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JPMorgan’s Melissa Smith on Middle Market Banking · Masters in Business

• 0:02
  Speaker 1: Bloomberg Audio Studios, Podcasts, radio News. This is Masters in
• 0:12
  Speaker 1: Business with Barry Ritholts on Bloomberg Radio.
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  Speaker 2: This week on the podcast, I have yet another extra
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  Speaker 2: special guest. Melissa Smith is co head of Commercial Banking
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  Speaker 2: for JP Morgan.
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  Speaker 3: Previously, she was co head of the bank's Innovation Economy Group.
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  Speaker 2: Really fascinating because she sees the world from a very
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  Speaker 2: unique perch. Has incredible access to every aspect of both
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  Speaker 2: commercial and investing banking that a small startup or medium
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  Speaker 2: sized company and by medium I mean up to two
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  Speaker 2: billion dollars in revenue might need, and that gives her
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  Speaker 2: this really incredible set of insights into how these companies
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  Speaker 2: are growing, what they need, what direction various industries are
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  Speaker 2: moving in. It's really kind of fascinating because if you
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  Speaker 2: remember back twenty five years ago, Wall Street and the
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  Speaker 2: large investment banks and brokers were kind of accused of
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  Speaker 2: moving up market and abandoning that whole middle section and
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  Speaker 2: allowing private equity to get a toe hold there. To
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  Speaker 2: their credit, JP Morgan has aggressively moved back into what
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  Speaker 2: some people used to call, you know, middle merchant banking
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  Speaker 2: or middle market banking. And I thought this conversation is
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  Speaker 2: just a whole world that you don't know exists and
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  Speaker 2: is in fact robust and growing rapidly. I thought this
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  Speaker 2: was a fascinating conversation and I think you will also
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  Speaker 2: with no further ado, my conversation with JP Morgan's Melissa Smith.
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  Speaker 4: Thank you so much for having me. It's a pleasure
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  Speaker 4: to be here.
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  Speaker 2: Well, thank you for being here. Let's talk a little
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  Speaker 2: bit about your background before we work up to JP Morgan.
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  Speaker 2: Bachelor's in political science from American University and then you
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  Speaker 2: get a master's in public policy from University of Chicago,
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  Speaker 2: not the traditional path for people in finance.
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  Speaker 3: What was the original plan?
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  Speaker 5: So I definitely thought that I was going to work
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  Speaker 5: in the public sector. When I'm recruiting at JP Morgan,
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  Speaker 5: I always get the question sort of how did you
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  Speaker 5: get into investment banking? And I would love to tell
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  Speaker 5: people I had a grand plan. I didn't really have
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  Speaker 5: a grand plan. But my policy degree was at University
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  Speaker 5: of Chicago, so it was very heavy econ and stats
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  Speaker 5: and basically the same core curriculum as the business school.
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  Speaker 5: And in my summer in between, I worked for Mayor
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  Speaker 5: Daily in Chicago and economic development issues and as I
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  Speaker 5: was doing that, I sort of decided it would be
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  Speaker 5: even more interesting to come to the public sector at
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  Speaker 5: a more senior level. And I also wanted to make
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  Speaker 5: sure that I was going somewhere that would really leverage
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  Speaker 5: the quantitative skills that I was acquiring at Chicago. And
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  Speaker 5: I also thought it'd be a really good idea to
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  Speaker 5: be able to pay off my undergrad and grad school life.
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  Speaker 2: So that makes a lot of sense. But before you
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  Speaker 2: got your master's in public policy, you have a little
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  Speaker 2: bit of a different professional experience. You began ballet at
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  Speaker 2: age four and dance professionally for how many years?
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  Speaker 4: For three years?
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  Speaker 2: Tell us about that that is not the usual path
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  Speaker 2: to Wall Street.
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  Speaker 5: Definitely not so. Yes, I started taking ballet at a
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  Speaker 5: very early age.
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  Speaker 4: That was my.
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  Speaker 5: Original career aspirations. Starting in seventh grade. My poor mother
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  Speaker 5: drove me one hundred and twenty miles round trip every
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  Speaker 5: day to Washington, d C.
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  Speaker 4: To go to ballet where I was from.
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  Speaker 5: Left school early at noon, kind of got home at
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  Speaker 5: nine or ten at night every night, and so, you know,
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  Speaker 5: quite frankly, my parents were sick of driving me. So
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  Speaker 5: I graduated from high school year early in order to
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  Speaker 5: dance and sort of continue my dance training and then
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  Speaker 5: dance professionally before I went to college. And my again,
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  Speaker 5: my aspiration was to just continue dancing professionally. As you
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  Speaker 5: may or may not be aware, you know, very few
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  Speaker 5: people obviously sort of make it in that world point
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  Speaker 5: zero zero zero zer zir one percent are ever going
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  Speaker 5: to be an ABT, which is sort of the pinnacle
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  Speaker 5: in the US American Ballet theater. And so while I was,
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  Speaker 5: you know, good enough to be in a small company,
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  Speaker 5: I was not going to be an ABT and I
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  Speaker 5: didn't want to totally give up my education, and so
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  Speaker 5: that's why I stopped.
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  Speaker 2: I know people who were pretty far along that same process,
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  Speaker 2: and as they've gotten older, they talk about like they
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  Speaker 2: sound like old football players talking about injuries, their ankles,
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  Speaker 2: their toes, their caves, their knees. I'm like, wait, no, no,
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  Speaker 2: you guys are just dancing and they laugh when you
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  Speaker 2: say that.
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  Speaker 3: What was your experience like with that?
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  Speaker 5: I mean, it was an amazing experience in that it
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  Speaker 5: teaches you such a huge amount of discipline and you know,
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  Speaker 5: takes determination, perseverance and kind of grit. You know, just
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  Speaker 5: back to there's very few people who sort of make it.
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  Speaker 5: You are in a sort of a siloed world because
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  Speaker 5: all you do every day is dance. Is kind of
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  Speaker 5: how I describe it. And I would also say, you know,
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  Speaker 5: I can have this debate with people all day long.
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  Speaker 5: I think there is no greater form of athlete than
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  Speaker 5: a dancer. To your point, they are It is grueling
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  Speaker 5: on one's body and really really physical, really really physical.
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  Speaker 5: I'm in any way that any other athletics are. With
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  Speaker 5: the added sort of thing on top, which is the
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  Speaker 5: whole point of ballet is to make it look effortless.
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  Speaker 5: There's no like grunting down the basketball court or the
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  Speaker 5: football court, right, So it takes the same amount of strength,
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  Speaker 5: but you add the control of your body on top
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  Speaker 5: of that to make it look effortless. And that's why,
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  Speaker 5: you know, sort of the athleticism is very unique. But
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  Speaker 5: it was an incredible experience and I felt very lucky
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  Speaker 5: at a young age to have something that I was
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  Speaker 5: so passionate about. Not everybody sort of has that in
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  Speaker 5: their lives at an early age.
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  Speaker 2: And your comment about perseverance and grit, those are personality characteristics.
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  Speaker 2: I don't know you know whether to call them skills
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  Speaker 2: or not, but that will help you no matter what
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  Speaker 2: you do. Absolutely absolutely, So ballet to college to grad school.
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  Speaker 2: How did you stumble into JP Morgan?
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  Speaker 5: So again, did not have a grand plan at the
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  Speaker 5: time that I was in Policy School at Chicago. JP
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  Speaker 5: Morgan's public finance team recruited specifically at the policy school.
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  Speaker 5: Just back to it was this, you know, very kind
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  Speaker 5: of quantitatively based and so kind of randomly went to
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  Speaker 5: the interview to be quite honest, and was you know,
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  Speaker 5: did well, was offered a role sort of back back
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  Speaker 5: to my earlier point, kind of thought it was good
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  Speaker 5: to get some private sector credibility at my resume, learn
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  Speaker 5: something new, and I think probably as anybody coming out
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  Speaker 5: of either undergrad or grad school thinks, you know, oh,
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  Speaker 5: I'll go do this for five years and sort of.
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  Speaker 4: See where that leads me.
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  Speaker 5: And lo and behold, you know, have been at JP
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  Speaker 5: Moore in to your point, you know, twenty plus years.
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  Speaker 3: Now, that's amazing.
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  Speaker 2: So you start as an associate, You're focused on debt? Yes,
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  Speaker 2: was there an interest in debt? Was that just related
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  Speaker 2: to public policy?
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  Speaker 5: So I started in public finance, which is back to
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  Speaker 5: that's why they were recruiting in the policy, So taxes
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  Speaker 5: and bonds for municipalities. I did that for about a
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  Speaker 5: year and a half, two years, and then I moved
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  Speaker 5: in to deck capital markets for corporates, so kind of
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  Speaker 5: an easy transition taxes and bonds to a corporate bonds.
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  Speaker 5: And then I spent you know, the majority of my
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  Speaker 5: earlier career, the first sixteen years of my career in
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  Speaker 5: the investment bank in debt capital markets.
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  Speaker 2: And just for the youngsters listening, twenty five or so
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  Speaker 2: years ago, high rated municipal tax free bonds were yielding
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  Speaker 2: five six percent maybe more, maybe more. Just those were
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  Speaker 2: the before we start where I guess we're only halfway
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  Speaker 2: through our forty year rate cutting cycle.
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  Speaker 3: You could get tax re yield.
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  Speaker 2: At seven percent imagine and a rated not jump.
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  Speaker 3: Imagine what that was like totally all right, So so you.
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  Speaker 2: Go from public finance, how did you evolve towards cohad
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  Speaker 2: of innovation economy?
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  Speaker 5: So was in a decent deck capital markets? I like
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  Speaker 5: to say I grew up in deck capital markets, which,
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  Speaker 5: as an aside, I think that was such a great
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  Speaker 5: experience because you know, in DCM you're sitting on the
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  Speaker 5: trading floor, right. Loved being in that environment because I
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  Speaker 5: think it fosters learning so much more quickly. I literally
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  Speaker 5: sat next to the managing director that I worked for
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  Speaker 5: and listen on all the client calls and sort of
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  Speaker 5: you understand much more quickly how to handle specific situations.
