Contents:

Introduction

PART I: ASSESSING CANDIDATE BANKS

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1. The Paradigm Shift: The Negotiating Advantage

2. Using an Independent Adviser or Consultant

3. How an Adviser / Consultant Can Best Add Value

4. The Beauty Parade

5. The Invitation Email

6. The Confidentiality Agreement

7. Length of the Request for Proposal (RFP) and Weightings

PART II: THE RFP

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1. Market Conditions

2. Market Positioning

3. Valuation

4. Execution Considerations and Team

5. Marketing Considerations

6. Fees and Expenses

7. Credentials and Other Considerations

8. Checklists

9. Information on the Issuer

PART III: INTERVIEWING INVESTMENT BANKS

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1. Interviewing Research Analysts

2. Drawing up a Shortlist

3. Obtaining Financing

4. Format of Oral Presentations

5. Dealing with Further Marketing Efforts

PART IV: FORMALLY APPOINTING LEAD BANKS

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1. How Many Lead Banks?

2. Selecting Investment Banks

3. Communicating Declines

4. Managing Leaks

5. The Engagement Letter(s)

6. Customary Principles for Placement Agreements

7. The Kick-Off Meeting

8. After the Kick-Off Meeting

Conclusion

Appendix 1: Sample Invitation Email

Appendix 2: Sample Score Sheets

Appendix 3: Example of Request for Proposal (RFP) Questionnaire

Appendix 4: Example of Decline Email

Appendix 5: Example of Request for Bank Financing

Appendix 6: Example of Terms Sheet for an IPO

Appendix 7: Example of Reminder on Confidentiality

Appendix 8: Useful Clauses for Mandate Letters

Appendix 9: Example of International Placement Agreement Principles

Appendix 10: Examples of Items for Work Allocation among Lead Banks

Appendix 11 - Other Parties to be Appointed for an IPO

Glossary

Notes and References

About the Author

Index

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