sutherland research overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
TRANSCRIPT
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
1/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 1
Research Services
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
2/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 2
Table of Content
Sutherland Global Services Overview
Sutherland Research Services
Trainee Analyst Program
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
3/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 3333
Corporate Snapshot
Business andClients
Background and
CorporateStructure
Leading provider of research & outsourced services for the Banking & Financial Services,Insurance, Technology, Telecommunications, Retail, Healthcare, Airline & Travel, and
Government markets
Services include:Business Transformation Services: Process Consulting, Business Solutions, Platform
Development, Global Transition
Knowledge Process Outsourcing: Business & Financial Research and AnalyticalServices
Back-office Management Services: Industry Specific Back-office Processing &Corporate Services (F&A, HRO, and Enterprise Help Desk)
Front Office Management Services: Technical Support, Customer Care & AccountManagement
80 marquee clients: 84% of Revenue from Fortune 1000, 63% from Fortune 500, 46% from
Fortune 50
Established in 1986 and headquartered in Rochester, NY Incorporated in New York, with 100% owned subsidiaries in India, Philippines, Canada,
Mexico, UK, Nicaragua, Egypt, UAE, and Bulgaria
Private Equity capital from Oak Investment Partners and Standard Chartered PrivateEquity
Privately held and minority owned
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
4/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 4444
Corporate Snapshot
Financial andOperating Metrics
Infrastructureand People
Rightsourcing, best location and talent, blended delivery processes 31 Delivery Centers in US, Canada, India, Philippines, Mexico, United Arab Emirates, and
Bulgaria ISO, PCI DSS, COPC and PCMM Certified; Six Sigma Disciplined Culturally meshed and operationally effective global team Over 29,000 professionals and growing
Growing at 25%+ annually Profitable and a strong balance sheet. Diversified revenue base. No single client contributes greater than 20% of total revenue
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
5/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 5555
Centers in CanadaSSM, ON
Windsor, ON
Centers in USRochester, NY
Syracuse, NY
VA Beach, VA
Houston, TX
+ Work @ Home
Center in MexicoMonterrey, NL
Centers in IndiaMumbai
Chennai
Cochin
Vizag
Sales and SupportOffice in UK
+ Work @ Home
Centers in Philippines
Makati (Manila)Pampanga (Clark)
Camarines Sur
Davao
Tarlac
Global Footprint
Center in BulgariaSofia, Sofia City
Center in NicaraguaManagua (planned)
RightSourcing aBlended Model - Over 29,000 Employees and GrowingAcross 31 Service Delivery Centers
Center in Egypt
Alexandria(under execution)
Center in UAEDubai
Center in China(planned)
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
6/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 6
Sutherland Research
Services
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
7/25 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 7
Equity ResearchInvestment Banking
M&A Analysis
Company Valuation
Knowledge Services
Pitch BooksFair Value Opinions
Company ProfilesComparables
Analysis
Target ScreeningIdea Generation
Due DiligenceDeal Execution
Initiating Coverage,
IPO Coverage
Sector PrimersSector Updates
Earnings ReviewsPreviews
Country and SectorYear Books
Financial ModelingValuation
Credit Research
Fundamental Credit
Analysis
Capital StructureCovenant Analysis
Term SheetRestructuring
Portfolio MonitoringRisk Assessment
Distressed AnalysisStructured Products
Business Research
Industry and
Company Analysis
Business DueDiligence
Market SizingEntry Strategy
CompetitionAnalysis
Market / PrimaryResearch
Macroeconomicresearch
Thematic Analysis
Country Reports
Policy InterpretationEvent analysis
Analysis ofEconomicIndicators
EconometricStudies
DatabaseMaintenancePeriodicals
Clients
Investment Banks, Brokerage Firms, PE/VC Firms, Hedge Funds, Mutual Funds, Consulting & Research Firms,
Commercial Banks, Insurance Companies, Regulatory Authorities and Corporates
Overview
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
8/25 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 8
Key Success Factors
Senior management collectively has 100+ years of investment banking,
equity research and consulting experience
Management plays an active role in execution of projects, thereby
ensuring adherence to highest quality standards
Senior management collectively has 100+ years of investment banking,
equity research and consulting experience
Management plays an active role in execution of projects, thereby
ensuring adherence to highest quality standards
Strong top management
Broad financial services footprint
Sutherland Researchs value offering today spans the entire financial
services spectrum, bringing together our proven research and
execution skills
Close to 50+ clients worldwide with varied requirements adds to the
breadth and depth of our financial services expertise
Sutherland Researchs value offering today spans the entire financial
services spectrum, bringing together our proven research andexecution skills
Close to 50+ clients worldwide with varied requirements adds to the
breadth and depth of our financial services expertise
Investment in people
5-week Induction program modeled on Wall Street training
methodologies for new recruits
Ongoing training, mentorship and regular on-project guidance by
seniors with Wall Street experience
5-week Induction program modeled on Wall Street training
methodologies for new recruits
Ongoing training, mentorship and regular on-project guidance byseniors with Wall Street experience
Strongstewardshipby topmanagement
Scalablebusiness model Investment in
people
ExpansiveFinancialServicesfootprint
Market
leadership
