Sutherland Research Overview

Research Services

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Table of Content
 Sutherland Global Services Overview
 Sutherland Research Services
 Trainee Analyst Program

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Corporate Snapshot
• Established in 1986 and headquartered in Rochester, NY
• Incorporated in New York, with 100% owned subsidiaries in India, Philippines, Canada,
Background and
Corporate Structure

•
•

Mexico, UK, Nicaragua, Egypt, UAE, and Bulgaria

Private Equity capital from Oak Investment Partners and Standard Chartered Private
Equity
Privately held and minority owned

• Leading provider of research & outsourced services for the Banking & Financial Services,

Business and
Clients

Insurance, Technology, Telecommunications, Retail, Healthcare, Airline & Travel, and
Government markets
• Services include:
– Business Transformation Services: Process Consulting, Business Solutions, Platform
Development, Global Transition
– Knowledge Process Outsourcing: Business & Financial Research and Analytical
Services
– Back-office Management Services: Industry Specific Back-office Processing &
Corporate Services (F&A, HRO, and Enterprise Help Desk)
– Front Office Management Services: Technical Support, Customer Care & Account
Management
∀∼ 80 marquee clients: 84% of Revenue from Fortune 1000, 63% from Fortune 500, 46% from
Fortune 50

© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

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Corporate Snapshot
• Rightsourcing™, best location and talent, blended delivery processes
• 31 Delivery Centers in US, Canada, India, Philippines, Mexico, United Arab Emirates, and
Infrastructure
and People

Financial and
Operating Metrics

•
•
•

Bulgaria
ISO, PCI DSS, COPC and PCMM Certified; Six Sigma Disciplined
Culturally meshed and operationally effective global team
Over 29,000 professionals and growing

• Growing at 25%+ annually
• Profitable and a strong balance sheet.
• Diversified revenue base. No single client contributes greater than 20% of total revenue

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Global Footprint

Sales and Support
Office in UK
+ Work @ Home

Center in Bulgaria
Sofia, Sofia City

Centers in Canada
SSM, ON
Windsor, ON

Center in UAE
Dubai

Center in China
(planned)

Centers in US
Rochester, NY
Syracuse, NY
VA Beach, VA
Houston, TX
+ Work @ Home

Centers in Philippines
Makati (Manila)
Pampanga (Clark)
Camarines Sur
Davao
Tarlac

Center in Mexico
Monterrey, NL

Center in Nicaragua
Managua (planned)

Center in Egypt
Alexandria
(under execution)

Centers in India
Mumbai
Chennai
Cochin
Vizag

RightSourcing™ a Blended Model - Over 29,000 Employees and Growing…
Across 31 Service Delivery Centers

© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

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Sutherland Research Services

© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

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6


Overview
Knowledge Services
Clients

Investment Banks, Brokerage Firms, PE/VC Firms, Hedge Funds, Mutual Funds, Consulting & Research Firms,
Commercial Banks, Insurance Companies, Regulatory Authorities and Corporates

Investment
Banking

Equity Research

Credit Research

Business Research

Macroeconomic
research

M&A Analysis
Company Valuation

Initiating Coverage,
IPO Coverage

Fundamental Credit
Analysis

Industry and
Company Analysis

Thematic Analysis
Country Reports

Pitch Books
Fair Value Opinions

Sector Primers
Sector Updates

Capital Structure
Covenant Analysis

Business Due
Diligence

Policy Interpretation
Event analysis

Company Profiles
Comparables
Analysis

Earnings Reviews

Previews

Term Sheet
Restructuring

Market Sizing
Entry Strategy

Analysis of
Economic
Indicators

Target Screening
Idea Generation

Country and Sector
Year Books

Portfolio Monitoring
Risk Assessment

Competition
Analysis

Econometric
Studies

Due Diligence
Deal Execution

Financial Modeling
Valuation

Distressed Analysis
Structured Products

Market / Primary
Research

Database
Maintenance
Periodicals

© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

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Key Success Factors
Sutherland Research is one of the
most preferred knowledge
outsourcing providers globally

Strong top management
 Senior
Senior management
management collectively
collectively has

has 100+
100+ years
years of
of investment
investment banking,
banking,
equity
equity research
research and
and consulting
consulting experience
experience

