The Performance Criteria Matrix for Investment Banking

Vice President Senior Vice Managing Director

President/ Director
Professional Skills
Product Knowledge Fully knowledgeable in Fully operative in a Has the broadest, most
several banking wide range of banking in-depth strategic
coverage and/ or product coverage and product knowledge of banking
areas. Able to apply areas or is a highly products and services.
knowledge to specialized expert in a Commands respect for
complicated situations. single industry or knowledge and insight
Knowledge contributes product. Able to apply among vast array of
to profitable business knowledge to people (inside and
results. complicated situations. outside). Able to apply
Knowledge leads to knowledge to the most
profitable business complicated situations
results. and for greatest profit
and business
development.
Analytical Skills/ Displays thorough Has mastered theoretical Highest level of
Problem Solving Ability knowledge of theoretical and applied banking technical expertise in
and applied investment techniques. Identifies corporate or municipal
banking techniques. the relevant issues and financing. Significant
Identifies the key issues skillfully analyzes experience in resolving
and skillfully analyzes complex problems to complicated,
problems to reach clear reach insightful unprecedented
conclusions. Respected conclusions. Respected problems. Highly
for analytical ability. for analytical ability and developed planning and
opinions. organization skills.
Oral Communication Effectively conveys Can persuasively deliver Can articulate the most
complex ideas and Firm a broad range of substantive issues
views in a persuasive material in a public clearly and concisely.
manner. Comfortable setting. Completely at Persuasively adept with
making client east with and adaptable most senior members of
presentations. Responds to audience. Responds firm and clients. Adapts
well to unanticipated well to difficult well to all audiences.
questions. questions. Acute Presents self confidently
listening skills. and sincerely. Responds
thoughtfully to difficult,
unexpected questions.
Acute listening skills.
Written Communication Writes convincing, Writes persuasive Assumes ultimate
thoughtful and thorough memoranda, letters and accountability for
memoranda, letters, and opinions. Able to substance, conclusions
opinions. Takes deliver the firm’s work and quality of written
responsibility for product in articulate, materials prepared by
substance, conclusions written form. self and others.
and quality. Eloquent and persuasive
in written word.
Work Quality/ Takes personal Strong, broad-based Work product of self
Execution responsibility for team business execution and unit meets highest
work product and skills. Structures standards of quality and
business execution. assignment deadlines timeliness. Through
Ensures that and work plans that are most senior staff
 commitments to clients responsive to client members, directs actions
are met. needs. Ensures that and operations of
client assignments are department to meet
executed to firm broad business
standards. objectives.
Initiative/ Commitment Displays a high degree Displays a high degree Displays the highest
of commitment to the of initiative and has level of commitment to
firm. Actively and exhibited a willingness the firm. More
willingly contributes to to make a long-term importantly, instills
assignments and internal commitment to the firm. dedication, achievement
matters. Accepts Eager to be an effective and enthusiasm of staff.
responsibility for role model and
assignment and client consistent contributor.
coverage. Eagerly seeks
new challenges.
Judgment/ Decision Displays insight, Displays insight, Acts wisely and has
Making discretion and good discretion and good authority to commit
judgment in making judgment. Is discerning divisional and firm
decisions and dealing regarding attractiveness capital and/or resources.
with colleagues and of business Impact of decisions/
clients. Demonstrates opportunities. Is able to actions can have
perceptiveness and make decisions, take substantial firm and/ or
intuition in a wide range appropriate actions and client consequences.
of situations. Willing to to commit oneself. Insightful about business
make decisions and Follows through with opportunities and risk
follow through with strong implementation implications.
strong implementation skills.
skills.
Imagination/ Creativity Consistently Actively looking for Envisions future
demonstrates opportunities to develop directions and
willingness and ability new approaches to meet innovative strategies to
to generate thoughtful, goals. Able to develop meet broad division and
creative approaches to and implement firm objectives.
client needs. insightful strategies.