Scalable business modelAn organization's ability to learn,
and translate that learning into
action rapidly, is the ultimate
competitive advantage. Jack
Welch
Knowledge resides at all levels and across all groups in the
organization Knowledge resides at all levels and across all groups in the
organization
Sutherland Research is one of the
most preferred knowledge
outsourcing providers globally
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
9/25 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 9
Presence across the Research Value Chain
Historical
analysis
Data
aggregation
Forecastingnumbers,
Detailed industry
studies
Idea
generationfrom
insightful
analysis
Advisory role to
clients
Population of
financial models
with historical
data
Reconciliation of
numbers
Compilation of
sell-side views
Brief company
profiles
Preparing tradingand transaction
comps
Industry analysis,
landscape mapping
and detailed
industry overviews
Impact on company
financials from
changing macro
drivers, global
economic
parameters
Forecasting
financial statements
Standardizing
models across a
coverage universe
Funding gap
analysis from
forecasting cash
flows and otherstatements
Opinion-based
research - Form
independent views
based on analysis
Developing
detailed, complex
financial models
Developing pitch
books
Credit/ Equity
analysis to identify
undervalued /
undiscovered
stories
Spotting inflection
points and writing
thought-leading
research notes
Multiple valuation
methodologies to
substantiate
analysis
Arrive at price
targets/ synthetic
ratings
Generate
investment banking
and trading ideas
Converge technical
and fundamental
analysis to provide
investment insights
Online monitoring
of trading portfolio
to spot triggers for
trade
Statistical models
to support trading
decisions
Build and maintainportfolio risk
management
models
Independently drive
re-rating case for
coverage universe,
where appropriate
Sutherland
Involvement
Intricate,
complexfinancial
modeling
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
10/25 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 10
Middle Market Investment Bank
InvestmentBanking
Large Canadian Investment Bank
Bulge Bracket Investment Bank
$40 billion+ Hedge Fund
Long Short Equity Hedge Fund
Several Multi Billion Hedge Funds
Large European Asset Managers
Leading Investment Bank in the Middle East
Virtual Captive for a Bulge Bracket Investment Bank
Buys
ide
Sell Side US Equity Research Firm
Equity Research Department of Investment Banking Firm
We Work with the Best in the World
Sellside
Sutherland Research team
has consistently delivered
high quality, cost effective,
end-to-end research solutionsacross varying client types,
multiple sectors and diverse
geographies
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
11/25 2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 11
Client Testimonials
I was in New York recently for the CFA Institute Annual Conference and had an opportunity to see some old colleagues who have nowscattered among various funds. At some point it came up that ABC is a client of Sutherland Research, and that you handle a lot of their
credit research. He said you do a great job and have made their firm significantly more productive
Charles C. Henneman CFA, Head of Conferences CFA Institute
Many thanks for all your work on this project --- very professional output produced under significant time pressure
Head of Research of a Leading European Hedge Fund
I have enjoyed our work together over the last couple years, and it has been a privilege to be part of such a wonderful global research team
in the truest sense of the term. As you know, I have always been a fan of your work ethic, your credit intuitions and your great
contribution
Portfolio Manager at a Leading European Investment Bank
This is great!!! This is exactly what I was looking for. Thanks a lot for your help and very detailed work.
MD of Capital Markets Division of Leading UK Bank
Just wanted to let you know that I have been going through the model all this morning and it looks very good. I have been going through
page by page and it looks really good!
Thank you for the great model! I was so impressed with your work. It was excellent work
Portfolio Manager at a Leading UK Bank
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
12/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 12
Our Management Team
Niket Patankar, Head of Knowledge Services
Niket has several years of investment banking and entrepreneurial experience most significantly withCSFB, DLJ and Peregrine Capital. He has advised senior management at leading Fortune 500
companies in the US, Europe and Asia across multiple sectors. He concluded financing deals worth USD 7Billion and USD 12 Billion of M&A transactions.
Niket is an electronics engineer with a Management Graduate Degree from Jamnalal Bajaj Institute inMumbai, India.
Sangeetha Chhajed, Head of Research Delivery
With over twelve years' experience, Sangeetha has managed equity research, credit research and
investment banking analysts for numerous industry sectors. Previously she worked withARCIL in theirDistressed Debt Recovery and Restructuring group. Prior to that, she spent four years in businessvaluations, corporate restructuring and M&A advisory services with N.M. Raiji & Co, a leading Chartered
Accountancy firm in India.
Sangeetha is a Chartered Accountant and a Chartered Financial Analyst (ICFAI University India). Shehas also completed Part I of Management Accountancy Course of ICAI with distinction
Vikas has over 12 years of experience in Investment Banking, Credit Research, Structured ProductResearch. Prior to Sutherland, Vikas worked with GE Capital, India and Deloitte Haskin & Sells. At GEhe was responsible for tracking US Asset Backed Securities (ABS) and performing Corporate Research forUS Electric Utilities and Natural Gas. He received the GE Asset Management Award 2003 for developingand maintaining the Structured Product Surveillance System - a web based surveillance system to monitorSP securities portfolio of over $35 billion.