 Management
Management plays
plays an
an active
active role
role in
in execution
execution of
of projects,
projects, thereby
thereby
Strong
stewardship
by top
management

Expansive

Financial
Services
footprint

ensuring
ensuring adherence
adherence to
to highest
highest quality
quality standards
standards

Broad financial services footprint
Sutherland
Sutherland Research’s
Research’s value
value offering
offering today
today spans
spans the
the entire
entire financial
financial
services
spectrum,
bringing
together
our
proven
research

and
services spectrum, bringing together our proven research and
execution
execution skills
skills

Market
leadership
Scalable
business model



Close
Close to
to 50+
50+ clients
clients worldwide
worldwide with
with varied
varied requirements
requirements adds
adds to
to the
the
breadth
and
depth
of
our

financial
services
expertise
breadth and depth of our financial services expertise

Investment in people
Investment in
people

“An organization's ability to learn,
and translate that learning into
action rapidly, is the ultimate
competitive advantage.” – Jack
Welch



5-week
5-week Induction
Induction program
program modeled
modeled on
on Wall
Wall Street
Street training
training
methodologies
for
new
recruits

methodologies for new recruits



Ongoing
Ongoing training,
training, mentorship
mentorship and
and regular
regular on-project
on-project guidance
guidance by
by
seniors
with
Wall
Street
experience
seniors with Wall Street experience

Scalable business model


Knowledge
Knowledge resides
resides at
at all
all levels
levels and
and across

across all
all groups
groups in
in the
the
organization
organization

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Presence across the Research Value Chain

• Historical
analysis

Sutherland
Involvement

• Data
aggregation



Population of
financial models

with historical
data



Industry analysis,
landscape mapping
and detailed
industry overviews



Reconciliation of
numbers



Impact on company
financials from
changing macro
drivers, global
economic
parameters



Compilation of
sell-side views



Brief company
profiles



Preparing trading
and transaction
comps











Forecasting
financial statements
Standardizing
models across a
coverage universe

Idea
generation
from
insightful

analysis

Intricate,
complex
financial
modeling

Forecasting
numbers,
Detailed industry
studies



Funding gap
analysis from
forecasting cash
flows and other
statements



Credit/ Equity
analysis to identify
undervalued /
undiscovered
stories

Opinion-based
research - Form

independent views
based on analysis



Spotting inflection
points and writing
thought-leading
research notes

Developing
detailed, complex
financial models



Multiple valuation
methodologies to
substantiate
analysis

Developing pitch
books



Arrive at price
targets/ synthetic
ratings



Generate
investment banking
and trading ideas

© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

Advisory role to
clients



Converge technical
and fundamental
analysis to provide
investment insights



Online monitoring
of trading portfolio
to spot triggers for
trade



Statistical models
to support trading
decisions



Build and maintain
portfolio risk
management
models



Independently drive
re-rating case for
coverage universe,
where appropriate

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We Work with the Best in the World

Investment Banking

‘Virtual Captive’ for a Bulge Bracket Investment Bank
Large Canadian Investment Bank
Bulge Bracket Investment Bank
Middle Market Investment Bank
Leading Investment Bank in the Middle East

Buy side

$40 billion+ Hedge Fund
Long Short Equity Hedge Fund

Sutherland Research team
has consistently delivered
high quality, cost effective,
end-to-end research solutions
across varying client types,
multiple sectors and diverse
geographies

Several Multi Billion Hedge Funds

Sell side

Large European Asset Managers
Sell Side US Equity Research Firm
Equity Research Department of Investment Banking Firm

© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

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Client Testimonials
MD of Capital Markets Division of Leading UK Bank

“This is great!!! This is exactly what I was looking for. Thanks a lot for your help and very detailed work.”