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  Speaker 5: I also it was sort of an interesting dynamic where
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  Speaker 5: you're on the private side, on the origination side, talking
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  Speaker 5: to corporate clients and advising them about their next you know,
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  Speaker 5: debt raise or their funding needs, but you have to
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  Speaker 5: spend a lot of time with the traders who are
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  Speaker 5: trading the bonds and the public markets, and they're obviously
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  Speaker 5: on the public side, so you're sort of walled off, right,
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  Speaker 5: But then you'd have to go over on to talk
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  Speaker 5: to the traders, and sometimes you'd walk over there and
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  Speaker 5: you need information from them, but they can't give you
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  Speaker 5: any information, and so you'd walk over there and sometimes
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  Speaker 5: they sort of look at you because they're busy, and
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  Speaker 5: you sort of get this feeling, you know, get out
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  Speaker 5: of my face, Well what do you want? So I
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  Speaker 5: think it was an interesting experience because you have to
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  Speaker 5: kind of, you know, gain some credibility with them, and
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  Speaker 5: you know, ask insightful questions, show that you have some
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  Speaker 5: sort of use. So I thought thought it was a
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  Speaker 5: great way to kind of like grow up and learn
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  Speaker 5: about the business. But again, was in DCM for sixteen years,
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  Speaker 5: including three years that I was in London running our
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  Speaker 5: European dek Coup of Markets business.
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  Speaker 2: I got a lot of questions for you about Europe,
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  Speaker 2: but we'll so back to that later. I'm looking at
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  Speaker 2: my own handwriting twenty two or twenty seven years?
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  Speaker 3: Is that twenty.
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  Speaker 2: Seven years you've been there?
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  Speaker 5: I think it's twenty six so going on twenty so
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  Speaker 5: going on twenty seven now I feel old.
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  Speaker 3: So it's not.
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  Speaker 2: Well, what's more fascinating is and you started when you were,
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  Speaker 2: you know, seventeen, so there got a big deal. But
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  Speaker 2: you know, that's relatively rare these days to be at
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  Speaker 2: any one firm for quarter plus century. What is so
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  Speaker 2: special at JP Morgan? What's kept you there for so long?
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  Speaker 4: Sure?
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  Speaker 5: So first I would say you will actually find many
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  Speaker 5: senior people at JP Morgan who have been there for
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  Speaker 5: twenty years plus, and I think that is obviously a
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  Speaker 5: great testament to the culture that we have at the firm. Secondly,
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  Speaker 5: I would say JP Morgan is a large place, clearly,
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  Speaker 5: and what that means is there are multiple lines of
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  Speaker 5: business with many different things that you can do over
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  Speaker 5: the course of your career. And generally speaking, we are
• 10:05
  Speaker 5: sort of number one or number two in everything that
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  Speaker 5: we do, which which again is a great privilege to
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  Speaker 5: work there from that perspective, so it doesn't make a
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  Speaker 5: lot of sense to go necessarily to another firm when
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  Speaker 5: you're sort of trading down, if you will.
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  Speaker 4: In some instances maybe I shouldn't say that the way.
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  Speaker 5: But and so I think what's cut me there is,
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  Speaker 5: you know, a just the opportunity to do many different things,
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  Speaker 5: learn about many other aspects of the business. And two,
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  Speaker 5: you know, obviously you know very much appreciate kind of
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  Speaker 5: the culture and environment at JP Morgan kind of back
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  Speaker 5: to that's why people stay there for so long. It's
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  Speaker 5: a very team morek oriented environment. You know, we like
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  Speaker 5: to quote JP Morgan first class business in a first
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  Speaker 5: class way. We take that very seriously and just appreciated
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  Speaker 5: that about the environment.
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  Speaker 2: So let's talk about your dual role, your your cohead
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  Speaker 2: of Innovation Economy and your head of specialized industries. Tell
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  Speaker 2: us what each of those roles encompass.
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  Speaker 5: Sure, so our specialized Industry's business sits within our our
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  Speaker 5: middle market business, and just to define that middle market
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  Speaker 5: sort of means in the commercial banking, right, so anything
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  Speaker 5: from kind of a very early stage startup to a
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  Speaker 5: company that's up to two billion in top line revenue,
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  Speaker 5: so kind of a very wide wide readmit.
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  Speaker 4: If you will.
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  Speaker 5: About half of that business is the industry business that
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  Speaker 5: I run, So I have nineteen different industry teams, so
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  Speaker 5: bankers that are experts in those specific industries to provide
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  Speaker 5: obviously coverage to clients in those industries. And I would
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  Speaker 5: just say, I mean, we are just a big believer
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  Speaker 5: in the the you know, better coverage and better that
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  Speaker 5: we can much better serve a client when our bankers
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  Speaker 5: have that expertise in terms of the industry. So we're
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  Speaker 5: kind of very big believers in industry expertise and kind
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  Speaker 5: of hyper segmentation in terms of covering companies at different
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  Speaker 5: stages and sizes in their life cycle. So nineteen different industries.
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  Speaker 5: Innovation economy is basically a part of that, and we
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  Speaker 5: use that innovation economy kind of umbrella term to describe
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  Speaker 5: tech early stage tech, life sciences, health tech, climate tech
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  Speaker 5: businesses which are generally making high growth VC backs businesses overall.
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  Speaker 2: Well, let's talk a little bit about that. I'm familiar
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  Speaker 2: with a lot of the companies that vcs tend to back.
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  Speaker 2: But one of the things that we've been noticing very
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  Speaker 2: obviously over the past few years is the amount of
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  Speaker 2: not venture income, but either private equity or private debt.
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  Speaker 2: How does that play out in the companies you're servicing.
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  Speaker 4: Absolutely two really important trends.
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  Speaker 5: So I would say so within the innovation economy, to
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  Speaker 5: your point, a lot of the companies tend to be
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  Speaker 5: VC backed, but there definitely is growing growing sort of
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  Speaker 5: crossover into into growth equity funds. I think in the
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  Speaker 5: middle market commercial banking business as a whole, there has
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  Speaker 5: been a ton of activity from the financial sponsor community,
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  Speaker 5: so a ton of consolidation of those middle market businesses.
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  Speaker 5: And when you just look at sort of the levels
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  Speaker 5: of activity, like what are sponsors buying, it is within
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  Speaker 5: that middle market space. So that has definitely driven a
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  Speaker 5: lot of activity overall and something that we spend a
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  Speaker 5: lot of time talking about with with our clients. And
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  Speaker 5: then secondly, to your point, on the private credit direct
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  Speaker 5: lending side, that also has been just a massive trend
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  Speaker 5: impacting sort of that part of the business with these
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  Speaker 5: companies looking for alternative sources of capital and direct lending
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  Speaker 5: being a great, a great alternative. That's in fact why
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  Speaker 5: we as a firm sort of developed our own direct
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  Speaker 5: lending capability a couple of years ago. And I think
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  Speaker 5: the great benefit of that is again we sort of
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  Speaker 5: pride ourselves on being kind of financing our product agnostic. Right,
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  Speaker 5: we can do a traditional bank loan, we can do
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  Speaker 5: sort of a sort of you know, public execution and
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  Speaker 5: the public debt markets, or we can do a direct
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  Speaker 5: lending transaction sort of whatever best fits the company's objectives.
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  Speaker 4: We can sort of do it all.
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  Speaker 2: So let's talk about that, because you know, part of
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  Speaker 2: your job description is delivering a cohesive banking experience to
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  Speaker 2: fast growing companies. So the two different divisions that you're
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  Speaker 2: running head or cohed innovation Economy and specialized industries obviously
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  Speaker 2: have to work together. What other divisions at JP Morgan
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  Speaker 2: are you collaborating with?
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  Speaker 4: Sure?
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  Speaker 5: I would say just generally we collaborate across the firm
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  Speaker 5: and everything that we do. So the commercial bank is
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  Speaker 5: very broadly speaking, regardless of industry, regardless of what aspect
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  Speaker 5: of the commercial bank we're talking about. We're constantly working
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  Speaker 5: with our partners in the investment bank when companies need
• 14:15
  Speaker 5: obviously excuse me, strategic capital raising M and a advisory
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  Speaker 5: whatever the case may be. So we're constantly kind of
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  Speaker 5: working in conjunction with one another. And at the same
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  Speaker 5: time we are often working with our asset management colleagues
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  Speaker 5: when companies have you know, large cash balances that they
• 14:29
  Speaker 5: need to invest, and our private banking colleagues. And I
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  Speaker 5: think a good example of that is within the innovation
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  Speaker 5: economy kind of ecosystem overall, where because it is so interconnected.
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  Speaker 5: When you think about VC firms funding you know, portfolio companies,
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  Speaker 5: those portfolio companies having founders, they're oftentimes there repeat founders.
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  Speaker 5: It's important that you can serve sort of the needs
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  Speaker 5: of that entire, very interconnected ecosystem.
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  Speaker 4: So bankers on my.
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  Speaker 5: Team, on the Innovation Economy team are serving those portfolio
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  Speaker 5: companies right But at the same time we're working with
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  Speaker 5: our colleagues and asset management and the private bank who
• 15:03
  Speaker 5: bank the VC firms themselves and bank the VC partners
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  Speaker 5: and the founders for their private wealth needs.
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  Speaker 4: So our objective is to deliver sort of.
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  Speaker 5: All the needs of the ecosystem, and that's why sort
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  Speaker 5: of by definition, we're always working across lines of business.
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  Speaker 2: So really what you're saying is from a checking account
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  Speaker 2: up to a secondary financing, private debt, up to an
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  Speaker 2: IPO and even beyond that if there's an acquisition or
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  Speaker 2: a merger. You guys are full service not only commercial bank,
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  Speaker 2: but investment bank.
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  Speaker 3: There really is in any space that you.
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  Speaker 2: Guys can't play in and service exactly what a fast
• 15:43
  Speaker 2: growing startup needs exactly.
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  Speaker 5: You said it perfectly, and as I often like to say,
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  Speaker 5: we serve companies from startup to IPO and beyond, and
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  Speaker 5: so you know, again, we believe we're really one of
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  Speaker 5: the few firms who can actually serve every.
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  Speaker 4: Need of these companies. And again they're the founders themselves.
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  Speaker 3: Huh. Really really interesting thing.
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  Speaker 2: So let's talk a little bit about middle market banking.
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  Speaker 2: You referred earlier the definition of middle market banking as
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  Speaker 2: up to two billion in revenues.
