Case Study

PROBLEM

Our client, a leading global investment banking platform, sought to augment its capabilities in one of its Canadian offices, in the areas of infrastructure, natural resources and M&A. The proven ability to “do more with less” and succeed without relying on a balance sheet was paramount, given that the firm is not a lender in Canada (and does not have retail distribution). Further, this assignment required candidates to demonstrate their capacity to attract untapped Canadian mid-market companies as clients (for both equity and M&A), including a focus on “orphaned” domestic companies. Given the lean team in place, the Search Committee asked DES for a slates of candidates who possessed the strategic capability to leverage the firm’s global M&A platform, while also displaying commercial dealmaking skills (ie: bring Cdn. companies to global buyers and select US/global acquisition targets to Cdn. seeking to expand internationally).

APPROACH

DES conducted the search by identifying candidates at Canadian investment banks (both bank-owned dealers and independent boutiques). In addition, DES approached investment bankers who worked at the Canadian subsidiary offices of the various US-based and other global investment banks who operate in Canada (including candidates who were in transition). Finally, on a selective basis, we identified and approached Canadians who work in the US & UK who cover infrastructure and natural resources companies (as well as M&A bankers who were more agnostic), but who desired a return to Canada.