Portfolio Manager at a Leading UK Bank
“Just wanted to let you know that I have been going through the model all this morning and it looks very good. I have been going through
page by page and it looks really good!”
“Thank you for the great model! I was so impressed with your work. It was excellent work”

Portfolio Manager at a Leading European Investment Bank
“I have enjoyed our work together over the last couple years, and it has been a privilege to be part of such a wonderful global research team
in the truest sense of the term. As you know, I have always been a fan of your work ethic, your credit intuitions and your great
contribution”

Charles C. Henneman CFA, Head of Conferences CFA Institute
“I was in New York recently for the CFA Institute Annual Conference and had an opportunity to see some old colleagues who have now
scattered among various funds. At some point it came up that ABC is a client of Sutherland Research, and that you handle a lot of their
credit research. He said you do a great job and have made their firm significantly more productive”

Head of Research of a Leading European Hedge Fund
“Many thanks for all your work on this project --- very professional output produced under significant time pressure”

© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

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Our Management Team
Niket Patankar, Head of Knowledge Services
Niket has several years of investment banking and entrepreneurial experience most significantly with

CSFB, DLJ and Peregrine Capital. He has advised senior management at leading Fortune 500
companies in the US, Europe and Asia across multiple sectors. He concluded financing deals worth USD 7
Billion and USD 12 Billion of M&A transactions.
Niket is an electronics engineer with a Management Graduate Degree from Jamnalal Bajaj Institute in
Mumbai, India.

Sangeetha Chhajed, Head of Research Delivery
With over twelve years' experience, Sangeetha has managed equity research, credit research and
investment banking analysts for numerous industry sectors. Previously she worked with ARCIL in their
Distressed Debt Recovery and Restructuring group. Prior to that, she spent four years in business
valuations, corporate restructuring and M&A advisory services with N.M. Raiji & Co, a leading Chartered
Accountancy firm in India.
Sangeetha is a Chartered Accountant and a Chartered Financial Analyst (ICFAI University – India). She has
also completed Part I of Management Accountancy Course of ICAI with distinction

Vikas Verma, Head of Product and Strategy
Vikas has over 12 years of experience in Investment Banking, Credit Research, Structured Product
Research. Prior to Sutherland, Vikas worked with GE Capital, India and Deloitte Haskin & Sells. At GE
he was responsible for tracking US Asset Backed Securities (ABS) and performing Corporate Research for
US Electric Utilities and Natural Gas. He received the GE Asset Management Award – 2003 for developing
and maintaining the Structured Product Surveillance System - a web based surveillance system to monitor
SP securities portfolio of over $35 billion.
Vikas has an undergraduate degree from University of Delhi and is a Chartered Accountant (India). He is
also Six Sigma certified.
© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

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Sutherland Trainee Analyst
Program

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What is expected of you?
Trainee Analyst: Learning curve
•
•
•
•
•
•
•

Expertise in accounting and finance
concepts
Proficiency in financial modeling and
valuation techniques
Good understanding of latest financial
market developments
Excellent communication skills
Critical thinking / reasoning skills
Ability to work under pressure and with
tight deadlines
Curiosity to know and understand new
concepts, businesses, market events,
etc

Learning the nuances of financial analysis and modeling,
understanding businesses and industries, forming independent
investment opinions, writing research reports participating in
discussions with client analysts
Along the journey, an analyst prepares himself/ herself to
handling higher order responsibilities by way of acquiring key
insights into a relevant business domain or gains expertise in
tools/ techniques. Learns client handling and presentation
capabilities.

Trainee Analyst: Job description
• Execute diverse research and analytical assignments for top-tier global financial firms
• Liaise with top-tier analysts and defend your investment arguments
• Analyze economic, industry, and company data
• Build and maintain detailed financial and valuation models after thorough evaluation of the company and its
business environment
• Develop company/industry reports, and investment memos
• Prepare presentations and pitches on companies, industries and on other research topics
© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

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What is a typical analyst’s day?

Tracking markets and companies, writing reports, building financial models
• Quick glance at macro-economic updates news

• Tracking specific markets, sectors and corporate actions
• Scanning through secondary research reports for assigned companies
• Analyzing companies, their financials and business environment
• Interaction with company management, industry experts, attending analyst meets
• Writing reports, developing financials, preparing pitches
• Interacting with Client Portfolio Managers and Research Analysts
• Includes tracking markets and companies, writing reports, building models

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Who will you work with?
Best in class peer group
• Sutherland Research employees come from top Business Schools in the country and are top
ranking Chartered Accountants or CFA charter holders
• Mentoring by seniors with significant industry experience

Management talent attracted from leading firms
Investment Banks

Research Firms

© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

Consulting Firms

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Why become an Investment Analyst?
Opportunity to be a part of the highly dynamic and rewarding Global Financial Services
Industry
• Investment research is a high complexity, mind stimulating job requiring a blend of logical
thinking and strong analytical skills
• The sheer market pace and the opportunity to contribute to live deals ensures a challenging
and dynamic work profile
• Seeing one’s investment ideas or picks being put into action by clients
• The prestige of being associated with leading global banks, brokerage houses & hedge funds
• Strong potential for growth, based on performance.

