Canada Sales Team

Ranking Overview Methodology

RBC Capital Markets has secured the No 1. spot in the debut of Institutional Investor’s All-Canada Sales Team.

BMO captured second place while Scotiabank followed in third. CIBC and Bernstein took fourth and fifth, respectively.

Voters were asked to consider five attributes including the sales team’s ability to add value to research, provide a global context, and generate ideas. And pandemic year or not, those ideas and a client-centric approach remain paramount, according to Bernie Allion, head of equity sales in Canada for RBC Capital Markets.

“It’s about taking a team approach in all aspects of the business to deliver the best solution for the client,” Allion said. “Clients continue to look for the best ideas and advice from their trusted advisors. This has not changed. A good idea is a good idea. Good advice is good advice.”

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2021 marks the third year of running the Canada Research survey.

This year’s survey included a new macro category, ESG, allowing asset managers to recognize those firms with investing expertise in the Environmental, Social and Governance (ESG) sector.

Selection Criteria

To select the members of the Canada Research Team, Institutional Investor solicited opinions of directors of research and investment professionals at asset management firms with a commission and/or a research wallet of at least US$100k and who are recognized as using sell-side research advisory services. For this survey, we received responses from 364 individuals at 249 firms. The names of individuals surveyed are kept confidential to ensure their continuing cooperation.

Participants rated their top firms in each sector and then separately rated individual analysts at those firms to create two distinct rankings for each sector. A numerical score was produced by weighting each vote based on the responding firm’s commissions or assets under management in the sector and the rating awarded. This created the Commissions and AUM-weighted rankings.

Using those scores, ranks were determined. Firms/analysts are awarded a “Runner‐Up” position if their score comes within 35 percent of the third-place score in a sector. For the analyst rankings, the cut-off date for individuals is the date of the survey opening (1st June 2021).

Voters must meet strict eligibility requirements, and winners must achieve a minimum vote count. All ballots are subject to review by the Research Operations Group.

These rankings were compiled by Senior Editors Tucker Ewing and Denise Hoguet and Researchers Denise Best and Xiao Lu.

In addition to Research, voters were invited, this year, to rate firms on Sales criteria at the firm level only. Voters could rate firms for their overall Generalist Sales across six performance attributes. The top 10 tables were produced based on aggregated commission-weighted or AUM-weighted points.

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