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  Speaker 4: Top line running.
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  Speaker 2: So that's this is not a little These are not
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  Speaker 2: all little companies. That's a two billion in revenue is
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  Speaker 2: a pretty decent sized company.
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  Speaker 5: Absolutely, and again we have teams focused on the smaller size.
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  Speaker 4: What we call emerging middle market.
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  Speaker 5: So think about that's kind of twenty million to one
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  Speaker 5: hundred million in top line revenue, innovation economy doing the
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  Speaker 5: high growth, you know, VC backed startups, and then a
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  Speaker 5: bunch of different industries obviously within kind of that broader
• 16:36
  Speaker 5: commercial banking universe and bankers that are focused simply on
• 16:39
  Speaker 5: one hundred million and plus in top line.
• 16:40
  Speaker 2: Revenue's that's really interesting. And we've talked earlier about the
• 16:45
  Speaker 2: role of venture banking in this Where does that fit in,
• 16:48
  Speaker 2: Where does venture capital fin into startups, and where does
• 16:52
  Speaker 2: venture banking fit in as companies get a little.
• 16:55
  Speaker 5: Larger generally speaking, And our objective is to really become
• 16:59
  Speaker 5: the company's primary operating bank and trusted advisor from the
• 17:03
  Speaker 5: very beginning, right, And so as an example of that,
• 17:06
  Speaker 5: we now have a startup banking team that actually covers
• 17:08
  Speaker 5: companies at pre seed and seed stage, so oftentime, could
• 17:11
  Speaker 5: be before they've even raised an institutional.
• 17:13
  Speaker 4: Round of capital.
• 17:15
  Speaker 5: And at that point in time, their needs are very
• 17:17
  Speaker 5: sort of simple, if you will, right, They need a
• 17:19
  Speaker 5: bank account, they need to pay their employees, they need
• 17:21
  Speaker 5: to have a way to sort of collect funds. They
• 17:23
  Speaker 5: may need a credit card, just very simple banking needs,
• 17:26
  Speaker 5: and then obviously as the companies you know continue to grow,
• 17:28
  Speaker 5: those needs become more complex over time, including the need
• 17:32
  Speaker 5: to either raise additional capital and whether that be from
• 17:36
  Speaker 5: a venture capital fund or whoever that may.
• 17:38
  Speaker 4: Be coming from.
• 17:39
  Speaker 5: They may need some debt financing, and sort of on
• 17:42
  Speaker 5: and on and on in terms of what they ultimately
• 17:45
  Speaker 5: need to achieve their objectives and kind of become the
• 17:46
  Speaker 5: company that they want to become.
• 17:48
  Speaker 2: So what's the split between the companies you work with
• 17:51
  Speaker 2: that are VC funded, that are private equity backed, or
• 17:54
  Speaker 2: just bootstrapped by the founders themselves.
• 17:57
  Speaker 5: So I would say again it very it would very
• 18:00
  Speaker 5: significantly depending on the industries that we're talking about. But
• 18:02
  Speaker 5: I if just we focus on the innovation economy business specifically,
• 18:06
  Speaker 5: the vast majority of those are going to be VC backed.
• 18:09
  Speaker 5: As I mentioned, of course, you know sort of the
• 18:12
  Speaker 5: crossover if you will, between growth of equity and VC.
• 18:14
  Speaker 5: The lines continue to get blurred, But I would say
• 18:16
  Speaker 5: about twentysh percent of the business is sort of PE
• 18:18
  Speaker 5: backed and the rest is VC back. Just brought broad numbers.
• 18:21
  Speaker 2: Bootstrapping still goes on, or is that.
• 18:23
  Speaker 4: It does again?
• 18:24
  Speaker 5: And you see that you know, certainly at the sort
• 18:26
  Speaker 5: of preceed and seed stage and then but I would
• 18:28
  Speaker 5: say it's still it's a minority, right of the larger
• 18:31
  Speaker 5: companies within the innovation economy.
• 18:33
  Speaker 2: So I'm thinking about their balance sheet, what's the split
• 18:37
  Speaker 2: between how much is equity, how much is debt or
• 18:40
  Speaker 2: do you do a combination of debt and equity?
• 18:42
  Speaker 3: What does this look like today?
• 18:44
  Speaker 1: Yeah?
• 18:44
  Speaker 5: No, absolutely so Again, the whole purpose of having a
• 18:48
  Speaker 5: partner like JP Morgan is that a we can sort
• 18:51
  Speaker 5: of help the companies think through what the optimal capital
• 18:54
  Speaker 5: structure is and back to sort of the point of
• 18:56
  Speaker 5: we're sort of product agnostic, depending on what the company
• 18:58
  Speaker 5: choose to do. Most of these companies that are high
• 19:01
  Speaker 5: growth VC backed in what we call the innovation economy
• 19:04
  Speaker 5: business tend to still be pre profit, right. They're growing
• 19:06
  Speaker 5: really rapidly. They're throwing everything back into the business in
• 19:09
  Speaker 5: order to achieve scale. So for the most part, their
• 19:11
  Speaker 5: use of debt is quite small, usually some kind of
• 19:14
  Speaker 5: small venture debt component, and we really want to work
• 19:19
  Speaker 5: with those companies to think about when is the right
• 19:21
  Speaker 5: time to put debt in their capital structure, depending again
• 19:24
  Speaker 5: on where they are and sort of that life cycle,
• 19:25
  Speaker 5: and depending on sort of what their cash burn looks like,
• 19:28
  Speaker 5: how close they are to the next capital raise, what
• 19:31
  Speaker 5: is the likelihood that they're actually going to be able
• 19:32
  Speaker 5: to raise the next round of capital. So it is
• 19:34
  Speaker 5: a combination of both, but again, the majority of their
• 19:37
  Speaker 5: capital structure is definitively going to be equity given that
• 19:40
  Speaker 5: they're cash burning companies generally speaking.
• 19:42
  Speaker 2: Yeah, and I'm assuming you're not involved in angel rounds
• 19:46
  Speaker 2: or very early seed stuff, which kind of leads me
• 19:50
  Speaker 2: to what sort of criteria does your team use when
• 19:54
  Speaker 2: you're trying to figure out, Hey, is this an early
• 19:56
  Speaker 2: stage company that we want to have a banking relationship.
• 20:00
  Speaker 3: Can we be value add to them?
• 20:01
  Speaker 2: Or they still too novel, too green, no business, no revenue, Like,
• 20:08
  Speaker 2: how do what sort of corterity do you use it?
• 20:10
  Speaker 5: So I think about it as as quite as a pyramid.
• 20:13
  Speaker 5: So there is a lot that we can do for
• 20:16
  Speaker 5: companies across, you know, all stages of their life cycle.
• 20:19
  Speaker 5: But when you're talking about the very earliest stages back
• 20:21
  Speaker 5: to they have fairly simplistic needs, right, and so we
• 20:24
  Speaker 5: want to be able to bank and can bank as
• 20:26
  Speaker 5: many of those companies as possible, assuming that you know,
• 20:30
  Speaker 5: there's we don't find anything from a reputational risk perspective
• 20:34
  Speaker 5: or something or an industry that we think is challenging.
• 20:37
  Speaker 5: But I think again, becoming their primary operating bank, helping
• 20:41
  Speaker 5: them optimize their working capital is sort of like the
• 20:43
  Speaker 5: biggest challenge that these companies are. Not the biggest challenge,
• 20:45
  Speaker 5: but one of the challenges that these companies face. So
• 20:47
  Speaker 5: we can bank in terms of providing a bank account,
• 20:51
  Speaker 5: credit card again, sort of payables, receivables, many, many, many companies.
• 20:55
  Speaker 5: As we think about which are the companies we're going
• 20:57
  Speaker 5: to lend to, right, which is a sort of the
• 21:00
  Speaker 5: next round of the pyramid, if you will, and that's
• 21:04
  Speaker 5: we obviously need to really assess their sustainability over time,
• 21:09
  Speaker 5: their ability to raise the next round of capital, because
• 21:12
  Speaker 5: when you think about venture debt, that's really one of
• 21:15
  Speaker 5: the gating factors. Is this company going to be able
• 21:18
  Speaker 5: to raise the next round of capital, what's the cash
• 21:19
  Speaker 5: burn look like to obviously get them to that next
• 21:21
  Speaker 5: capital raise, and how are they using debt to sort
• 21:24
  Speaker 5: of extend that runway overall?
• 21:25
  Speaker 4: So those are sort of the types.
• 21:27
  Speaker 5: Of things that we're thinking about when we think about
• 21:29
  Speaker 5: which of those companies that are sort of credit worthy
• 21:31
  Speaker 5: for us to be lending to and obviously support them
• 21:34
  Speaker 5: to again get to the next roundcap really interesting.
• 21:38
  Speaker 2: So I have a recollection of the era following the
• 21:43
  Speaker 2: dot com ramp up and then the crash in two
• 21:46
  Speaker 2: thousand and it felt like a lot of the major
• 21:50
  Speaker 2: banks had moved up market, like the middle market was
• 21:54
  Speaker 2: kind of abandoned, so and lots of private equity seem
• 21:58
  Speaker 2: to have filled that gap. So kind of fascinated that
• 22:01
  Speaker 2: a giant bank like JP Morgan is addressing that same
• 22:07
  Speaker 2: market segment that generally people seem to have feel like
• 22:11
  Speaker 2: the bigger Wall Street banks have abandoned. You're telling me
• 22:15
  Speaker 2: you're focusing in that.
• 22:16
  Speaker 5: Space absolutely, because I think, and i'll again kind of
• 22:20
  Speaker 5: focus on two segments, if you will, kind of just
• 22:22
  Speaker 5: the broader commercial banking business and then the innovation economy
• 22:25
  Speaker 5: of business. Specifically, when you think about the broader commercial
• 22:27
  Speaker 5: banking business, right, so not just high growth VC backed companies,
• 22:30
  Speaker 5: but small businesses overall. Right, there are three hundred thousand,
• 22:35
  Speaker 5: you know, small businesses across across the country that represent
• 22:39
  Speaker 5: you know, thirteen trillion in revenues and employee forty million people, right,
• 22:44
  Speaker 5: So it is a massive part of the economy overall
• 22:47
  Speaker 5: that we very much want to serve, and we've been
• 22:48
  Speaker 5: expanding that business quite substantially, mainly through sort of geographic
• 22:53
  Speaker 5: expansion over the course of the last several years. We
• 22:56
  Speaker 5: serve you know, thirty two thousand middle market companies today
• 23:00
  Speaker 5: across our commercial bank. So certainly, again there's back to
• 23:03
  Speaker 5: a lot that we want to do and can do
• 23:05
  Speaker 5: to support small business as kind of an engine of
• 23:07
  Speaker 5: the economy overall that we very much think is there's
• 23:10
  Speaker 5: an opportunity there for us, but it's also sort of a.