Displays ability to apply
creative strategies that
achieve important goals
and results.
Flexibility/ Versatility Adds value in several Adds value in several Strives to change and
different areas. different areas. Is create conditions for
Displays a broad range developing into a well- creativity and productive
of interpersonal and rounded banker; able to risk-taking. Possesses
professional skills. Has contribute ideas across broad range of
exhibited the ability to the firm. Has exhibited investment banking
perform a variety of the ability to perform a skills and positive
investment banking variety of investment interpersonal attributes.
assignments. banking assignments at Able to operate in
a senior level of diverse firm and client
responsibility. environments.
Professionalism Displays the highest Displays highest ethical Upholds the highest
ethical standards and standards. Performs level of integrity and
behavior consistent with effectively under dignity. Shows physical
the firm’s values and pressure. Honors and intellectual stamina
long-term objectives. commitments and under enormous
Works well under focuses on important pressure. Places firm’s
 pressure with other firm objectives. Promotes goals ahead of personal
professionals and sets a behavior that embodies ambitions.
behavioral example for the firm’s ideals.
more junior
professionals. Behavior
is viewed by colleagues
and clients as exemplary
firm values.
Commercial
Orientation
Client Relationship Commands respect and Commands respect and Creates and implements
Building/ Influence on confidence of clients confidence in clients. Is client relationship/
Client and has influence. sensitive to clients’ business development
Sensitive to clients’ objectives and strategies. Maintains the
objectives and constraints and is able to highest level of business
constraints and is able to identify and create ethics and client
identify and help create business opportunities. sensitivity. Has superb
business opportunities. Persuasive with clients client insights. Able to
Developing negotiation and able to influence persuade and influence
skills. clients’ decisions. Good others at highest levels
negotiation skills. (i.e. CEO, Chairman,
Governor). Excellent
negotiating skills.
Clients have complete
confidence. Probably
well known within the
industry and/ or sphere
of expertise.
Selling/ Cross-Selling Knowledgeable about Thoroughly Actively promotes and
the firm’s business. knowledgeable about establishes cross-selling
Successfully markets a the firm’s businesses. capabilities for the firm
broad range of firm Successfully markets the to meet client needs and
services in response to full range of firm firm goals. Successfully
client needs and cross services in response to markets the full range of
departmental goals. client needs and cross firm services.
departmental goals.
Commercial Instinct/ Recognizes profit Proactively identifies Outstanding ability to
Revenue Contribution opportunities and and follows up on develop and close
exhibits behavior business opportunities. business transactions.
consistent with long- Demonstrates ability to Envisions new
term revenue close transactions. Is opportunities and
maximization. developing the skills produces financial
requisite to running an results.
investment banking
business or municipal
finance area.
Management Skills
Leadership & Can function well as a Functions well as a team Clearly, credibly and
Management of team leader. Can supervisor and leader in consistently articulates
Personnel manage assignments, the Department. visions and strategies.
direct activities of team, Communicates Fosters commitment,
delegates objectives, priorities and creativity, collaboration
responsibilities performance standards. and mutual trust among
appropriately. Trains Delegates team members.
and develops junior responsibilities Challenges staff to risk-
 team members by appropriately. Trains taking and highest level
instruction, involvement and develops junior of achievement.
and example. members by instruction, Sensitive to individual
involvement and vs. group needs and
example. Is respected cultural diversity of
by subordinates, peers staff. Is fair in all
and supriors. aspects of compensation
and promotions. Fosters
meritocracy. Leads by
example.
