Banking can be a grubby business and perhaps no part is grubbier than the process of pitching for business. The dark art of winning mandates is what separates rainmakers from losers. And mastering the art of marketing to clients is as crucial for a banker as the technical science of knowing how to price risk.
Peter Geldart has written what he calls a 'monograph' aimed at helping young bankers learn how to position their bank and their own services. Geldart is well placed to know what he is writing about, having been a banker for 23 years in London and Hong Kong.
He also spent five years...
