enterprise insights: im recruiting - students€¦ · t. rowe price group, inc. pimco. ab...
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Enterprise Insights: IM RecruitingMarch 2019
Jessica Katz Amanda RiveraSenior Associate Director Relationship ManagerMBA Career Management MBA Career Management
• Prior to Wharton: Intl. Education Services• Internship: Andalusian Capital• Post Wharton: Martorell Capital, Andalusian• Strategy:
o Spent night and day working on pitcheso Won several stock pitch competitionso Stayed solely focused on l/s equity and
received offer in June
• Prior to Wharton: Morgan Stanley• Internship: Blue Ridge Capital• Post Wharton: Nokota• Strategy:
o Very focused on strategy/IR/ops roleso Interviewed for a few select FRP roles and
then declined 2nd rounds to focus on goalo Leveraged MS, Wharton alumni networko Received ‘perfect’ offer in late April
• Prior to Wharton: Sonar Partners• Internship: RA Capital• Post Wharton: Tamarack Capital Management• Strategy:
o Very focused on healthcare specific funds o Used his entire network including
undergrad to find summer internshipo Opted to take an unpaid internship at a
strategic fund to position for next year; highly recommends this approach
Whitney Kamin(WG’17)
Brian Lewandowski (WG’14)
Angelo Martorell(WG’16)
Christopher Marvin (WG’11)
Ivan Nechunaev (WG’19)
Lawrence Paustian (WG’19)
Michael Mazya(WG’18)
• Prior to Wharton: Goldman Sachs PWM• Internship: Elm Ridge Capital, Caro-Kann• Post Wharton: TBD• Strategy:
o Created HF database of all strategies/locations/alumni
o Posted pitches on SumZeroo Secured spring internship to help transition
to summer investing role
• Prior to Wharton: Leapfrog Investments, J.P. Morgan Asset Management
• Internship: PIMCO, JANA Partners• Post Wharton: TBD• Strategy:
o Read article about JANA and cold emailed to talk about the article
o Resulted in second internship project since he was already committed to PIMCO
• Prior to Wharton: Crown Venture Management; US Army
• Internship: Hawkeye Capital Management. William Thorndike
• Post Wharton: TBD• Strategy:
o After FRP, expanded focus to IM/HF buy-side and ramped up enterprise efforts
o Met regularly with MBACM, networked with alums, scoured postings, groupme
Success! Enterprise IM Stories - Internship
High Risk Tolerance * Hustle * Patience * Grit * Persistence * Focus * Conviction * Authentic
MBA Career Management
• Prior to Wharton: Angelo Gordon, Fidelity• Internship: Armistice Capital• Post Wharton: Kenmare, Nitorum• Strategy:
o Networked with >250 people during MBAo Sent pitches to listservo Constantly in NY for meetings – even to
someone’s home when tried to rescheduleo Sent hard copy Fedex intro letters to funds
• Prior to Wharton: Metal Mark, Credit Suisse• Internship: Rivulet• Post Wharton: PAR Capital• Strategy:
o Kept organized tracker with all contactso Turned down multiple offerso Received ‘perfect’ offer in June after
graduation when fund found him in IM resume book MBACM sent to them
• Prior to Wharton: Aquiline Capital Partners• Internship: Luxor Capital• Post Wharton: Tiger Global, Eminence Capital,
Tiger Global• Strategy:
o Worked w/ MBACM on evolving target listo Immersed herself in NY HF community by
asking for helpo Continued part-time consulting work after
graduation until right opportunity
Anthony Lee(WG’15)
Holly Nichols (WG’15)
George Schultz(WG’13)
Christopher Marvin (WG’11)
Elizabeth Gilson (WG’16)
Matt Jevsevar(WG’18)
Hiten Chawla(WG’16)
• Prior to Wharton: JMI Equity, McKinsey• Internship: Passport• Post Wharton: SQN Capital• Strategy:
o After FRP, decided to focus on tech HFo MBACM referred him to well-connected
alum, where he clearly articulated his focus; led to internship referral at Passport
o Cont. tech focus for FT until March offer
• Prior to Wharton: Visa, Barclays• Internship: Fidelity• Post Wharton: Citadel Global Equities• Strategy:
o Turned down FT offer from internship to focus on HFs in NY
o Worked with MBACM on pitch, emails etc.o Persistently reached out to Citadel
multiple times until March offer
• Prior to Wharton: PIMCO• Internship: TCW Credit• Post Wharton: Kore Advisors• Strategy:
o Volunteered to build out models for new start up fund for free; led to many referrals
o Found more success once he opened up search beyond NY; wished he did earlier
o Did whatever it took; said he had trip and then flew to cities for meetings
Success! Enterprise IM Stories – Full Time
High Risk Tolerance * Hustle * Patience * Grit * Persistence * Focus * Conviction * Authentic
MBA Career Management
Agenda
Introductions
Hiring Data
Mindset for Enterprise Recruiting
Target List & Informational Interviews (emails & meetings)
Success Stories and Q&A
MBA Career Management
Introductions• David Cochrane, [email protected]