• 23:12
  Speaker 4: Responsibility right for us to serve those businesses.
• 23:15
  Speaker 5: I think on the innovation economy side, just back to
• 23:18
  Speaker 5: how I mean when you look at the disruption going
• 23:20
  Speaker 5: on across every industry today and the innovation, JP Morigan
• 23:24
  Speaker 5: clearly wants to be there to support those founders with
• 23:26
  Speaker 5: sort of the next innovative idea. And I always like
• 23:29
  Speaker 5: to point to the fact that you know, we've been
• 23:30
  Speaker 5: serving innovative companies literally for over two hundred years when
• 23:34
  Speaker 5: you look back at our history, right, we supported Thomas
• 23:36
  Speaker 5: Edison and the invention of the light bulb, the railroads,
• 23:38
  Speaker 5: the automobile like those were disruptors at that time. But
• 23:42
  Speaker 5: I think on the innovation economy business specifically, when we
• 23:47
  Speaker 5: first started, I'll give you a little history of the business.
• 23:49
  Speaker 5: When we first sort of started a dedicated focus. So
• 23:52
  Speaker 5: we had always served early stage tech companies in the
• 23:54
  Speaker 5: commercial bank, but just by sort of a local banker
• 23:56
  Speaker 5: that didn't.
• 23:57
  Speaker 4: Have any expertise in tech. Right, they cover all industries.
• 24:00
  Speaker 5: So back in twenty sixteen twenty seventeen, we put in
• 24:02
  Speaker 5: place sort of a dedicated team of bankers. At that
• 24:04
  Speaker 5: point in time, I would say we primarily did. We
• 24:08
  Speaker 5: were very good in terms of our capabilities at serving
• 24:10
  Speaker 5: let's call it kind of series C and beyond right,
• 24:13
  Speaker 5: And when I came into this role, we very much
• 24:16
  Speaker 5: noticed that a founder right and for their company would
• 24:18
  Speaker 5: walk into a Chase branch, they'd open a bank account,
• 24:21
  Speaker 5: and then they would quickly leave that Chase branch and
• 24:25
  Speaker 5: move to one of our competitors who were very good
• 24:27
  Speaker 5: at serving early stage, high growth, early stage VC back companies,
• 24:31
  Speaker 5: and then they'd come back to us at sort of
• 24:33
  Speaker 5: series C right generalization. So when I came into this
• 24:36
  Speaker 5: role sort of said, what are we missing? Right in
• 24:40
  Speaker 5: that very early stage in terms of our capabilities, Like,
• 24:42
  Speaker 5: let's skip that part where they leave the JP Morgan
• 24:45
  Speaker 5: sort of franchise, right, And really what we were missing
• 24:48
  Speaker 5: was sort of a very simplified treasury what we call
• 24:52
  Speaker 5: treasury kind of payments bundle for companies to manage working capital,
• 24:57
  Speaker 5: a simple digital platform for earlier stage companies, and a
• 25:00
  Speaker 5: venture de capability. And that's what we really built out
• 25:03
  Speaker 5: sort of from kind of twenty seventeen twenty eighteen over
• 25:05
  Speaker 5: the course of the past several years, so that we
• 25:07
  Speaker 5: had best in class capabilities both for early stage companies
• 25:11
  Speaker 5: as well as late stage companies where everybody thinks about
• 25:13
  Speaker 5: JP Morgan is serving later stage.
• 25:15
  Speaker 2: So you mentioned earlier that you're expanding geographically. We'll talk
• 25:19
  Speaker 2: about international in a few minutes, but let's stay in
• 25:22
  Speaker 2: the United States for a bit. I think of JP
• 25:25
  Speaker 2: Morgan down on Wall Street, very New York based. What
• 25:29
  Speaker 2: geographies have you been expanding to. What parts of the
• 25:32
  Speaker 2: country seem to be very fast growing these days?
• 25:35
  Speaker 4: Sure?
• 25:35
  Speaker 5: Well, so I would just say today our commercial banking business,
• 25:39
  Speaker 5: you know, is in the eighty five you know, fastest
• 25:42
  Speaker 5: growing top sort of msas across the country. We have
• 25:45
  Speaker 5: one hundred and twenty five offices across the country, two
• 25:48
  Speaker 5: thousand plus bankers across the country. A big part of
• 25:51
  Speaker 5: that expansion over really the last decade has been sort
• 25:54
  Speaker 5: of California in the West coast overall, where we prior
• 25:58
  Speaker 5: to the Wallmu acquisition didn't have a ton of sort
• 26:00
  Speaker 5: of like retail presence and or sort of boots on
• 26:03
  Speaker 5: the ground there. So that's accounted for a lot of
• 26:05
  Speaker 5: that geographic expansion as well as you know, expansion into
• 26:08
  Speaker 5: the Southeast and sort of other states in the West obviously,
• 26:12
  Speaker 5: sort of moving from what historically, you know, decades and
• 26:14
  Speaker 5: decades ago, was more of an kind of East Coast
• 26:16
  Speaker 5: dominated business, and that's what's accounted for a lot of
• 26:18
  Speaker 5: the growth within the business as a whole.
• 26:20
  Speaker 2: What about down south places like Charlotte or Nashville, or
• 26:24
  Speaker 2: Texas or Florida.
• 26:26
  Speaker 5: Absolutely, I mean when you look at again kind of
• 26:28
  Speaker 5: depends on the industry, but when you look at the
• 26:32
  Speaker 5: innovation economy business and kind of where some of the
• 26:35
  Speaker 5: newer markets are. From a VC funding perspective, you are
• 26:38
  Speaker 5: seeing a lot of growth in you know, the Phillies
• 26:42
  Speaker 5: of the world, the DC's of the world, you know,
• 26:45
  Speaker 5: San Diego. I mean, certainly there's still like a huge,
• 26:49
  Speaker 5: huge concentration in kind of you know, the Bay area
• 26:51
  Speaker 5: and then kind of New York Boston area. But there
• 26:54
  Speaker 5: are cities. Miami is a good example for our healthcare business.
• 26:57
  Speaker 5: Nashville is you know, has exploed did over the past
• 27:00
  Speaker 5: several years. So again depending on the industry, it depends
• 27:03
  Speaker 5: on sort of where our concentration of bankers are. But
• 27:05
  Speaker 5: you know, back to that's why we are in one
• 27:07
  Speaker 5: hundred and twenty five cities across the country.
• 27:09
  Speaker 2: So let's talk international. You spent was it a year
• 27:12
  Speaker 2: in London?
• 27:12
  Speaker 4: Three years?
• 27:13
  Speaker 3: Three years?
• 27:14
  Speaker 2: Yes, So you're an old hand there you go dealing
• 27:17
  Speaker 2: with Europe. So let's talk a little bit about what's
• 27:19
  Speaker 2: happening in the UK and what's going on in Europe.
• 27:22
  Speaker 2: How do you look at those markets? Can you play
• 27:25
  Speaker 2: in those spaces? Tell us a little bit about what
• 27:27
  Speaker 2: the work is like there.
• 27:28
  Speaker 5: Sure, So I would say from a commercial banking perspective,
• 27:32
  Speaker 5: we definitely support companies globally, and I do think that's
• 27:35
  Speaker 5: again one of JP Morgan's competitive advantages. As earlier stage
• 27:39
  Speaker 5: companies are looking to expand internationally, we can support them
• 27:42
  Speaker 5: across you know, basically any market they're gonna they're going
• 27:46
  Speaker 5: to across, you know, both Amya and a PAC. So yes,
• 27:50
  Speaker 5: we support companies there. And then we have teams on
• 27:52
  Speaker 5: the ground in Europe and Asia, et cetera that are
• 27:55
  Speaker 5: supporting early stage companies that are headquarters in Europe in
• 27:59
  Speaker 5: a PAC and their expansion into the US. So kind
• 28:02
  Speaker 5: of doing it both ways, inbound and outbound. And again
• 28:05
  Speaker 5: I think that that's something that with our long history
• 28:08
  Speaker 5: of operating in these various jurisdictions, helping to advise companies
• 28:12
  Speaker 5: on sort of the right strategy as they think about
• 28:13
  Speaker 5: those international expansions.
• 28:15
  Speaker 2: Huh really really interesting. What percentage of your business is international?
• 28:19
  Speaker 2: I can't imagine JP Mugan feels like it's so dominant
• 28:23
  Speaker 2: in the US. What's the perception like overseas?
• 28:27
  Speaker 3: How is it?
• 28:28
  Speaker 5: So, I would say for our commercial banking business. So
• 28:31
  Speaker 5: let me separate this out of a moment. So again,
• 28:34
  Speaker 5: the commercial banking business the US is serving US headquarter companies,
• 28:38
  Speaker 5: but when they have a European sub or an Asian sub,
• 28:41
  Speaker 5: that clearly is a smaller percentage of the company's overall revenue.
• 28:44
  Speaker 5: So a smaller percentage of like the revenue that we
• 28:46
  Speaker 5: would earn as well, but we're supporting them globally. The
• 28:50
  Speaker 5: commercial banking sort of build out in Europe and in
• 28:54
  Speaker 5: Asia for bankers on the ground supporting European and Asian
• 28:58
  Speaker 5: headquarter companies is a newer effort, newer over the past
• 29:03
  Speaker 5: seven or eight years. So it's not as robust in
• 29:07
  Speaker 5: terms of our robust is the wrong word. It's not
• 29:10
  Speaker 5: as far along right as I mean.
• 29:13
  Speaker 2: It is clearly, clearly well established here for hundreds of years.
