Module Four
Mastering Internal Presentation
Summary
In this module, we help participants perfect their presentation and communication skills with internal counterparts.
Being able to communicate effectively and present an investment idea clearly is extremely important in both investment banking and investment management.
Target Audience
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Early-career buy-side or sell-side equity research analysts with 0-3 years of experience.
Certificate
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Each participant receives the Denny Ellison certificate.
Course Format
Duration
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Minimum of 2 hours
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4 hours if delivered in greater depth
Delivery
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Video conferencing (Zoom, Webex)
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In person at our clients' offices
Region
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We are based in London, UK
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The module can be delivered globally
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We have delivered this course to professionals in the USA, France, Hong Kong and India
Class Size
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Typical class size is 10 participants (min of 3)
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For individual mentoring, please contact us directly
Training Mandate
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The program is typically offered to in-house research analysts as part of:
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Learning & Development schemes
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Graduate Training Programs, or
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Research Management initiatives.
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Customisation
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We tailor each session to be relevant, practical, and aligned with your investment research approach and learning & development goals.
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For each delivery, we will determine together the optimal format, including:
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The duration
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The depth of each subject
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The level of interaction with participants
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The delivery style (coaching or teaching)
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The amount of assessment and feedback to management
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Expected Results
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Participants can expect to gain a deeper understanding of:
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How Sales and Traders want research analysts to pitch their ideas to them
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What Portfolio Managers want on the buy side
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How to communicate effectively
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How to present a clear and well structured investment recommendation
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How to handle objections and defend your ideas effectively
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Syllabus
Section 1
Sell-Side Presentation
How to present to Sales and Traders on the sell-side
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Understand who they are, what they want
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Communicate effectively
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Mastering your pitch
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Maintain regular interaction
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Learn from them
Section 2
Buy-Side Presentation
How to communicate effectively and present to PMs on the buy side
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Understand who they are, what they want
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Communicate effectively
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Mastering your pitch
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How to deal with pushbacks
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Develop a trustworthy relationship
Specialist Instructors
Dr. Zafar Khan. Zafar has nearly 40 years of experience in equity research, including over 20 years at sell-side broker Societe Generale, where he was the Head of European Capital Goods and Head of Research. After becoming MD he developed the global Aerospace & Defence franchise. He has a PhD in computational Fluid Dynamics and an MBA from Bayes Business School.
"In my 40 years of experience on the sell side, building a trustworthy relationship with Sales and Traders is key."
Guy Norman. Guy has nearly 10 years of experience in buy-side equity research covering a broad range of industries including Tech, Resources and Financials, He worked at Standard Life and Border to Coast Pensions. He started his career at Accenture in London covering UK Telecoms. He holds a Bachelor of Arts in Philosophy from the University of Cambridge.
"I still remember the first time my PM challenged me on my stock pitch. I have learned to anticipate her questions and address them up front."
Eveline Varin. Eveline worked at Morgan Stanley as a sell-side equity research analyst in the Consumer sector for many years. Before that she worked at Dresdner Kleinwort Wasserstein in the general Retail sector. Eveline holds a master’s degree in international management from ESCP-EAP and conducted her classes prépartoires at Lycée privé Ste Genevieve.
"Sales and traders have limited time to listen, so it's crucial to be concise and to the point when presenting to them.
