analysts and money managers at 248 institutions, which manage an estimated $115 billion in Brazil equities, voted in the 2017 survey.

The firms were ranked on the following criteria: best at providing special services, best understanding of client needs and customized service, knowledge and effective communication of research product, most proactive in facilitating/integrating access to analysts, quality of idea generation, quality of relationship, quality of service intensity and responsiveness, and best global context for Brazil portfolios.

“To have the best service, you have to have a good product,” Faganello said, referring to BTG’s consistently high ranking in Institutional Investor’s All-Brazil Research Team.

The runner-up to BTG Pactual was Bradesco BBI, which jumped six spots to rank second in this year’s survey. Credit Suisse also moved up the list, climbing one rung to third. J.P. Morgan rounded out the top five.