• 29:17
  Speaker 5: Hundreds of years, and we've been in Europe and Asia
• 29:20
  Speaker 5: for hundreds of years. Investment banking hundreds of years is
• 29:23
  Speaker 5: maybe a strong word, but for many, many, many decades
• 29:26
  Speaker 5: from an investment banking perspective. But the build out of
• 29:28
  Speaker 5: the commercial bank supporting smaller sized companies in those markets
• 29:31
  Speaker 5: is newer seven, seven or eight years ago, and.
• 29:33
  Speaker 2: That's a white space that's got to be wide open.
• 29:35
  Speaker 5: Now, absolutely absolutely, and again we're finding great traction because
• 29:39
  Speaker 5: there is so much obviously, as we all are well aware,
• 29:43
  Speaker 5: economies and companies operate in such a global fashion today
• 29:46
  Speaker 5: that a company sitting in Europe obviously has generally speaking
• 29:49
  Speaker 5: plans to expand in other parts of the globe, the
• 29:51
  Speaker 5: US being a huge market, particularly across tech and consumer
• 29:54
  Speaker 5: facing businesses, et cetera, So that connectivity is important.
• 29:58
  Speaker 2: And you said earlier from checking to IPO, how do
• 30:01
  Speaker 2: you think about the IPO market which has been so
• 30:06
  Speaker 2: quiet the past few years. We really haven't seen a
• 30:09
  Speaker 2: lot of companies coming public. How do you view this,
• 30:14
  Speaker 2: When might that change and how does this impact your business?
• 30:17
  Speaker 5: Sure, so, we are definitely optimistic on the IPO market
• 30:21
  Speaker 5: this year, and I think even you know, in twenty
• 30:23
  Speaker 5: twenty four saw a significant uptick in issuance versus twenty
• 30:27
  Speaker 5: twenty three. Obviously we were coming off a low base,
• 30:29
  Speaker 5: but we saw about thirty three billion in IPO volume
• 30:31
  Speaker 5: in twenty twenty four. We think that that could double
• 30:35
  Speaker 5: this year, you know, just given I think a stable backdrop,
• 30:40
  Speaker 5: more kind of confidence all around the markets. We've also
• 30:43
  Speaker 5: just seen a more stable you know, US economy obviously
• 30:48
  Speaker 5: so far, you know, knock on wood, feels like we
• 30:50
  Speaker 5: sort of took a soft landing right.
• 30:51
  Speaker 4: In the US.
• 30:52
  Speaker 5: We now have rates on the decline, which is supportive
• 30:55
  Speaker 5: of the IPO market. We'll sort of see if that,
• 30:57
  Speaker 5: you know, how that kind of plays out of the course,
• 30:59
  Speaker 5: of the year, and then I think, you know, the
• 31:01
  Speaker 5: expectation of sort of double digit earnings growth in the
• 31:04
  Speaker 5: coming year is also very supportive of the equity market.
• 31:07
  Speaker 5: So we do think you're going to see a lot
• 31:09
  Speaker 5: more activity in the IPO market this year. And obviously
• 31:12
  Speaker 5: there's just a ton of supply that's built up over
• 31:14
  Speaker 5: the past couple of years of as companies have stayed
• 31:17
  Speaker 5: private longer and waiting for a better window to access
• 31:19
  Speaker 5: that IPO market.
• 31:20
  Speaker 2: So we're recording this at the end of January. I
• 31:24
  Speaker 2: don't recall seeing anybody's forecast for the year ahead saying, hey, really,
• 31:29
  Speaker 2: an expensive AI from China Deep Seek is going to
• 31:33
  Speaker 2: completely disrupt everything. How do you look at the not
• 31:38
  Speaker 2: just the technological disruption that we're all experiencing, but the
• 31:43
  Speaker 2: incredible pace as to how rapid everything is advancing.
• 31:47
  Speaker 3: How do you think about this and how does that
• 31:48
  Speaker 3: impact the day job?
• 31:50
  Speaker 2: How does it impact the work?
• 31:51
  Speaker 5: Sure, so clearly, you know, just talking about Deep Seek specifically,
• 31:56
  Speaker 5: obviously just a huge impact on the equity markets.
• 32:00
  Speaker 4: You know, as you.
• 32:01
  Speaker 5: Saw a lot of a lot of some of the
• 32:05
  Speaker 5: larger names trading down significantly, we did see a rebound
• 32:09
  Speaker 5: sort of the following day, which was which was beneficial.
• 32:12
  Speaker 5: I do think, you know, AI is obviously going to
• 32:14
  Speaker 5: be continued to be a big story over the course
• 32:16
  Speaker 5: of twenty twenty five. There's also just a tremendous amount
• 32:19
  Speaker 5: of capital that needs to be raised to kind of
• 32:21
  Speaker 5: support that industry overall. And so I do think, like
• 32:25
  Speaker 5: back to sort of the comments about sort of stable
• 32:27
  Speaker 5: macroeconomic backdrop rates declining, all of that will be supportive
• 32:31
  Speaker 5: of the broader IPO market and the ability to access
• 32:35
  Speaker 5: those markets. Yes, we're going to kind of continue to
• 32:37
  Speaker 5: see volatility with some of these surprises, like the deep
• 32:39
  Speaker 5: Sake example, but it hasn't really changed our view, our
• 32:43
  Speaker 5: very constructive view on the market going forward.
• 32:47
  Speaker 2: Let's talk a little bit about some of your thoughts
• 32:50
  Speaker 2: on leadership at the bank and long term strategy. If
• 32:55
  Speaker 2: we go back five or six years, you're a managing
• 32:57
  Speaker 2: director and head of specialized industries. What types of firms
• 33:02
  Speaker 2: were you working with then and are you still working
• 33:05
  Speaker 2: with the same firms or has your portfolio widened since then?
• 33:10
  Speaker 5: Well, I would say that portfolio has widened in the
• 33:12
  Speaker 5: sense that we've continued to add various industries. So specialized
• 33:16
  Speaker 5: industries I think I mentioned before it's nineteen different industries.
• 33:19
  Speaker 5: There was some example, Yeah, so that spans a very
• 33:23
  Speaker 5: wide remit. So some of our very mature businesses, for instance,
• 33:26
  Speaker 5: our government business supporting states and municipalities and school districts
• 33:29
  Speaker 5: across the country. We've been doing excuse me doing that
• 33:31
  Speaker 5: since you know Japan worn sort of was founded. So
• 33:34
  Speaker 5: the government business are not for profit healthcare, hire ed
• 33:36
  Speaker 5: and nonprofit business. Again to very mature businesses. We also
• 33:40
  Speaker 5: have you know, beverage food and nag our M and
• 33:42
  Speaker 5: C business supporting some of the subsidiaries. Media, communications and
• 33:47
  Speaker 5: digital infrastructure very hot sector right now in terms of
• 33:50
  Speaker 5: the huge need for data centers and capital for data
• 33:53
  Speaker 5: centers overall, the innovation economy business again as I mentioned,
• 33:56
  Speaker 5: sort of part of all that. So those are some
• 33:58
  Speaker 5: examples of the industries that that fall within that that remit.
• 34:01
  Speaker 5: So again, when we first started specialized industries, I'm not
• 34:06
  Speaker 5: going to remember the exact number, but we probably had
• 34:08
  Speaker 5: five industries within that, right, and so we've just continued
• 34:11
  Speaker 5: to build out that dedicated expertise over the course of
• 34:14
  Speaker 5: the past several years, which we've just found great success in.
• 34:17
  Speaker 2: So how do you assess risk when you're rolling into
• 34:21
  Speaker 2: a new sector or specialized industry. When you're working in
• 34:25
  Speaker 2: a space for a while, you kind of learn what
• 34:28
  Speaker 2: the you know, where the minds are laid. When you
• 34:31
  Speaker 2: move into a new space, how do you approach that?
• 34:34
  Speaker 5: Well, I would just say it's not as if we
• 34:37
  Speaker 5: weren't banking companies in each of those industries before. It's
• 34:41
  Speaker 5: simply that we did not have dedicated bankers that only did.
• 34:44
  Speaker 4: That, right, So back to this is why we very.
• 34:47
  Speaker 5: Much believe and it's been proven out in terms of
• 34:49
  Speaker 5: the growth that we've seen in sort of the specialized
• 34:51
  Speaker 5: industries business. So we sort of focus in on the
• 34:54
  Speaker 5: sectors where we think it makes a difference for the
• 34:57
  Speaker 5: banker to have that industry expertise. Keep in mind, we
• 35:00
  Speaker 5: partner with the investment bank on the m and A
• 35:02
  Speaker 5: advisory and strategic capital raising and they are all industry focused, right,
• 35:06
  Speaker 5: But does the commercial banker need that industry expertise? Is
• 35:09
  Speaker 5: there something very different about the credit risk associated with
• 35:12
  Speaker 5: those industries that that banker expertise helps and that we
• 35:15
  Speaker 5: need sort of dedicated credit teams.
• 35:17
  Speaker 4: Again, with the focus on those specific.
• 35:19
  Speaker 5: Industries, is there something different about the product and solution
• 35:23
  Speaker 5: set for those companies that would require us to have
• 35:26
  Speaker 5: that dedicated focus back to kind of the innovation economy business.
• 35:30
  Speaker 5: As I was saying earlier, we didn't have the early
• 35:33
  Speaker 5: stage capabilities that we needed, you know, seven eight years ago,
• 35:36
  Speaker 5: and that's what it was a very kind of bespoke
• 35:39
  Speaker 5: to those high growth companies and the challenges.
• 35:41
  Speaker 4: That we fade that they face that led us to.
• 35:44
  Speaker 5: Kind of build out those digital capabilities and bundled solutions.
• 35:47
  Speaker 5: So that's a good example of why we felt like
• 35:49
  Speaker 5: we needed to build that as an industry.
• 35:50
  Speaker 2: So it's kind of fascinating that you're serving clients who
• 35:54
  Speaker 2: are rapidly innovating, expanding into spaces that wholly on we're seeing.
• 36:01
  Speaker 2: How do you keep up with that, how do you
• 36:03
  Speaker 2: make sure that you're innovative and cutting edge, and how
• 36:06
  Speaker 2: do you build this when it it's almost as if
• 36:10
  Speaker 2: your clients are outpacing you know, the rest of the market.
