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Developed Europe Sales Team

Overview Methodology

When it comes to making investment decisions in the European, Middle Eastern, and African markets, investors want the real thing.

“In emerging markets, the human touch as ever is very important to have the pulse of the markets and, ultimately, make more informed decisions,” said Camille Asmar, head of equity sales for CEEMEA at HSBC. “You have to walk around the streets of Istanbul and Johannesburg or go to Riyadh and see exactly what is happening on the ground, how the population is behaving and thinking.”

For much of the past 18 months, as the world grappled with Covid-19, this due diligence by investors was rendered nearly impossible due to lockdowns causing business travel to cease. But fortunately, the top equity sales and corporate access providers in the regions were there to step up...

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To select the members of Institutional Investor’s 2021 All-Europe (Developed Europe) Sales Team, we invited participants in the broader research survey to rate the firms on their generalist and specialist sales teams.

For Best Specialist Sales, voters rated the salespeople in each sector on a scale from 1-5. A numerical score for each sector was produced by weighting each vote based on both the responding firm’s European equity commissions and their rating.

Using those scores, ranks were then determined. Salespeople were designated runners‐up when their scores came within 35 percent of the third-place scores. We received responses from 1,437 money managers at 658 firms.

For Best Generalist Sales, voters rated firms on 6 attributes: adding value to research, global context, idea generation, market knowledge and feel, service and responsiveness, and understanding client needs. We received responses from some 1,400 buy-side money managers at 704 firms.

Each vote was weighted by the voting firm’s European commission range and the rating awarded to create the rankings. The Generalist Sales Leaders table was calculated by adding together a firm’s overall scores within each attribute to produce a table of the top ten firms. Voters are required to meet eligibility requirements, and all ballots are subject to review by II’s Research Operations Group.

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