Zaki Abushal

03/02/2010 Author: Zaki Abushal

The value of cap intro

Give or take, there were 66 prime brokers operating in one form or another as of last week. Of the 66, around a third fall into the bulge bracket – mid/small-tier full service offerings, and of the rest, more than 40 are ‘boutique’ .

Call the mini-primes what you want, they still offer pretty much the same service to the industry. Most provide an introductory service, catering to small hedge funds’ need to raise capital. An expensive business if you’re fee-based, and even more burdensome if you run a commission-based prime broker model.

With the emphasis today very much on capital raising, the panellists at last week’s HFMWeek New York breakfast briefing, which tackled the future of prime brokerage, all agreed on just how difficult it would be to raise money in the year ahead; an environment that technically should play into the hands of the mini-primes. As such, many smaller PBs and hedge funds are ramping up their sales teams. Even the larger prime brokers are replenishing their cap intro teams as the hunt for assets builds.

But not everyone is convinced that cap intro offers the larger prime broker anything other than a sunk cost that may yield a chance to cross sell to a client in the future. For Sam Hocking, head of prime brokerage sales at BNP Paribas, there’s still value in cap intro, just not as much as the mini primes would have you believe. There is money out there, but it’s hard to find, and very expensive, even for a bank, to maintain a dedicated team to look for it.

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