• Clairvest Group; RBC Capital Markets (Canada)• Clearfield Capital Management – Analyst Intern
• Brian Morrison, [email protected]• Oaktree Capital Management; Semler Brossy Consulting Group• Clearlake Capital – Summer Associate
• Ivan Nechunaev, [email protected]• Leapfrog Investments; J.P. Morgan Asset Management• PIMCO – MBA Intern and JANA Partners – MBA Intern
• Lawrence Paustian, [email protected]• Crown Venture Management; US Army• Hawkeye Capital Management – Summer Investment Analyst• Intern to William N. Thorndike, investor and author of The Outsiders
• Nickie Yue, [email protected]• Nomura Credit Suisse• BlackRock – Summer Investment Analyst
MBA Career Management
Internship Hiring Data
Accepted Internship OffersInvestment Management / Hedge Funds*Preliminary Data as of 8/1/2018
0.00
1.00
2.00
3.00
4.00
5.00
6.00
7.00
8.00
2014 2015 2016 2017 2018
% of all accepted offers
MBA Career management
Timing of IM/HF Internship Offers: Class of 2018*Preliminary data as of 8/1/2018
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MBA Career management
IM + HF Internships 86 offers | 54 Companies
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MBA Career management
70% of companies made one offer
IM/HF Internships by the Numbers
Top Hirers: Companies making the most offers
# offers in hand # Students1 562 83 24 2
Company # offers
Bridgewater Associates, LP 6Citadel - Surveyor 5T. Rowe Price Group, Inc. 5PIMCO 4AB Bernstein 3BlackRock, Inc. 3Fidelity International 3Owl Creek 3
Status IM (44) HF (42)Accept 26 30Decline/Received
18 12
Lots of students get
jobs
Companies hiring
multiplestudents
Distribution: offers are well distributed among many students
Lots of jobs
Offers: 68 students held 86 offers
MBA Career management
Source of Internship Offers: Class of 2018Preliminary Data as of 8/1/2018
Hedge Funds
Wharton Job Posting
52%
On Campus Recruiting
25%
Personal Networking Connections
10%Other10%
Trek Networking3%
Investment Management
On Campus Recruiting
57%
Wharton Job Posting
18%
Personal Networking
Connections16%
Other7%
Return to Previous Employer
2%
MBA Career management
56 TotalAccepted Offers
• 46 in US• 10 Globally:
• China 7• Germany 1• India 1• UK 1
46 Accepted US Offers
• 35% went to international students (n= 16)
25 Accepted Offers went to international
Students• 15 Offers – HF
• 11 US• 10 Offers – IM
• 5 US
International Student IM/HF Placement WG19 Interns
MBA Career management
Companies That Made Internship Offers in 2018*Preliminary Data as of 12/31/2018
Hedge FundsBlantyre Capital
Bridgewater Associates, LPCalixto Global InvestorsCaro-Kann Capital LLC
Centerbridge Partners, L.P.Citadel
Citadel - SurveyorClearfield Capital Management
Davidson Kempner Capital Management
Elliott Management CorporationHawkeye Capital Management
Indus Capital Partners, LLCJana Partners, LLC
Nantahala Capital ManagementOwl Creek Asset Management
Point72 Asset ManagementPutnam Investments
Rimrock Capital Management, LLCSirios Capital Management
Snow Lake CapitalSprings Capital
Tiger Pacific Capital LPTourbillon Capital Partners
Tybourne Capital ManagementViking Global Investors LP
Whale Rock Capital ManagementWilliam Blair & Company, LLC
York Capital Management
Investment ManagementAB Bernstein
Agriculture Capital ManagementArtisan Partners Limited Partnership
BlackRock, Inc.Capital Group
Cartica ManagementCauseway Capital Management LLC
ClearBridge InvestmentsClearwater Capital PartnersDimensional Fund Advisors
Dowling & Yahnke, Inc.
Fidelity International (formerly Fidelity Worldwide)
Fidelity InvestmentsFranklin Templeton Investments
Fred Alger ManagementGraham Capital Company
Green Court Capital ManagementINVESCO
MFS Investment ManagementMSD Capital, LP
Ontario Teachers' Pension Plan
Parnassus InvestmentsPIMCO
State Street Global AdvisorsStockbridge Investors
T. Rowe Price Group, Inc.TCW
Tensile Capital ManagementVanguard Group, The
Vinik Family Office LLCWMS Partners
Yellow River Global Capital
MBA Career Management
Received offer after 2/15/18
IM Companies That Made Offers to International Students in 2018*Preliminary Data as of 8/1/2018
IM Companies – Full Time
AB BernsteinArgo Infrastructure
Capital GroupCapital Today Group
Composite CapitalCooke & Bieler
Fidelity InternationalNeuberger Berman
PIMCOT. Rowe Price Group
Vanguard Group
IM Companies – InternshipAB
AB BernsteinBlackRock
Cartica Management
Clearwater Capital PartnersFidelity InternationalFidelity Investments
Green Court Capital Management
Ontario Teachers’ Pension PlanPIMCO
T. Rowe Price Group
Hedge Funds – Full TimeAltimeter Capital
Citadel – SurveyorHillhouse Capital
Incus Capital Kinea
Luxor Capital
Marshall WaceTourbillon Capital Partners
Hedge Funds – Internship Blantyre Capital
Bridge Water AssociatesCalixto Global
Caro-Kann Capital LLCCitadel – Surveyor