• 36:13
  Speaker 5: Absolutely, and I would say that is one of the
• 36:15
  Speaker 5: best parts of my job is meeting with founders all
• 36:19
  Speaker 5: day long and really obviously hearing about their businesses and
• 36:24
  Speaker 5: what they are doing to kind of disrupt industries, new
• 36:27
  Speaker 5: technologies and that is extraordinarily rewarding in terms of hearing
• 36:32
  Speaker 5: about that and how we can help support that growth. Overall,
• 36:35
  Speaker 5: it is very different meeting with again kind of back
• 36:39
  Speaker 5: to my earlier background spending time in deck capital markets.
• 36:44
  Speaker 5: You're basically covering Fortune five hundred companies. It's very which
• 36:47
  Speaker 5: is its own unique circumstances and those companies have their
• 36:50
  Speaker 5: own challenges. But it's very different speaking to the treasure
• 36:53
  Speaker 5: CFO or CEO of Fortune five hundred company than a founder, right, Like,
• 36:57
  Speaker 5: there's just it's a very different.
• 36:59
  Speaker 3: Different focus, different.
• 37:01
  Speaker 4: Space exactly, and skill set.
• 37:03
  Speaker 5: So that again is sort of the most fun part
• 37:06
  Speaker 5: of my job is being able to interact with all
• 37:07
  Speaker 5: of those founders and hear about sort of the technology
• 37:10
  Speaker 5: to come.
• 37:10
  Speaker 2: So I'm intrigued at about the work you did in
• 37:13
  Speaker 2: debt capital markets, especially when you were in Europe for
• 37:17
  Speaker 2: three years. What are the major differences between the way
• 37:21
  Speaker 2: we manage debt capital markets and the way they do?
• 37:24
  Speaker 3: Is it structural?
• 37:26
  Speaker 2: Tell us about you know, why is it that? Are
• 37:30
  Speaker 2: they very similar or are they different?
• 37:32
  Speaker 5: Well, so a couple things, I would say that, just
• 37:34
  Speaker 5: one in terms of how we think about covering companies
• 37:38
  Speaker 5: in deck hon arcerts. In the US, we're organized by
• 37:41
  Speaker 5: industry team. In Europe for obviously obviously reasons were organized
• 37:45
  Speaker 5: by country team given language differences. So that again was
• 37:48
  Speaker 5: something that I very much enjoyed, was sitting back to
• 37:51
  Speaker 5: in DCM. You're in the trading floor environment. I would
• 37:53
  Speaker 5: have my UK team over here, my Germany team, my
• 37:55
  Speaker 5: Italy team, so you know, everyone speaking different languages. I
• 37:58
  Speaker 5: kept thinking I was going to learn five languages by osmosis.
• 38:00
  Speaker 5: That did not work, so unfortunately.
• 38:01
  Speaker 4: That's not the case.
• 38:03
  Speaker 5: But that was that was a great experience overall. I
• 38:06
  Speaker 5: was you know, the European debt capital markets are tend
• 38:10
  Speaker 5: to be a little bit more volatile than the US.
• 38:13
  Speaker 5: It's also because they are a lot smaller, right in
• 38:15
  Speaker 5: terms of just the total volume the investor base that
• 38:18
  Speaker 5: sort of supports those markets all around, and so that's
• 38:22
  Speaker 5: one of the major differences. What I would say is
• 38:24
  Speaker 5: for larger global companies, having access to that European market
• 38:30
  Speaker 5: has been quite advantageous, both from a capacity perspective if
• 38:34
  Speaker 5: they were running up against capacity constraints for a very
• 38:36
  Speaker 5: frequent issue obviously in the US, and two just from
• 38:39
  Speaker 5: a cost of funding perspective. So over the last several years,
• 38:42
  Speaker 5: given to the divergence and interest rates between the US
• 38:45
  Speaker 5: and Europe, for many companies, it's actually been cheaper to
• 38:48
  Speaker 5: issue bonds or you know, access to debt markets in
• 38:52
  Speaker 5: Europe than it has been in the US. Right in US,
• 38:55
  Speaker 5: interest rates were higher. So that's obviously just a great
• 39:00
  Speaker 5: alternative right for companies when they need to access enormous
• 39:04
  Speaker 5: amounts of capital and or are obviously very focused on
• 39:06
  Speaker 5: sort of what the most advantageous cost is.
• 39:08
  Speaker 2: So I know you're not an economist, so I'm not
• 39:10
  Speaker 2: going to ask you that question, but it just feels
• 39:15
  Speaker 2: like Europe cannot get out of its own way for
• 39:17
  Speaker 2: I don't know, past five years, ten years, go back
• 39:20
  Speaker 2: to Brexit and nearly Grexit. What's going on that Europe
• 39:25
  Speaker 2: seems to be almost structurally lagging the US and having
• 39:29
  Speaker 2: such difficulty finding its footing.
• 39:32
  Speaker 5: Well, I'm also not an expert on politics, so I'm
• 39:35
  Speaker 5: not going to comment on that because I think there's
• 39:37
  Speaker 5: something to be said there. But what I would say
• 39:40
  Speaker 5: from sort of a structural perspective is I think probably
• 39:43
  Speaker 5: one of the bigger differences today is demographics, where kind
• 39:48
  Speaker 5: of working age population in Europe is declining. I think
• 39:50
  Speaker 5: it's still growing modestly in the US, and obviously that
• 39:53
  Speaker 5: will turn in the US at some point in time,
• 39:55
  Speaker 5: but so that that has been sort of one issue
• 39:57
  Speaker 5: in Europe. I think the post COVID recovery in Europe
• 40:01
  Speaker 5: was a lot more challenging, primarily because of the Russia
• 40:05
  Speaker 5: Ukraine War and sort of the energy crisis that they faced,
• 40:08
  Speaker 5: given a lot of their energy was coming from for
• 40:10
  Speaker 5: energy supply was coming from from Russia. So that had
• 40:13
  Speaker 5: a very different impact in Europe than it did in
• 40:15
  Speaker 5: the US.
• 40:16
  Speaker 4: Overall.
• 40:17
  Speaker 5: If you look at Germany, obviously the largest, you know,
• 40:20
  Speaker 5: economy in Europe, it's very still sort of heavily manufacturing based.
• 40:24
  Speaker 5: Higher interest rates have really had hurt manufacturing, global manufacturing,
• 40:29
  Speaker 5: and so that's how a bigger impact I think on
• 40:31
  Speaker 5: Germany with those manufacturers operating globally. So those are some
• 40:35
  Speaker 5: of the things that I would point to. And you know,
• 40:36
  Speaker 5: there's just never been the same labor productivity across Europe
• 40:40
  Speaker 5: as there has been in the US, and quite frankly,
• 40:42
  Speaker 5: just the support for innovation and right and new technology,
• 40:46
  Speaker 5: and I think that's just had a big impact. Back
• 40:48
  Speaker 5: to Germany's heavily manufacturing based right, the US probably less so.
• 40:54
  Speaker 2: Because when more service oriented, is that the.
• 40:56
  Speaker 4: More service oriented?
• 40:57
  Speaker 5: And I think again, you don't have the same I
• 40:59
  Speaker 5: think a lot a lot of countries in Europe are
• 41:01
  Speaker 5: looking to put in place policies to better incentivize some
• 41:07
  Speaker 5: of the technological development. But I mean, you don't have
• 41:09
  Speaker 5: a Bay Area type right, right. I mean you have
• 41:12
  Speaker 5: little pockets of that kind of concept right where you
• 41:15
  Speaker 5: have sort of this ecosystem coming together to disrupt and
• 41:18
  Speaker 5: innovate and support new technology. But there there's nothing as
• 41:22
  Speaker 5: sort of big as the Bay Area in Europe.
• 41:24
  Speaker 2: But you do have world class manufacturing throughout Europe. And
• 41:28
  Speaker 2: I think absolutely of Mercedes, Porsche, BMW in Germany. You
• 41:32
  Speaker 2: think of all the I guess it really doesn't scale
• 41:36
  Speaker 2: watchmaking and things like that, but there are some really
• 41:41
  Speaker 2: high end companies that are incredibly successful. Are they just
• 41:46
  Speaker 2: the exceptions?
• 41:47
  Speaker 3: What is it? I'm trying to conceptualize?
• 41:49
  Speaker 5: Sure, But I also think it's it's much more fragmented
• 41:52
  Speaker 5: obviously than the US market, with each different country with
• 41:55
  Speaker 5: its own own rules and regulations and you know, some
• 41:59
  Speaker 5: some sort of more national less policies than others. And
• 42:01
  Speaker 5: I think that just has an impact on their ability
• 42:03
  Speaker 5: to kind of domin and we're talking about Europe is
• 42:04
  Speaker 5: if it's one thing.
• 42:05
  Speaker 3: But it's not so.
• 42:07
  Speaker 2: You're saying, really, it's it is structural, it's not so.
• 42:11
  Speaker 2: The combination of these structural challenges relatively high interest rate,
• 42:17
  Speaker 2: less productivity gains, and a focus that's less service oriented,
• 42:21
  Speaker 2: more manufacturing oriented demographics and demographics. Yeah, so the people
• 42:28
  Speaker 2: who have been waiting for hey, you know, Europe is
• 42:31
  Speaker 2: going to catch up. It's going to mean revert any second.
• 42:34
  Speaker 2: That doesn't seem to be in the imminent cards anytime soon.
• 42:39
  Speaker 4: I don't think that's in the twenty twenty five cards.
• 42:41
  Speaker 4: Let's put it there.
• 42:42
  Speaker 2: Okay, Hey, that's fair. That's a perfectly fair thing. I
• 42:46
  Speaker 2: want to talk a little bit about some of the
• 42:49
  Speaker 2: work you've done on women in banking.
• 42:53
  Speaker 3: You were on the Women on the Move.
• 42:56
  Speaker 2: Podcast and one of the things you said that struck
• 42:59
  Speaker 2: me was women don't have as robust of a network
• 43:03
  Speaker 2: as as men do.