Performance Is a responsible and Responsibly and Exemplary contribution
Management thorough contributor to thoroughly contributes to the performance
the performance to the performance management process. Is
evaluation process. management process. an effective coach and
Ensures that reporting Ensures that mentor to subordinates.
subordinates are subordinates have goals Conducts constructive
properly evaluated and and are properly and thorough
coached toward firm evaluated, mentored and performance appraisals.
performance standards. coached. Provides Provides developmental
Takes personal developmental opportunities and assists
responsibility for opportunities and assists in career management.
managing the in career management. Through personal
performance of business Takes responsibility for example, leads firm
coverage and execution subordinates’ toward fairness,
groups. Takes contribution to the objectivity and
responsibility for performance continuous improvement
subordinates’ management process in the management and
contribution to the and encourages active evaluation of personal
performance evaluation participation through performance. Seeks and
process and encourages strong personal uses developmental
active participation example. Seeks and feedback to enhance
through strong personal uses developmental own performance.
example. Seeks and feedback to enhance
uses developmental own performance.
feedback to enhance
overall performance.
Attracts, Develops & Sets a positive example Sets a positive example Plays a leadership role
Retains a Diverse in treating a diverse to others in treating a in the recruitment and
Workforce workforce with diverse workforce with development of a
sensitivity, fairness and sensitivity, fairness and diverse workforce.
respect. Plays a respect. Plays a Actively promotes
leadership role in the leadership role in hiring, career
recruitment, recruitment, development and
development and development and retention of a diverse
retention of a diverse retention of a diverse workforce. Helps build
workforce. Promotes workforce. Promotes the firm’s managing
the firm’s policies the firm’s policies diversity policies and
internally and internally and practices. Promotes the
externally. externally. firm’s policies internally
and externally.
Project & Time Sets priorities and Sets realistic project Sets realistic project
Management realistic project objectives and time objectives and time
objectives. Is schedules. Is responsive schedules. Leverages
responsive to clients, to clients, individuals own and others’ time
individuals and team. and team in a timely effectively. Responds to
 Establishes work manner. Establishes clients, individuals, and
schedules, meets work schedules, meets team in a timely manner.
deadlines and modifies deadlines and modifies Establishes work
them as needed. them as needed. schedules, meets
Devotes appropriate deadlines and modifies
attention to critical them as needed.
matters. Devotes appropriate
attention to critical
matters.
Management of Firm’s Ensures efficient use of Ensures efficient use of Judiciously commits
Resources the firm’s resources. the firm’s resources. firm capital and/or other
Draws effectively on Draws effectively on resources for maximum
appropriate resources appropriate resources effectiveness.
and areas of expertise. and areas of expertise. Successfully balances
Does not waste time and Treats other firm revenue-generating
resources of other firm professionals as activities with cost
professionals. business partners. Does awareness and
not waste others’ time sensitivity to staff
and resources. capabilities.
Firm Contribution
Team Player Skills Assumes a leadership Actively participates in Puts firm franchise and
role in the coordination cross-selling and creates objectives ahead of
of cross-divisional opportunities for other departmental and
efforts. Is helpful and divisions. Seeks to personal goals.
cooperative with all firm involve other divisions Commands respect and
professionals. in business development confidence from peers
Contribution firmwide efforts. Works and highest level of firm
meets the same effectively as part of management. Actively
standards of quality, global team; shares participates in and
timeliness and accountability and promotes cross-selling
professionalism as resources. Is of the firm’s services.
contribution within the considerate of other Works effectively as
division. Works well divisions’ needs and part of global team;
with others both within objectives. Is viewed by shares accountability
and outside the division. other divisions as and resources.
Contributes to and effective, professional
involves others as and cooperative.
appropriate.
Contributes to firm & Takes a leadership role Assumes a senior Actively leads by
External Related in the recruitment of leadership role in example and plays a key
Community junior personnel. recruiting employees. Is role in recruiting staff
Displays strong an active proponent of members. Active
commitment to firm values and goals of the proponent of values and
goals and values. firm. Performs as an goals of the firm.
Participates in internal effective role model for Excellent role model.
projects designed to the division. Major contributor to
benefit the firm Participates in internal recruiting and/ or firm
community. and external/ industry activities, committees or
related community task forces as well as
activities for the benefit external/ industry related
of the firm. events, organizations,
panels, etc.