Clearfield Capital ManagementElliot Management Corporation
Indus Capital PartnersJana Partners
Snow Lake CapitalSprings Capital
Tourbillon Capital PartnersTybourne Capital Management
Viking Global InvestorsWilliam Blair & CompanyYork Capital Management
MBA Career management
Received offer after 2/15/18
OCI Internship Data 2017-2018: Full Year*# companies that come on
campus
# jobs that are posted on campus
# companies that post on the
Job Board
# jobs that are posted on the
Job Board
Advertising & Public Relations 0 0 5 6
Consulting 12 14 44 59
Consumer Products 6 8 68 109
Energy 3 3 33 43
Financial Services: Diversified 3 6 32 59
Financial Services: Hedge Funds / Other Investments 8 8 52 61
Financial Services: Investment Banking/Brokerage 24 32 30 82
Financial Services: Investment Management 19 36 64 108
Financial Services: Private Equity/Buyouts/Other 11 15 102 119
Financial Services: Venture Capital 1 1 51 67
Health Care 16 30 68 115
Manufacturing 2 2 13 15
Media and Entertainment 2 2 44 103
Professional Services 0 0 4 8
Real Estate / Travel & Hospitality 9 9 38 52
Retail 5 5 47 75
Social Impact 1 1 92 129
Technology Industries 6 17 44 88
Totals 128 189 831 1298*Date range: Sept. 1 – Aug. 31
MBA Career Management
OCI Internship Data 2017-2018: Post-FRP*# companies that come on
campus
# jobs that are posted on campus
# companies that post on the
Job Board
# jobs that are posted on the
Job Board
Advertising & Public Relations 0 0 5 6
Consulting 5 5 30 41
Consumer Products 0 0 58 92
Energy 2 2 24 31
Financial Services: Diversified 0 0 25 40
Financial Services: Hedge Funds / Other Investments 1 1 33 39
Financial Services: Investment Banking/Brokerage 0 0 16 27
Financial Services: Investment Management 0 0 39 55
Financial Services: Private Equity/Buyouts/Other 7 7 73 86
Financial Services: Venture Capital 0 0 44 59
Health Care 2 2 55 92
Manufacturing 0 0 9 9
Media and Entertainment 0 0 34 80
Professional Services 0 0 4 8
Real Estate / Travel & Hospitality 1 1 20 27
Retail 0 0 41 66
Social Impact 1 1 84 114
Technology Industries 0 0 36 85
Totals 19 19 630 957
*Date range: Feb. 1 – Aug. 31
MBA Career Management
Full-Time Hiring Data
Accepted Full-Time OffersInvestment Management / Hedge Funds*Preliminary Data as of 8/1/2018
0.00
1.00
2.00
3.00
4.00
5.00
6.00
7.00
8.00
2014 2015 2016 2017 2018
% of all accepted offers
MBA Career Management
Timing of IM/HF Full-Time Offers: Class of 2018*Preliminary data as of 8/1/2018
0
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MBA Career management
IM + HF Full-Time Offers62 offers | 45 Companies
78% of companies made one offer
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MBA Career Management
IM/HF Full-time by the Numbers
Top Hirers: Companies making the most offers
# offers in hand # Students1 452 53 14 1
Company # offers
Vanguard 6AB Bernstein 3Citadel - Surveyor 3PIMCO 3
Status IM (40) HF (22)Accept 35 14
Decline / Received 5 8Not Authorized to work in US 12 (30%) 8 (36%)
Conversion 27 (68%) 14 (64%)Non-conversion 13 (32%); 4 non-finance
background8 (36%); 1 non-finance
background
Distribution: offers are well distributed among many students
Offers: 52 students held 62 offers
MBA Career Management
49 TotalAccepted Offers
• 39 in US• 10 Globally:
• China 7• Brazil 1• Japan 1• Spain 1
39 Accepted US Offers
• 21% went to international students (n= 8)
17 Accepted Offers went to International
Students• 7 Offers – HF
• 4 US• 10 Offers – IM
• 4 US
International Student IM/HF Placement WG18 Full-time
MBA Career Management
Source of Full-Time Offers: Class of 2018Preliminary Data as of 8/1/18
Hedge Funds
Personal Networking
Connections47%
On Campus Recruiting
37%
Wharton Job
Posting11%
Wharton Alumni Contact5%
Investment Management
On Campus Recruiting
49%
Personal Networking
Connections20%
Other15%
Wharton Alumni Contact
8%Wharton
Job Posting
8%
MBA Career Management
Companies That Made Full-Time Offers in 2018*Preliminary Data as of 8/1/2018
Hedge FundsAltimeter Capital
Citadel - SurveyorCoatue Management, LLC
Crayhill Capital Management LPElliott Management Corporation
Hillhouse CapitalHitchwood Capital
Incus Capital
KineaKnighthead Capital Management
Kore AdvisorsLuxor Capital
Marshall Wace LLPMaverick Capital
Och-Ziff Capital Management Group
Solus Alternative Asset Management LPTiger Global
Tourbillon Capital PartnersTybourne Capital Management
Investment ManagementAB BernsteinAdage Capital
Agriculture Capital ManagementArgo Infrastructure Partners
Baron Capital, Inc.BlackRock, Inc.Capital Group
Capital Today GroupComposite Capital
Cooke & BielerCourage Capital
Eaton VanceFidelity International (formerly Fidelity
Worldwide)Fidelity Investments
Fred Alger ManagementGlen Eagle
Glenmede Trust
J.P. Morgan Private BankMill Road Capital
Neuberger Berman LLCOppenheimerFunds, Inc.