• 43:05
  Speaker 5: Explain, so that was that was a little bit of
• 43:09
  Speaker 5: a generalization, probably, but I think what I meant by
• 43:12
  Speaker 5: that was if women tend to stick to because I
• 43:16
  Speaker 5: think often earlier in their career and probably I did
• 43:19
  Speaker 5: the same thing early on. That you stick to sort
• 43:21
  Speaker 5: of the women's network that you develop, right, and there's
• 43:23
  Speaker 5: a lot of sort of women's networking events. I'll speak
• 43:26
  Speaker 5: for financial services specifically. If you only stick to that network,
• 43:30
  Speaker 5: there's still a lot fewer women and sort of banking
• 43:33
  Speaker 5: or pick many industries, right, then there are men, and
• 43:35
  Speaker 5: so that limits kind of that network overall. And so
• 43:39
  Speaker 5: I think like important that you're spending time with people
• 43:42
  Speaker 5: across the organization, picking mentors across the organization, networking across
• 43:47
  Speaker 5: the organization to make sure that you're developing the same
• 43:50
  Speaker 5: robust network that's sort of some of your male colleagues
• 43:53
  Speaker 5: would already be doing.
• 43:55
  Speaker 2: So I also read you value and prioritize mentorship. How
• 44:01
  Speaker 2: do you approach this at your job? We'll get to
• 44:05
  Speaker 2: questions about who your mentors were, But do you have mentees?
• 44:08
  Speaker 2: Are you?
• 44:09
  Speaker 3: Are you practicing what you preach?
• 44:12
  Speaker 4: Yes?
• 44:12
  Speaker 5: And I very much take that as a serious responsibility
• 44:16
  Speaker 5: and sort of part of my day job. You know,
• 44:19
  Speaker 5: we have various I would say, organized programs and then
• 44:22
  Speaker 5: there's more informal you know, mentors mentorship programs, and I
• 44:26
  Speaker 5: think both are important. But I think over the years,
• 44:29
  Speaker 5: you know, making sure that all of the senior individuals
• 44:33
  Speaker 5: are sort of participating in those mentorship sponsorship programs, giving
• 44:37
  Speaker 5: younger people sort of the opportunity to learn from someone
• 44:39
  Speaker 5: else about their career, and again sort of doing the
• 44:42
  Speaker 5: informal mentoring. I think back to the JP Morgan culture.
• 44:46
  Speaker 5: I think it's just very endemic there. Someone reaches out,
• 44:50
  Speaker 5: you know, to have a cup of coffee with you,
• 44:52
  Speaker 5: you go do that, right, and it's just sort of
• 44:54
  Speaker 5: something that's expected and something that sort of I grew
• 44:57
  Speaker 5: up with, if you will, and so certainly something that
• 45:00
  Speaker 5: I again take very seriously.
• 45:02
  Speaker 2: So when I first started this podcast, I want to say,
• 45:05
  Speaker 2: almost eleven years ago, was very hard finding women in
• 45:09
  Speaker 2: senior leadership roles and having them come on as guests.
• 45:14
  Speaker 2: That has become much easier. I'm curious how you see
• 45:20
  Speaker 2: the industry as as once male dominated. It's still mostly
• 45:25
  Speaker 2: male dominated, but it feels like it's improving somewhat.
• 45:29
  Speaker 3: What are you what's your perspective.
• 45:30
  Speaker 5: I do think that a lot of progress has been
• 45:33
  Speaker 5: made overall. I think, you know, JP Morian not to
• 45:36
  Speaker 5: toot our own horn, but I think is a great
• 45:37
  Speaker 5: example for the industry where you look at, you know,
• 45:40
  Speaker 5: our operating committee, which are the individuals that report directly
• 45:43
  Speaker 5: to Jamie.
• 45:44
  Speaker 4: You know it is heavily female.
• 45:45
  Speaker 2: Jamie, I'm sorry, I'm not familiar who is that.
• 45:48
  Speaker 5: There are many many females on the operating Committee. So
• 45:51
  Speaker 5: we've done a great job there and I think that
• 45:54
  Speaker 5: that's kind of you know, filtered down throughout the organization.
• 45:56
  Speaker 5: So yes, I do think it has improved substantially. I
• 45:59
  Speaker 5: do still think there's a lot of challenges, particularly at
• 46:02
  Speaker 5: that sort of VP late VP early ED level, early
• 46:05
  Speaker 5: executive director level. A lot of times when people are
• 46:08
  Speaker 5: having sort of their first their first children and sort
• 46:11
  Speaker 5: of making sure that we're providing this a supportive environment
• 46:14
  Speaker 5: that they're able to obviously you know, come back to work.
• 46:17
  Speaker 4: As they would like to.
• 46:18
  Speaker 5: But yes, I think significant progress has been made at
• 46:21
  Speaker 5: But I think that is a very intentional effort back
• 46:24
  Speaker 5: to kind of understanding why if we are losing female
• 46:27
  Speaker 5: employees or diverse employees, why that is in the same
• 46:29
  Speaker 5: way that we want to understand why we're losing any employee, right,
• 46:32
  Speaker 5: any talented employee we don't we don't want to lose.
• 46:34
  Speaker 5: But I think you have to be just very intentional
• 46:36
  Speaker 5: about measuring progress and understanding what the challenges are and
• 46:43
  Speaker 5: if there's anything that you can do or should be
• 46:46
  Speaker 5: doing to have a more sort of accommodative environment and
• 46:48
  Speaker 5: inclusive environment.
• 46:49
  Speaker 2: So I have a question later about advice to recent
• 46:52
  Speaker 2: college grads, but as long as we're talking about women
• 46:54
  Speaker 2: in banking, let's stay focused on that here. What advice
• 46:59
  Speaker 2: do you have for any young woman who wants to
• 47:03
  Speaker 2: become part of the financial sector or banking industry.
• 47:08
  Speaker 5: I would just say, really taking advantage of friends colleagues
• 47:14
  Speaker 5: that you know, your network peers to understand all aspects
• 47:19
  Speaker 5: of the industry. And you know that's hard to do
• 47:22
  Speaker 5: sometimes when you're in college and you're not sort of
• 47:24
  Speaker 5: sitting in the organization. But I do think, and this
• 47:28
  Speaker 5: is not a commentary on females versus males, but just
• 47:32
  Speaker 5: sort of back to the networking point, you have kind
• 47:36
  Speaker 5: of a natural advantage if your parent was an investment
• 47:38
  Speaker 5: banker or a lawyer or right that dealt with with
• 47:42
  Speaker 5: sort of the banking industry, or you know, pick another
• 47:45
  Speaker 5: sort of adjacent profession, and so you know, those individuals
• 47:50
  Speaker 5: know the right questions to ask, are more aware of
• 47:52
  Speaker 5: the opportunities across the firm. It's not just investment banking.
• 47:54
  Speaker 5: There's lots of other things we do a JP Morgan
• 47:57
  Speaker 5: or any firm. So I think just making sure that
• 47:59
  Speaker 5: you're figuring out how to kind of gather that information
• 48:03
  Speaker 5: and ask all of those questions so that you are
• 48:06
  Speaker 5: a little more educated coming in about sort of what
• 48:08
  Speaker 5: the opportunities are overall.
• 48:09
  Speaker 2: Huh, really interesting. So let me throw you a curveball question.
• 48:13
  Speaker 2: We talked earlier, not only about your ballet at age four,
• 48:17
  Speaker 2: but dancing professionally for three years. You're a member of
• 48:20
  Speaker 2: the board of trustees for American Ballet Theater, that's the
• 48:25
  Speaker 2: pinnacle of dance in America. Tell us a little bit
• 48:29
  Speaker 2: about the organization, how you found your way to it,
• 48:34
  Speaker 2: what are you doing with them?
• 48:35
  Speaker 4: Sure? So, I have been on the board since two
• 48:38
  Speaker 4: thousand and nine.
• 48:39
  Speaker 3: So wow, that's fifteen plus.
• 48:41
  Speaker 4: Yes, yes, so a long time. So again.
• 48:42
  Speaker 5: American Ballet Theater, one of the greatest ballet companies in
• 48:45
  Speaker 5: the world, based here in New York, officially designated by Congress,
• 48:50
  Speaker 5: is America's national ballet company.
• 48:51
  Speaker 4: Huh.
• 48:52
  Speaker 5: And actually, as of January of this year, I am
• 48:56
  Speaker 5: the new chair of the Board of ABT.
• 48:57
  Speaker 2: Which is super exciting.
• 48:59
  Speaker 4: But you know, the.
• 49:00
  Speaker 5: Board obviously has its basic sort of governmance functions, but
• 49:03
  Speaker 5: you know, we spend a lot of time helping with
• 49:06
  Speaker 5: fundraising for the organization and helping provide you know, expertise
• 49:12
  Speaker 5: where each individual has it. Any nonprofit obviously has a
• 49:15
  Speaker 5: much more limited sort of staff overall. So if there's
• 49:18
  Speaker 5: people on the board that have real estate expertise, or
• 49:20
  Speaker 5: finance expertise or HR expertise, that is very valuable to
• 49:24
  Speaker 5: the organization as a whole. So there's always sort of
• 49:25
  Speaker 5: special projects that we you know, sort of participate in
• 49:28
  Speaker 5: from that perspective, but a big chunk of what the
• 49:32
  Speaker 5: board does is really making sure people are aware of ABT,
• 49:37
  Speaker 5: helping with fundraising, helping attract new donors, helping attract and
• 49:41
  Speaker 5: develop new audience members.
• 49:43
  Speaker 3: Huh really really interesting.
• 49:45
  Speaker 2: Have passed board members and or chair people been former
• 49:51
  Speaker 2: professional ballet dancers or is this unusual?
• 49:55
  Speaker 5: There's always a few, but certainly the majority of people
• 49:59
  Speaker 5: on the board don't have a background in dance. And
• 50:02
  Speaker 5: as I always remind everybody, I call it the separation
• 50:05
  Speaker 5: between church and state. The board is there to sort
• 50:07
  Speaker 5: of help with the business of running the ballet company.
• 50:10
  Speaker 5: They have no input whatsoever to anything artistic, which is
• 50:12
  Speaker 5: why it's not required that you have any sort of background.
• 50:15
  Speaker 2: But I'm curious if there have been previous chair people
• 50:17
  Speaker 2: who were professional ballet.
• 50:19
  Speaker 4: Dancers that I would have.
• 50:21
  Speaker 5: I don't think so, But I'm not one hundred percent
• 50:23
  Speaker 5: part right, I don't think so. Our previous chair who
• 50:27
  Speaker 5: retired at the end of last year, his sister danced
• 50:30
  Speaker 5: with a company for many years, and that's really how
• 50:32
  Speaker 5: he became involved in Obviously, you know, very passionate about
• 50:35
  Speaker 5: the ballet huh.
