Page 11 - NAFIF-2019-Facility-Reference-Guide

North American Fixed-Income Facility 2019
Top Keys to Success

1. Recording Interviews remains a top priority for this year. Remember to record
the entire interview as this assists us tremendously when we verify
trading volume figures and transcribe open-end commentary. Double
check that you entered the RPs volume figures correctly. This process will help
alleviate a large internal undertaking towards verifying volume figures and gives
us more accurate and reliable data. This is a top priority for NAFIF interviews.

2. There is tremendous value in the open-end commentary we collect and it has
been getting better every year. The insights are in the details so try to probe
for unique insights that are particular to a specific dealer. Broad
statements like “sharper pricing” and “more liquidity” are heard quite often by
dealers so detailed actionable comments are key.

Here are the major banks that are full-service shops, ones that should draw a
comment from most RPs regardless of the product: Bank of America Merrill
Lynch, Barclays, Citi, Credit Suisse, Deutsche Bank, Goldman Sachs,
JPMorgan, Morgan Stanley, and Wells Fargo. Other very important banks
that are involved in most products are: HSBC, Jefferies, and Nomura.

UBS is re-emerging in certain product areas and is very relevant on the e-
trading side. They have also made recent hires in credit and even munis. RBC
and TD are two Canadian banks making a significant push in US fixed income
too, and we’re very interested in feedback on them.

3. Collecting sales rep names remains an incredibly important aspect of our
deliverables. It gives credibility to sales related questions if the RP can name
the person they are evaluating. It also broadens the scope of some newer
deliverables we are developing around sales performance. Sales Rep names
from last year’s interview are provided in your toolkits. Please make sure to
ask about each rep from each bank – thank you!

4. We’re continuing to offer a bonus for complete dealer lists. If you get 9+
banks on average, you get the bonus. The reason we’re doing this is because
it’s vital that the banks get fair representation among the customers they’ve
worked hard to service.

5. Client Outreach (Call out the Vote) – We will continue to receive a large and
increasing amount of client outreach support from dealers. We are using our
client’s resources to solicit this information so please make sure we
capitalize on it. They should all be considered ‘live leads’. To this end, keep a
close eye on your email for notifications. Your feedback on how the process can
be improved is welcome so please let us know. Call Out the Vote Codes are
024 or 096.

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