PIMCOProgressive Capital Management
T. Rowe Price Group, Inc.Two Sigma Investments, LLC
Vanguard Group, The
MBA Career Management
IM Companies That Made Offers to International Students in 2018*Preliminary Data as of 8/1/2018
IM Companies – Full Time
AB BernsteinArgo Infrastructure
Capital GroupCapital Today Group
Composite CapitalCooke & Bieler
Fidelity InternationalNeuberger Berman
PIMCOT. Rowe Price Group
Vanguard Group
IM Companies – InternshipAB
AB BernsteinBlackRock
Cartica Management
Clearwater Capital PartnersFidelity InternationalFidelity Investments
Green Court Capital Management
Ontario Teachers’ Pension PlanPIMCO
T. Rowe Price Group
Hedge Funds – Full TimeAltimeter Capital
Citadel – SurveyorHillhouse Capital
Incus Capital Kinea
Luxor Capital
Marshall WaceTourbillon Capital Partners
Hedge Funds – Internship Blantyre Capital
Bridge Water AssociatesCalixto Global
Caro-Kann Capital LLCCitadel – Surveyor
Clearfield Capital ManagementElliot Management Corporation
Indus Capital PartnersSnow Lake Capital
Springs Capital
Tourbillon Capital PartnersTybourne Capital Management
Viking Global InvestorsWilliam Blair & CompanyYork Capital Management
MBA Career Management
OCI Full Time Data 2017-2018: Full Year*# companies that come on
campus
# jobs that are posted on campus
# companies that post on the
Job Board
# jobs that are posted on the
Job Board
Advertising & Public Relations 0 0 10 16
Consulting 14 15 62 109
Consumer Products 3 3 33 60
Energy 2 2 20 28
Financial Services: Diversified 1 1 30 95
Financial Services: Hedge Funds / Other Investments 3 3 36 45
Financial Services: Investment Banking/Brokerage 5 6 41 103
Financial Services: Investment Management 9 9 72 106
Financial Services: Private Equity/Buyouts/Other 9 11 89 114
Financial Services: Venture Capital 1 1 32 41
Health Care 11 14 61 81
Manufacturing 7 7 34 45
Media and Entertainment 2 2 52 101
Professional Services 0 0 16 25
Real Estate / Travel & Hospitality 2 2 40 53
Retail 4 4 48 79
Social Impact 1 2 76 176
Technology Industries 14 24 118 270
Totals 88 106 870 1547*Date range: Sept. 1 – Aug. 31
MBA Career Management
OCI Full Time Data 2017-2018: Post-OCR*# companies that come on
campus
# jobs that are posted on campus
# companies that post on the
Job Board
# jobs that are posted on the
Job Board
Advertising & Public Relations 0 0 9 12
Consulting 1 1 51 85
Consumer Products 0 0 28 47
Energy 0 0 16 23
Financial Services: Diversified 0 0 26 88
Financial Services: Hedge Funds / Other Investments 1 1 32 40
Financial Services: Investment Banking/Brokerage 0 0 35 66
Financial Services: Investment Management 1 1 62 83
Financial Services: Private Equity/Buyouts/Other 2 2 69 85
Financial Services: Venture Capital 0 0 29 34
Health Care 1 1 47 57
Manufacturing 0 0 26 35
Media and Entertainment 0 0 46 89
Professional Services 0 0 16 25
Real Estate / Travel & Hospitality 0 0 36 45
Retail 0 0 41 68
Social Impact 0 0 61 152
Technology Industries 0 0 114 231
Totals 6 6 744 1265
*Date range: Feb. 1 – Aug. 31
MBA Career Management
IM FT Enterprise Search at Wharton
Mindset for Enterprise Recruiting
Risk Tolerant and ‘Rejection Proof’
Ability to resist the “herd mentality” and FOMO
4 S’s• Self-aware: know what you want and let other opportunities go
• Self-motivated: have the internal drive to overcome obstacles
• Structured: able to create your own roadmap• Self-care: have coping strategies to manage stress
MBA Career Management
Top Resources for Creating Your “Hit List”
Dream employers (the ones you already feel an affinity for)
Employers from Internship recruiting
Holders of investment ideas
Additional Wharton ResourcesCareerPath (Jobs: active, archived; resource library; resume books) Offer Directory WhartonConnect CommunityWharton IM treks, IM conferences (Boston/Sohn)Wharton Hedge Fund Network eventsUndecided Page (Previous past job offers and past job postings)IM Research Page (industry chat, previous past job postings, resume books)JobTreksReciprocity Industry-specific sites (e.g., Bloomberg, Capital IQ, Preqin, Pitchbook, Eurekahedge)LinkedInBizjournals.com (by city)Reading news and trends
MBA Career Management
Finding ContactsGoal: Identify contacts connected to each of your target companies
Suggest using Google Drive or other cloud-based solution
Last First Type Company City Title Email Notes
Smith JenWharton Alum DE Shaw NY Managing Director jen@ 6.19.17: Talked on phone about credit…
Zhang Phil UVA alum Anchorage NY PM phil@ 8.30.17: Had coffee chat and discussed…Brown Jon Personal TCW LA Analyst jb@ 9.29.17: Met at Adam's wedding…
Park Min Penn alumPennEndowment Philly HF analyst park@ 10.1.17: Talked on phone about…
Types of Contacts ResourcesFellow Students (FYs and SYs)Alumni
• Wharton• Undergrad• Penn• Other Top MBAs
Recruiters• CareerPath• LinkedIn
Personal networksPrevious Employer Cold contacts
Resume Books WhartonConnect Community Offer Directory CareerPathLinkedIn Undergrad Alumni DatabaseCapital IQ, BloombergJobTreks
MBA Career Management
MBACM Site > Research Tools & Industry Overviews > Investment Management
IM Industry Page
MBA Career Management
Undecided Page
MBA Career Management
Home > Manage Your Job Search Strategy > Undecided
Leveraging CareerPath
• Sign up for industry alerts
• Set up job alerts• Be in all relevant resume books
• Be aware job postings are rolling
• Utilize target employer and task functionality• Review Resource Library
• Search archived jobs
• Research offer and compensation data• Schedule advising appointments
• Sign up for events
MBA Career Management
Getting busy people to take action via email
1. Fewer than 150 words
2. No mention of jobs (share professional goals instead)
3. Connection goes first (if none, lead with most relevant credentials)
4. Be credible and clear about the ask
5. Offer specific availability (with flexibility)
Source: Adapted from The 2 Hour Job Search, Steve Dalton
MBA Career Management
More email best practices (know your audience)
• Append LinkedIn profile to signature and/or resume
• Consider attaching a stock pitch
• Time of day matters as well as being sensitive to seasonal timelines
MBA Career Management
Sample email – IM (credit) with pitch
XXX,
I hope this note finds you well. My name is __ and I am currently a second year MBA at Wharton. I am looking to land at a credit fund following graduation and given your experience and expertise it would be helpful to hear your perspective on the industry. Are you available for a 15 minute call next week? I am available at your convenience.
