To select the members of Institutional Investor's newly designed Emerging EMEA Sales Team, we invited participants in the broader research survey to rank (1st-4th) generalist salespeople based on 8 attributes. We received responses from more than 270 buy‐side analysts and money managers at 209 institutions, which manage an estimated $236 billion in emerging EMEA equities.
The 8 sales attributes are: 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 & Responsiveness; Which Sales Team Provides the Best Global Context for Emerging EMEA Portfolios. Scores were produced for each firm based on the size of the respondent institutions' Emerging EMEA equity assets under management and the place it awarded to the salesperson (first, second, third or fourth) per attribute. The final overall score for each firm was then used to establish the Top 10 Best Generalist Sales Firms.
The individuals surveyed are kept confidential to ensure their continuing cooperation. Voters must meet eligibility requirements, and winners must achieve a minimum vote count. All ballots are subject to review by our Research Operations Group, and final results may be inspected by an independent auditor.
The 2018 Emerging EMEA Sales Team ranking was compiled by Senior Research Editor Tucker Ewing, Research Editor Denise Hoguet and Researchers Denise Best and Xiao Lu.