Fix the Pitch

How to craft compelling, dazzling pitchbooks. Thoughts, ideas, and inspiration to help construct advanced financial analysis, build stunning data visualizations and tips for mastering client meetings.

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Tried and tested techniques to foster client relationships and become a “trusted advisor”

Junior bankers, do you know your optimal stopping point?

When creating pitchbooks for senior bankers, when is an further effort a waste of time? Recently, I wrote an article discussing the differing perspectives of junior bankers versus senior bankers when it comes…

Adrian CrockettAdrian Crockett

You created a pitchbook. So what?

When creating a lengthy pitchbook for a client meeting, how asking "so what?" can ensure you are delivering insights and not just repeating data. “If I am to speak ten minutes, I need a week for preparation;…

Adrian CrockettAdrian Crockett

Investment bankers and micro-content, an emerging love story

Sending a sample chart to a client in advance can save hours in pitchbook production. Ask any junior banker on what they spend the most time and producing content is likely to be near the top of the list. As…

Adrian CrockettAdrian Crockett

Should investment bankers optimize email subject line length?

The average person receives over 100 emails a day. How can you ensure yours is read? The average business person receives 125 emails a day. That’s one every three minutes. When I worked at Credit Suisse, I re…

Adrian CrockettAdrian Crockett

Pellucid Book Club: Originals: How nonconformists move the world

Before a meeting, you should imagine everything could go completely wrong. How the Pellucid Book Club works: Each month two books are nominated. A vote is taken on which to read and a few weeks later we get t…

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What bankers can learn from the military

The army's "after-action reviews" help it perfect strategies and learn from mistakes. Which is exactly why you need to adopt the process. The U.S. Army’s Opposing Force (OPFOR) is always the enemy. Based in…

Adrian CrockettAdrian Crockett

Nice guys finish first

In banking, focusing on practical skill development will get you far, but it won't get you the corner office. Clients need to like you before you can execute their deals. Type A. Competitive. High achiever. A…

Adrian CrockettAdrian Crockett

For meetings, better never than late

Five minutes early is on time. On time is late. Late is unacceptable. Why you should apply the "start time rule" to meetings. Perhaps because of our relative isolation, or maybe because we were more willing t…

Adrian CrockettAdrian Crockett

Why I won’t accept your LinkedIn invitation to connect

How junior bankers should expand their network and the tactic they should avoid. You’re new to the industry, you’re enthusiastic about building relationships and connections, and LinkedIn is like a massive ne…

Adrian CrockettAdrian Crockett

How to get clients to say “yes”

The more often a client says yes, the more often a pitch leads to a mandate. And data visualizations can be used to get you there. We’re all vulnerable to the persuasion and influence of others. From teenage…

Adrian CrockettAdrian Crockett

Curation: It doesn’t only belong in a museum

If you can curate information to the needs and interests of clients, you can cut down on pitchbook churn. Ask junior investment bankers on what they spend most of their time, and pitchbooks will usually be th…

Adrian CrockettAdrian Crockett

I can kanban, can you?

How adopting the kanban methodology, investment bankers can better manage and update client resources and strategies while on the move. At Pellucid Analytics I get to work with many non-bankers. My team has a…

Adrian CrockettAdrian Crockett

What investment bankers can learn from chess

Supercomputers changed the way chess is played. What does this mean for investment bankers? You think this is going to be about how chess can teach critical thinking, don’t you? Nope. And nope, this isn’t a…

Adrian CrockettAdrian Crockett

How to find the best answers to client questions

When, "Is there anything else I can help you with?" leads to oddball questions from clients. “Is there anything else I can help you with?” How many of you conclude client meetings with this question? If you d…

Adrian CrockettAdrian Crockett

Not even Goldman Sachs can clone bankers

As banks introduce solutions to attract and retain employees, what are the technology strategy considerations? Goldman Sachs recently announced new initiatives for its analyst program. Notably quicker promoti…

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