A brief background on me: This school year I have been working for a former MD at a $15bn+ special sits fund focusing on building products and healthcare. Last summer I was in __’s credit group splitting time between Chinese banks and structured credit; prior to Wharton I spent five years at ___ where I was a portfolio associate.
I have also attached some work I put together on __.
Thank you for your time and I hope to speak soon.XXXMBA Candidate, Class of XXXThe Wharton SchoolPhone | Email
<150 words
Connection first & overall goalCredible/ clear ask
Offer professional credentials
MBA Career Management
Include relevant/credible potential value-add
Connection first & professional credentials
Overall goal and clear ask
Sample email – IM (equity) no pitch sent
Hi [ ],
My name is [ ] and I am a first year MBA at Wharton. Prior to school, I worked at [ ], which followed a philosophy very similar to [target firm], and [head PM] is one of the investors that I personally greatly admire.
I’ve stayed involved with value investing at Wharton as a member of the [IM club or PEVC or whatever] and hope to pursue a career in stock-picking after graduating. If you have a moment over the coming weeks, I’d love to chat with you about your experience at [target firm], your time at Wharton, or anything else you’d be willing to share.
Would it be possible for us to chat on the phone for 15 minutes? I'm available [ ]. Thank you for your time.
XXX
<[150] words
Offer specific availability with flexibility. In-person is ideal.
MBA Career Management
Professional credentials & overall goal
Identify relevant/credible potential value-add
Sample email – Private Equity
Dear Mr/Ms XXX:
I am a Wharton MBA student graduating this May. Prior to Wharton, I spent four years at McKinsey with a focus on industrials and consumer products. I am targeting opportunities in middle-market private equity with a similar sector focus.
During my time at McKinsey, [I advised a competitor to your portfolio company X on their restructuring, providing commercial insights to successfully navigate through a $150m debt refinancing]. I would be curious to share perspectives on the sector.
I am in [ ] from [ ]-[ ] and would love to take you to coffee on the [ ]. If there is a time that works well for you that day, please let me know. Thank you for your consideration.
<[150] words
Offer specific availability with flexibility. In-person is ideal.
MBA Career Management
Tracking your follow up
Send email to contact 1
Send email to Contact 2
Sun Monday Tuesday Wednesday Thursday Friday Sat
March
Allow 3 business days for reply, then go to next contact
Follow up 7 business days later if no reply
Source: The 2 Hour Job Search, Steve Dalton
7-day follow up
Contact 1
1 2 3 4 5 6 7
8 9 10 11 12 13 14
MBA Career Management
Tracking your follow up
Send email to contact 1
Send email to Contact 2
Sun Monday Tuesday Wednesday Thursday Friday Sat
March
Allow 3 business days for reply, then go to next contact
Follow up 7 business days later if no reply
Source: The 2 Hour Job Search, Steve Dalton
7-day follow up
Contact 1
1 2 3 4 5 6 7
8 9 10 11 12 13 14
7-day follow up
Contact 2
15 16 17 18 19 20 21
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41
Sample follow up email – Informational Request
Hi XXX,
I am writing to follow-up on my email inquiry of last week. I’m still very interested in speaking with you about your work at _____. I would love to connect via a quick 15-minute call at your convenience.
Thank you in advance for your time,
My Name
- - - - - - - - - - - - - - - - - - - - -From: Name, MySent: Monday, October 2, 2017 9:15 amTo: Your Name Subject: Re: Wharton 2nd year and former hedge fund analyst
Hi XXX,
I'm a Wharton MBA studying in SF and saw on our alumni directory that you’re an investment analyst at ___. Prior to school, I worked at ___, which followed a philosophy very similar to ____, and [head PM] is one of the investors that I personally greatly admire….
. . . .
Very Brief
Short intro with a forwarding of the original
MBA Career Management
Trends Insights Advice Resources
• What trends are most impacting your business right now?
• How has your business changed since you started?
• How do you view the competitive threat from ETFs and increased demand for passive investment vehicles?
• What surprises you most about your job?
• What’s been your most valuable experience at your employer so far?
• What is your investment process?
• What can I do right now to best prepare for a career in X industry?
• If you were me, what would you be doing to maximize my chances of breaking into X industry?
• What do you recommend I further investigate to strengthen my investment idea?
• What resources should I be sure to look into next?
• What next steps would you recommend for someone in my situation?
• If you weren’t working at X fund, what other funds or PMs would you want to work for?
Informational Meetings – Q&A Framework
TIARAAssignments
• Which projects are most common/ important in your work?
• Which have added the most value?
• Have you had interns in the past? If so, what sort of projects have they done?
• What idea/company are you interested in right now, but don’t have time to research?
MBA Career Management
Source: The 2 Hour Job Search, Steve DaltonGeneral | IM specific
Research for Informational Meetings
Company SWOT analysis Headlines on employer websiteGoogle employer headlines and informational interviewers themselvesGoogle/LinkedIn background of networking contact 13F filings
Your StoryThe Big Three
Tell me about yourself - most commonly asked in informationalsWhy do you want to work in this industry? Why are you interested in our organization?
