The syndication desk and sales management have the final approval as to which clients get the meetings. The syndicate desk puts together a deal book. The deal book and road show schedule changes several times during this process and can change multiple times within a day. Each time there is a change the entire sales force must be notified and a new road show schedule must be produced and distributed. Sales people become very frustrated because they must contact their client to reschedule.
Additional frustration occurs because the meeting confirmation process can take several days.
Sales people must constantly check with the syndicate desk for status of their meeting request. Bear in mind that there can be several deals going on at the same time. Therefore, changes in deal books and road show schedules and approval request status can be difficult to coordinate. Copyright 2001 INT Media Group, Incorporated All Rights Reserved.