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Why Sutherland Research?
Attracting & Retaining the
Best
Best-in-class training and ‘continuing education’ policies
• Wall-Street quality training program
• Sponsorship of professional programs such as CFA, FRM etc
Challenging work opportunities

• Challenging assignments, high profile clients and hard-to-get Wall Street exposure
• Opportunity to work on site with Clients
Competitive compensation and recognition
• Highly competitive salary structure (fixed and bonus components)
• Opportunities for rapid promotion for strong performers
Transparent and open culture
• High levels of team spirit and bonding
• Strong entrepreneurial culture that encourages new ideas, innovation and creativity

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Superior Induction Program
Rigorous 5-week training program modeled on Wall Street analyst programs

Training Modulea

• Orientation to Capital Markets

Topics Covereda

• Technical Knowledge
•

US GAAP and SEC Regulations (including
updates on a regular basis)

•

Corporate finance, including valuation, capital
structure analysis

• Equity Research

•

Financial Modeling

• Investment Banking

•

Product knowledge – equity, debt, convertible
securities

• Fundamental Accounting
• Rigorous accounting and financial modeling

• Product Specific training

• Credit Research

• Case Presentation
• “Mother of all Cases” case study - Analysis of a

selected industry / sector with

recommendations for “actionable” investment
banking ideas

• Pro Forma Analyses
•

Comparable company analyses – Detailed
scrubbing techniques

•

Credit/high yield comparables and M&A
comparable transactions

The induction program is designed to bridge the gap between theory and practice

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Continuing Education
On-going training to develop and sharpen professional skills
• Communication & Presentation Skills
•

Credit and equity research report writing skills

•

Effective communication when discussing recommendations with clients

• Other Continuing Education
•

Knowledge sharing sessions to enhance intra-team learning and discussions

•

Case studies to further hone analytical, problem solving and presentation skills

•

Leadership development program

•

Rotation opportunities (including travel to and operating from overseas client sites) as well as
across businesses within Sutherland

•

Allocation to critical pilot assignments to enhance learning and broaden exposure

Sutherland’s analysts go on to lead engagement teams, manage accounts, provide in-house training and
develop into “domain experts”

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What We Offer
POSITION

RESPONSIBILITY

RELEVANT
EXPERIENCE

VP

Head of a Group / Business

Merit based

AVP

Head for multiple clients / delivery

Merit based

Sr Manager

For large client engagements

5-7 years

Manager

Leader for client engagements

4-6 years

Sr Associate

Team Leader for a small group

3-4 years

Associate

Sr Team Member

2-3 years

Sr Analyst

Team Member

1-2 years

Analyst

Team Member

MBA or CA with exp

Trainee Analyst

Team Member

MBA or CA (campus)

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What We Offer

Fresh graduates start as Trainee Analyst

CATEGORY

COMPONENT

MBAs / CAs

ANNUAL (RS.)

Gross Compensation

5,00,000

Loyalty Bonus

1,00,000

Total Fixed CTC

6,00,000

Potential Variable Pay

1,80,000

Total Potential CTC

7,80,000

Home drop Transport Facility is available for employees–after 10:00PM(Non Cash Benefit)

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But its also a lot of fun alongside some real hard work!
Off-site: Murud Janjira

Team Lunch

Manager’s send-off presentation
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We believe…..
Analysis consists of using the information that everyone has seen and
thinking what no body has thought

Deep-dive and read in-between the lines

One does not discover new lands without consenting to lose sight of the
shore. We give you the freedom of innovating new approaches

Strive to do the best and that entails adopting new approaches

You create opportunities for yourself by exhibiting depth in analysis,
structured thinking, good communication skills and above all a positive
attitude and commitment to deliver in face of any odds

You create your future

If you’ve got what it takes, we want YOU on our team!!

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Thank You

© 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc.

www.sutherlandglobal.com

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