InvestmentsPersonal AccountInvestment Pitch
MBA Career Management
Road to the Full-Time
Offer
ONLINE-IM Page-IM Coaching Letters-Student Memos-Interview Questions-MBACM Company Insights-Alumni Insights
WORKSHOPS-Enterprise Insights: IM FT Recruiting-Enterprise Insights: HF Recruiting w/ Steve Wagshal-Enterprise Insights: Odyssey Search Partners - Landing a Job in IM-Industry Chat-Interview Prep Workshop-Fireside Chats
BIG EVENTS-US Treks-Intl. Treks-Pitch Competitions-WRDI Conference-Boston Investing Conference-Sohn Conference
ONE-ON-ONE-Office Hours-Scheduled Appointments-Career Fellow Mock Interviews-IM Lippincott Librarian
MBACM GENERAL RESOURCESOnline
-CareerPath Profile -Job Search Agents-Industry Communications -Resume Books
-Job Board -Offer Directory-MyWharton -LinkedIn -CapIQ -Bloomberg
-Undecided Page -Enterprise Recruiting Resources-Job Search Competencies
Workshops-Tune-Up Your Pitch For 2Ys-The 2 Hour Job Search-Navigating The Enterprise Job Search-Networking Formula for Success-Enterprise Lab
Employer Events-Employer Information Sessions (EIS)-Coffee Chats-Interviews
IM Team Curated Resources
MBA Career Management
• Unpaid internships can lead to referrals and expand network• Understand that it may not be a direct line – one person may lead to another lead that leads to an opening• View networking as way to build IM network for your career and not just as means to get immediate job;
you never know when these people will help you or you will help them. One alum found opportunity from someone he spoke with two years prior
• Expanding geography can have good results• Do whatever it takes to get in front of people – say you are going to x city to set up meetings, can buy the
plane ticket later; be a sleuth to find emails. Scrappiness can impress.• Share investment ideas and offer to do work with eye towards not being taken advantage of• Send investment ideas to funds that own competitors – especially if you are short and they are long• Continue to send notes on ideas they own (as you would if you were an analyst there)• Find ways to be helpful – if going to a conference, offer to send them notes• Rejection can feel brutal, and just part of the process• Cast a wider net since randomness to opportunities• Know thyself, reach out early to companies of interest. Remain flexible but focused on interests • Network inside and outside Wharton – leverage your connections, for example military• Have focused story and be able to clearly articulate how it fits in with firm X• Be persistent and prepare multiple stock/credit pitches• Be persistent – do whatever it takes – take initiative to network, visit local office to get self in process• Be open to working at a large HF post MBA and then later pivot to a smaller HF that hires infrequently• Talk to your classmates and immerse yourself in IM, WIMF and WRDI communities• Read professional pitches and investing books
Alumni Advice
MBA Career Management
• Prior to Wharton: Intl. Education Services• Internship: Andalusian Capital• Post Wharton: Martorell Capital, Andalusian• Strategy:
o Spent night and day working on pitcheso Won several stock pitch competitionso Stayed solely focused on l/s equity and
received offer in June
• Prior to Wharton: Morgan Stanley• Internship: Blue Ridge Capital• Post Wharton: Nokota• Strategy:
o Very focused on strategy/IR/ops roleso Interviewed for a few select FRP roles and
then declined 2nd rounds to focus on goalo Leveraged MS, Wharton alumni networko Received ‘perfect’ offer in late April
• Prior to Wharton: Sonar Partners• Internship: RA Capital• Post Wharton: Tamarack Capital Management• Strategy:
o Very focused on healthcare specific funds o Used his entire network including
undergrad to find summer internshipo Opted to take an unpaid internship at a
strategic fund to position for next year; highly recommends this approach
Whitney Kamin(WG’17)
Brian Lewandowski (WG’14)
Angelo Martorell(WG’16)
Christopher Marvin (WG’11)
Ivan Nechunaev (WG’19)
Lawrence Paustian (WG’19)
Michael Mazya(WG’18)
• Prior to Wharton: Goldman Sachs PWM• Internship: Elm Ridge Capital, Caro-Kann• Post Wharton: TBD• Strategy:
o Created HF database of all strategies/locations/alumni
o Posted pitches on SumZeroo Secured spring internship to help transition
to summer investing role
• Prior to Wharton: Leapfrog Investments, J.P. Morgan Asset Management
• Internship: PIMCO, JANA Partners• Post Wharton: TBD• Strategy:
o Read article about JANA and cold emailed to talk about the article
o Resulted in second internship project since he was already committed to PIMCO
• Prior to Wharton: Crown Venture Management; US Army
• Internship: Hawkeye Capital Management. William Thorndike
• Post Wharton: TBD• Strategy:
o After FRP, expanded focus to IM/HF buy-side and ramped up enterprise efforts
o Met regularly with MBACM, networked with alums, scoured postings, groupme
Success! Enterprise IM Stories - Internship
High Risk Tolerance * Hustle * Patience * Grit * Persistence * Focus * Conviction * Authentic
MBA Career Management
• Prior to Wharton: Angelo Gordon, Fidelity• Internship: Armistice Capital• Post Wharton: Kenmare, Nitorum• Strategy:
o Networked with >250 people during MBAo Sent pitches to listservo Constantly in NY for meetings – even to
someone’s home when tried to rescheduleo Sent hard copy Fedex intro letters to funds
• Prior to Wharton: Metal Mark, Credit Suisse• Internship: Rivulet• Post Wharton: PAR Capital• Strategy:
o Kept organized tracker with all contactso Turned down multiple offerso Received ‘perfect’ offer in June after
graduation when fund found him in IM resume book MBACM sent to them
• Prior to Wharton: Aquiline Capital Partners• Internship: Luxor Capital• Post Wharton: Tiger Global, Eminence Capital,
Tiger Global• Strategy:
o Immersed herself in NY HF community by asking for help
o Continued part-time consulting work after graduation until right opportunity
Anthony Lee(WG’15)
Holly Nichols (WG’15)
George Schultz(WG’13)
Christopher Marvin (WG’11)
Elizabeth Gilson (WG’16)
Matt Jevsevar(WG’18)
Hiten Chawla(WG’16)
• Prior to Wharton: JMI Equity, McKinsey• Internship: Passport• Post Wharton: SQN Capital• Strategy:
o After FRP, decided to focus on tech HFo MBACM referred him to well-connected
alum, where he clearly articulated his focus; led to internship referral at Passport
o Cont. tech focus for FT until March offer
• Prior to Wharton: Visa, Barclays• Internship: Fidelity• Post Wharton: Citadel Global Equities• Strategy:
o Turned down FT offer from internship to focus on HFs in NY
o Persistently reached out to Citadel multiple times until March offer
• Prior to Wharton: PIMCO• Internship: TCW Credit• Post Wharton: Kore Advisors• Strategy:
o Volunteered to build out models for new start up fund for free; led to many referrals
o Found more success once he opened up search beyond NY; wished he did earlier
o Did whatever it took; said he had trip and then flew to cities for meetings
Success! Enterprise IM Stories – Full Time
High Risk Tolerance * Hustle * Patience * Grit * Persistence * Focus * Conviction * Authentic
MBA Career Management
Questions?