• 50:36
  Speaker 2: Really, it's one of those fascinating things that just I
• 50:39
  Speaker 2: don't see on people's resumes all that often. And I
• 50:42
  Speaker 2: had no idea you was shamman, but it's really fascinating,
• 50:44
  Speaker 2: all right. So while I still have you, let's jump
• 50:47
  Speaker 2: to our favorite questions that we ask all of our guests.
• 50:51
  Speaker 2: Speaking of entertainment, Let's start with what are you streaming
• 50:55
  Speaker 2: these days? What's keeping you entertained? It could be Netflix, podcast, whatever,
• 50:59
  Speaker 2: What what are you enjoying these days?
• 51:01
  Speaker 5: So first I would say I am sort of an
• 51:04
  Speaker 5: avid reader. I was talking with a colleague on my
• 51:07
  Speaker 5: way over here. Everybody consumes information differently. I consume it
• 51:11
  Speaker 5: better reading, I think, than always listening right the same way.
• 51:14
  Speaker 5: So I'm sort of very religious about getting through The
• 51:17
  Speaker 5: Economist and The New Yorker every week. And I won't
• 51:19
  Speaker 5: let myself read the next issue of The Economist until
• 51:22
  Speaker 5: I finish the first one.
• 51:23
  Speaker 4: So even if i'm behind, I know that.
• 51:26
  Speaker 2: I'm in nineteen eighty six if I follow.
• 51:28
  Speaker 4: The Okay, there you go, I might have to get
• 51:30
  Speaker 4: that up at some point.
• 51:32
  Speaker 5: I am currently streaming, I guess, the second season of
• 51:35
  Speaker 5: The Diplomat, which I'm very much enjoying.
• 51:37
  Speaker 3: I so good.
• 51:38
  Speaker 5: I love the political action thrillers, but I think I'm
• 51:41
  Speaker 5: running out of them because I've watched all of them
• 51:42
  Speaker 5: at this point.
• 51:43
  Speaker 4: So you s oh, no, I haven't seen that.
• 51:45
  Speaker 2: Okay, so a little more intelligence community slash tip of
• 51:51
  Speaker 2: the spear, okay, but you know, the same sort of
• 51:56
  Speaker 2: back and forth layers of intrigue. And but I really
• 52:00
  Speaker 2: enjoyed The Diplomat. I thought that was fascinating. And then
• 52:04
  Speaker 2: what was its secretary of state?
• 52:05
  Speaker 4: Was the madam secretary Secretary?
• 52:07
  Speaker 3: That same concept.
• 52:09
  Speaker 5: I will admit I've watched it a couple of times.
• 52:11
  Speaker 5: Oh really, Yes, exactly. I think it's a good pick
• 52:15
  Speaker 5: me up, particularly when partisan politics are you know, depressing everyone.
• 52:20
  Speaker 4: It's good. It's just a happy there's always a happy ending.
• 52:22
  Speaker 4: I appreciate the.
• 52:23
  Speaker 2: Time there's you have an ability to go to a
• 52:25
  Speaker 2: space you're wholly unfamiliar with and be challenged. It's not
• 52:30
  Speaker 2: just entertaining, but it you know, clears the cob webs exactly, exactly,
• 52:34
  Speaker 2: really interesting. So we talked about you as a mentor.
• 52:38
  Speaker 2: Who were your mentors who helped shape your career?
• 52:42
  Speaker 5: So I would say I feel very lucky when I
• 52:46
  Speaker 5: was most of my career, when I was in Deck
• 52:48
  Speaker 5: Capital Markets, I worked for a woman who ran DCM
• 52:52
  Speaker 5: at the time, and then she went on to do
• 52:53
  Speaker 5: different things at the firm who was very much a
• 52:56
  Speaker 5: sponsor mentor.
• 52:58
  Speaker 4: For me overall.
• 53:00
  Speaker 5: And it's just, you know, over time she's retired now
• 53:02
  Speaker 5: from JPMorgan but sort of you know, become a friend.
• 53:04
  Speaker 5: But I think that's where I really, I think learned
• 53:09
  Speaker 5: and embraced kind of just this concept of attracting talent,
• 53:13
  Speaker 5: retaining talent, helping to kind of bring up the next
• 53:16
  Speaker 5: generation of women is a responsibility of senior people. And
• 53:21
  Speaker 5: she really demonstrated that, and certainly I took that to heart.
• 53:25
  Speaker 2: So since you are a reader, let's talk about books.
• 53:28
  Speaker 2: What are your favorites and what are you reading right now?
• 53:32
  Speaker 5: So favorites are hard, but what I'm what I'm reading
• 53:35
  Speaker 5: right now? So I actually just finished over the holidays.
• 53:39
  Speaker 5: I tend to alternate between fiction and nonfiction, okay, because
• 53:42
  Speaker 5: I think both are important. Finished Chasing Hope, the Nicholas
• 53:46
  Speaker 5: christoph book is a Foreign Correspondent for The Times, which
• 53:48
  Speaker 5: is interesting. I finished a biography of Alexeira Monsky, who's
• 53:52
  Speaker 5: a choreographer. I don't think many many listening to this
• 53:55
  Speaker 5: podcast may find that book interesting.
• 53:57
  Speaker 4: But I did a new.
• 54:02
  Speaker 5: Fiction by Michael Cunningham called Day. So those are all
• 54:06
  Speaker 5: really good. Some of my favorite authors Isabelle Ending Dave Edgars.
• 54:12
  Speaker 4: That's what I would say.
• 54:13
  Speaker 2: Edgars is kind of funny if I.
• 54:17
  Speaker 5: And he has funny titles which I love. Heartbreaking Work
• 54:19
  Speaker 5: of Staggering Genius one of his first books.
• 54:21
  Speaker 4: Love that book.
• 54:22
  Speaker 2: Yeah, so we're down to our last two questions. And
• 54:26
  Speaker 2: this is a broader question than I asked earlier. What
• 54:30
  Speaker 2: sort of advice would you give to a recent college
• 54:32
  Speaker 2: grad interested in a career in either banking or finance.
• 54:39
  Speaker 5: I think to make sure that they embrace risks taking.
• 54:46
  Speaker 5: And I say that because maybe just because I myself,
• 54:50
  Speaker 5: maybe I'm a little bit risk averse. But I think
• 54:54
  Speaker 5: over the course of your career, you have the opportunity
• 54:56
  Speaker 5: often to do many different things, and a lot of
• 54:59
  Speaker 5: times people are afraid to sort of leave their current
• 55:01
  Speaker 5: group and do something different, and it just opens up
• 55:03
  Speaker 5: a whole world of possibility. So I think sort of
• 55:07
  Speaker 5: taking a little bit more risk than you might naturally
• 55:10
  Speaker 5: do is always good advice.
• 55:11
  Speaker 2: And when you have no spouse, no mortgage, no kids,
• 55:14
  Speaker 2: that's the time full on your face because you get up,
• 55:18
  Speaker 2: dust yourself off and start over again. It's funny how
• 55:22
  Speaker 2: when you're a few years past being young, that's obvious,
• 55:27
  Speaker 2: but at the time it doesn't feel that way.
• 55:28
  Speaker 4: Well, and it feels like such a big ust.
• 55:30
  Speaker 2: Got it's so risky, right exactly. And our final question,
• 55:34
  Speaker 2: what do you know about the world of banking and
• 55:36
  Speaker 2: investment and growth companies today that would have been really
• 55:40
  Speaker 2: helpful twenty five or so years ago.
• 55:43
  Speaker 4: That's a really good question.
• 55:45
  Speaker 2: And it's not I should have worn in video when
• 55:47
  Speaker 2: it was fifty cents. It's like, what philosophically would have
• 55:51
  Speaker 2: been useful to know that you eventually figured out.
• 55:55
  Speaker 5: I think because I started in the investment bank and
• 55:58
  Speaker 5: then by definition was really working with primarily larger size companies.
• 56:03
  Speaker 5: I think I know, as I kind of mentioned earlier,
• 56:06
  Speaker 5: understanding how different it is and the fact that you
• 56:09
  Speaker 5: have the ability to make an even bigger difference for
• 56:12
  Speaker 5: a smaller size company that needs that sort of trusted
• 56:15
  Speaker 5: advisor even more, I think it would would be sort
• 56:19
  Speaker 5: of good to know, right because it is. I think
• 56:22
  Speaker 5: financial services overall, you have the ability to take on
• 56:25
  Speaker 5: a lot more responsibility at an early age than other industries.
• 56:28
  Speaker 5: But I think again, the ability to kind of influence
• 56:30
  Speaker 5: and advise an early stage company is just incredibly rewarding
• 56:35
  Speaker 5: given the limited resources staff that they have.
• 56:38
  Speaker 2: Melissa, this has been absolutely fascinating. Thank you for being
• 56:42
  Speaker 2: so generous with your time. We have been speaking with
• 56:46
  Speaker 2: Melissa Smith. She is co head of commercial banking for
• 56:50
  Speaker 2: JP Morgan. If you enjoy this conversation, we'll be sure
• 56:54
  Speaker 2: to check out any of the past five hundred or
• 56:57
  Speaker 2: so we've done over the previous ten years. You can
• 57:01
  Speaker 2: find those at iTunes, Spotify, Bloomberg YouTube, wherever you find
• 57:06
  Speaker 2: your favorite podcasts, and be sure to check out my
• 57:09
  Speaker 2: new book, How Not To Invest, coming March seventeenth, wherever
• 57:14
  Speaker 2: you get your favorite books from.
• 57:17
  Speaker 3: I would be remiss if.
• 57:18
  Speaker 2: I did not thank the Crack team that helps put
• 57:20
  Speaker 2: these conversations together each week. Sarah Livesey is my audio engineer.
• 57:25
  Speaker 2: Anna Luke is my producer. Sean Russo is my researcher.
• 57:29
  Speaker 2: Sage Bauman is the head of Podcasts at Bloomberg. I'm
• 57:33
  Speaker 2: Barry Rutults. You've been listening to Masters in Business on
• 57:37
  Speaker 2: Bloomberg Radio