Popularity14 May 2021 20:32
Nice to be popular but you don't get to choose. When I worked in the City as a FX broker it was a simple world. There was the technical broker with the personality of a flip-flop and the personality broker who was always great fun to be with and knew the best bars, restaurants and bordellos depending on the customers requirements. The problem is that your competition worked under the same strictures and it became a nuclear race with "personality" brokers getting huge sums. If the likes of Goldman's or Brevan Howard liked you your future was assured. Then there was the price and often they were the same with different brokers so an opportunity for the flip-flop to be of use.
I soon realised that you're never gonna get all the clients to like you. If possible you switched another broker on the line but sometimes the chemistry just wasn't there so you might try and hire from another shop with the relationship. I soon realised this was the wrong approach. I had a trainee come through who set the market alight. He set records weekly but wasn't universally popular. Out of (say) 10 active traders; 3 loved him, 5 were indifferent whilst 2 couldn't stand him and wanted to cause him pain. He was brutally honest and when at Midland was escorted off the premises at Banque de France.
This encouraged traders to snipe who didn't like him whilst those who did like him would dig him out. it also helped that the biggest traders were the ones who loved him.
My point is that AB has worked this out. I don't think you can point to one oil company in the public sphere that is popular. Why waste the effort on ephemeral popularity?
We had simple rules. We delivered. We were braver and more aggressive than the banks. Like the British Admiralty in the time of sail the instruction was simple when the enemy was sighted, "attack". It was common for the banks to ask "do you deal?". We always answered in the affirmative and you'd be surprised how many times they never traded. It did though of course give the game away because you often only had one side and their action would confirm what they were looking for. Amounts were important too. we quoted in larger amounts and even when stuffed wouldn't try and wriggle the amount down. Some days it costs you but people get in the habit of coming to you. Control what you can control. If that gets to 7/10that is better than chasing a popularity rating of 10/10 which is impossible anyway.
A splash of arrogance doesn't hurt either. a smaller bank asked why we didn't arrange broker evenings (basically free drinks) like Prebon Yamane. I replied "didn't you hear, we've contracted the entertaining out to them. we just do the dealing now."
Please, no more talk about popularity in a world where we're the devil's spawn. The money will do the talking.