APPENDIX
Contact Information
Wharton MBA Career Management50 McNeil Building, 3718 Locust Walk, 215-898-4383
Website: http://mbacareers.wharton.upenn.edu/studentGeneral Email Inquires: [email protected]
MBACM Contact Info:Jessica Katz, Career Advisor [email protected]
Amanda Rivera, Relationship Manager [email protected]
Club Leadership Contact Info:IM: Christine Feng [email protected]
IM: Nickie Yue [email protected]: Meaghan Kelly [email protected]
WRDI: John Lee [email protected]: Brian Morrison [email protected]
MBA Career Management
Resume Books
MBA Career Management
Steps to Search Wharton Resume Books
1. CareerPath
2. Resume Book
3. Select a Resume Book Name (e.g., Class of 2018)
4. Click “Resumes” tab
5. Search by “Filters” (e.g., most recent industry) OR
6. Click Applicant to select all resumes
7. Click “Actions”
8. Select “Download All Resumes to PDF”
9. Search PDF bundle by key words (e.g., “Disney”)
MBA Career Management
Offer Directory
MBA Career Management
LinkedIn/SPIKE (Alumni Directory)
MBA Career Management
LinkedIn Alumni Directory
MBA Career Management
JOB TREKS – MY COMPANIES
MBA Career Management
Manage your digital brand
Before reaching out to alumni / company contacts, make sure your digital brand reflects what you want portrayed to future employers
Key considerations:
What pops when your name is googled? How does your LinkedIn profile portray you? What are you writing about?
MBA Career Management
5 Key Resources Summary
1. Job Listings (CareerPath)
2. Resume Book (CareerPath)
3. Offer Directory (MBACM site)
4. Alumni Directory (SPIKE Community)
5. Industry Research (Lippincott Library Online)
MBA Career Management
Full-time Accepted Offers by Industry 2018
*’Other’ includes DFS, Energy, Manufacturing, Media & Entertainment, Real Estate, Professional Services, and more** As of 7/16/18*** Includes All Offers received; totals exclude non-responses for this data point
76
1829
15
61
12
31 33
66
1816
22
15
51
5
36 35
0
20
40
60
80
100
120
140
160
Consulting CPG + Retail Hedge Funds +IM
Healthcare InvestmentBanking
PE + VC Social Impact Tech Other
Offer from summer internship employer
Offer not from summer internship employer
MBA Career Management
Source of FT Offers 2018
*’Other’ includes DFS, Energy, Manufacturing, Media & Entertainment, Real Estate, Professional Services, Travel & Hospitality and more** Date range from Sept. 1 – Aug. 31*** Includes All Offers received; totals exclude non-responses for this data point
0
20
40
60
80
100
120
140
160
180
200
Consulting CPG + Retail Hedge Funds + IM Healthcare InvestmentBanking
PE + VC Social Impact Tech Other
MBA Career Management ContactPersonal Networking ConnectionsReturn to Previous EmployerWharton Alumni ContactWharton Job PostingOn Campus RecruitingCareer FairTrek NetworkingOther
MBA Career Management
Source of FT Offers 2018 – post OCR
*’Other’ includes DFS, Energy, Manufacturing, Media & Entertainment, Real Estate, Professional Services, Travel & Hospitality and more** Date range from Feb. 1 – Aug. 31 *** Includes All Offers received; totals exclude non-responses for this data point
0
5
10
15
20
25
30
Consulting CPG + Retail Hedge Funds + IM Healthcare InvestmentBanking
PE + VC Social Impact Tech Other
MBA Career Management ContactPersonal Networking ConnectionsReturn to Previous EmployerWharton Alumni ContactWharton Job PostingOn Campus RecruitingCareer FairTrek NetworkingOther
MBA Career Management
Pre-MBA Experience for Accepted Full Time positions Class of 2018: IM and Hedge Funds
Hedge FundsInvestment Management
PE / VC46%
Consulting18%
IM / HF18%
Investment Banking/Broker
age18%
IM / HF25%
Investment Banking/Brokerage
18%
Social Impact15%
PE / VC12%
Technology9%
Consulting6%
Diversified Financial Services
6%
Energy3%
Real Estate3% Healthcare
3%
MBA Career Management
Functional Breakdown of Accepted 2018 FT Offers Preliminary Data as of 8/1/2018
Investment Management
Investment Management/Portfolio
Mgmt82%
Private Equity5%
General Management
5%
Research2%
Analytics/Data Science
3%
Other3%
Hedge Funds
Investment Management/Portfolio Mgmt
84%
Private Equity6%
Research5%
Other5%
MBA Career Management
Wharton MBA Alumni Survey 2017 Finance Subindustry Changes
MBA Career Management
Timing and Next Steps Month ActionOct. • Resume, Pitch, Research: On-going news alerts and reading
• Apply and Interview for any Mature Opportunities• Company Hit List and Contact Map• Draft Template Email – begin outreach (start with FYs & SYs b/f Alum)
Nov. • Plan Networking Trip(s) (Thanksgiving, Winter Break)• Network
Dec. • Plan Networking Trips (Winter Break, Spring Break)• Network
Jan. • Networking Trip(s) • Applications begin/continue
Feb.• Network• Apply• Interview• Accept Offer
Mar.
Apr.
May
June –Dec.
• Start Your Job (email contacts to thank them & let them know!)
MBA Career Management
Young Alumni Roles in Investment Management
Mutual Funds
Hedge Funds
- Kathryn Hagy, Fixed Income Analyst (London)
- Mandela Toyo, High Yield Analyst - Alejandro Luciano, Fixed Income Analyst- Donald Zhang, Equity Research Analyst
- Paul Cho, Vice President,Equity Investment Analyst
- Adam Pieczonka, Analyst
- Aidan Ryan, Analyst
- Zach Dauber, Analyst
- Sara Carter, Investment Analyst
MBA Career Management
Young Alumni Roles in Investment Management
Sell-Side Research
Endowments & Foundations
PrivateWealth
- Bebe Zhao, Sr. Research Associate
- Dan Melum, Equity Research Analyst
- Kwaku Abrokwah, High Yield Credit Research Associate
- Kate Powell, Sr. Associate
- Karen Eifler, Director
- Lauren Castillo, Private Banker
- George Dutile, Private Wealth Advisor
- Abby Holmes, Client Advisor
MBA Career Management
Career PathwaysBuy Side Analyst IndustryPM AnalystPM Sell SideBuy Side
Holly SnyderWG 15
Ken GawrelskiWG05
Mahmoud SharafWG07
Himanshu SharmaWG15
Tiger GlobalAnalyst2017-Present
Adage Capital Mgmt.Portfolio Manager2012-Present
Fidelity InvestmentsPortfolio Manager 2010-Present
Pzena Inv. Mgmt.Investment Analyst2016-Present
Eminence CapitalAnalyst2016-2017
Carlson CapitalAnalyst2007-2012
Fidelity InvestmentsEquity Analyst2007-Present
AB BernsteinSr. Research Associate2015-2016
Tiger GlobalConsultant2015-2016
AOLBusiness Dev. Manager2006-2007
MBA Career Management
IM TreksBaltimore
Boston
Hong Kong
London
New York
West Coast
MBA Career Management
WRDI Treks
Hong Kong
New York
West Coast
Restructuring
MBA Career Management
Tips for Recruiting in IM
• All Job Seekers:- Network within IM- Utilize the MBACM advising, tools & workshops- Determine where you fit- Take initiative and dive in- Follow up and be persistent
• Career Switchers: - Take the time up front to self assess and be confident IM is really right for you
before putting in all the work- Signal interest, passion and competence in space via CFA, pitch competitions,
WIMF, leadership roles, personal investing, modeling workshops, reading investing books etc.
- Pursue school year internship, time permitting- Go to IM Club info session for career switchers
• International Students/Global Job Seekers: - Local experience/expertise is highly valued so focus on roles/regions where
you can leverage that expertise.
MBA Career Management
Common IM/HF Interview Questions
• Walk me through your resume. (Drill down questions into a few bullets)
• Why IM or HF?• Why this geography?• What’s in your PA?• What is greatest risk you have taken?• How do you think about risk?• What is a non-consensus idea you’ve had?• How would your sister describe you?• What is the worst investment you have made?• What is your investment style?• What is a view on a major issue that most people would
disagree with?
Interview Techniques• Stock Pitch• Behavior• Mini-case (valuation focus)• Technicals
MBA Career Management
IM Compensation Statistics
Base Salaries
IM FT (WG18)• 75%: $155,000• 50%: $135,000• 25%: $125,000
IM Intern (WG19)• 75%: $10,417• 50%: $10,000• 25%: $8,137
IM
IM
HF
HF
0
20,000
40,000
60,000
80,000
100,000
120,000
140,000
160,000
180,000
Full-time Intern
Median Salary annual
monthly
HF FT (WG18)• 75%: $200,000• 50%: $162,500• 25%: $140,000
HF Intern (WG19)• 75%: $12,000• 50%: $11,250• 25%: $10,385
• 60% of students reported sign on bonuses in IM ($30,000 median)• 9% of students reported sign on bonuses in HF ($50,000 median)
FT Sign On Bonuses
MBA Career Management
Wharton MBA Alumni Survey 2017 Total CompensationMedian (25th percentile/75th percentile)
2013-2017 2008-2012
Investment Managementn=189
$267,500($200,000/$427,500)
AN 30
$330,000($200,000/$440,000)
D 45
Hedge fundn=69
$302,500($175,000/$1,000,000)
AN 14
$517,500($400,000/$1,350,000)
P 24
* AN: Analyst | D: Director | P: Partner/Principle
MBA Career Management