Vikas has an undergraduate degree from University of Delhi and is a Chartered Accountant (India). He isalso Six Sigma certified.
Vikas Verma, Head of Product and Strategy
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
13/2513
Sutherland Trainee
Analyst Program
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
14/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 14
What is expected of you?
Expertise in accounting and finance
concepts
Proficiency in financial modeling and
valuation techniques
Good understanding of latest financial
market developments
Excellent communication skills
Critical thinking / reasoning skills
Ability to work under pressure and with
tight deadlines Curiosity to know and understand new
concepts, businesses, market events, etc
Learning the nuances of financial analysis and modeling,understanding businesses and industries, forming independent
investment opinions, writing research reports participating in
discussions with client analysts
Along the journey, an analyst prepares himself/ herself to
handling higher order responsibilities by way of acquiring key
insights into a relevant business domain or gains expertise in
tools/ techniques. Learns client handling and presentation
capabilities.
Trainee Analyst: Job description
Trainee Analyst: Learning curve
Execute diverse research and analytical assignments for top-tier global financial firms
Liaise with top-tier analysts and defend your investment arguments
Analyze economic, industry, and company data
Build and maintain detailed financial and valuation models after thorough evaluation of the company and its
business environment
Develop company/industry reports, and investment memos
Prepare presentations and pitches on companies, industries and on other research topics
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
15/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 15
What is a typical analysts day?
Tracking markets and companies, writing reports, building financial models
Quick glance at macro-economic updates news
Tracking specific markets, sectors and corporate actions
Scanning through secondary research reports for assigned companies
Analyzing companies, their financials and business environment
Interaction with company management, industry experts, attending analyst meets
Writing reports, developing financials, preparing pitches
Interacting with Client Portfolio Managers and Research Analysts
Includes tracking markets and companies, writing reports, building models
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
16/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 16
Who will you work with?
Best in class peer group
Sutherland Research employees come from top Business Schools in the country and are topranking Chartered Accountants or CFA charter holders
Mentoring by seniors with significant industry experience
Management talent attracted from leading firms
Investment Banks Research Firms Consulting Firms
http://www.ey.com/global/content.nsf/International/Homehttp://csfb.com/home/index/index.htmlhttp://www.crisil.com/ -
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
17/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 17
Why become an Investment Analyst?
Opportunity to be a part of the highly dynamic and rewarding Global Financial Services Industry
Investment research is a high complexity, mind stimulating job requiring a blend of logical
thinking and strong analytical skills
The sheer market pace and the opportunity to contribute to live deals ensures a challenging
and dynamic work profile
Seeing ones investment ideas or picks being put into action by clients
The prestige of being associated with leading global banks, brokerage houses & hedge funds Strong potential for growth, based on performance.
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
18/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 18
Attracting & Retaining theBest
Best-in-class training and continuing education policies
Wall-Street quality training program
Sponsorship of professional programs such as CFA, FRM etc
Challenging work opportunities
Challenging assignments, high profile clients and hard-to-get Wall Street exposure
Opportunity to work on site with Clients
Competitive compensation andrecognition
Highly competitive salary structure (fixed and bonus components)
Opportunities for rapid promotion for strong performers
Transparent and open culture
High levels of team spirit and bonding
Strong entrepreneurial culture that encourages new ideas, innovation and creativity
Why Sutherland Research?
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
19/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 19
Rigorous 5-week training program modeled on Wall Street analyst programs
Orientation to Capital Markets
Fundamental Accounting
Rigorous accounting and financial modeling
Product Specific training
Equity Research
Investment Banking
Credit Research
Case Presentation
Mother of all Cases case study - Analysis of a
selected industry / sector with
recommendations for actionable investmentbanking ideas
Pro Forma Analyses
Comparable company analyses Detailed
scrubbing techniques
Credit/high yield comparables and M&Acomparable transactions
Technical Knowledge
US GAAP and SEC Regulations (including
updates on a regular basis)
Corporate finance, including valuation, capital
structure analysis
Financial Modeling
Product knowledge equity, debt, convertible
securities
Superior Induction Program
Training Modulea Topics Covereda
The induction program is designed to bridge the gap between theory and practice
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
20/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 20
Continuing Education
Communication & Presentation Skills Credit and equity research report writing skills
Effective communication when discussing recommendations with clients
Other Continuing Education
Knowledge sharing sessions to enhance intra-team learning and discussions
Case studies to further hone analytical, problem solving and presentation skills
Leadership development program
Rotation opportunities (including travel to and operating from overseas client sites) as well as
across businesses within Sutherland
Allocation to critical pilot assignments to enhance learning and broaden exposure
On-going training to develop and sharpen professional skills
Sutherlands analysts go on to lead engagement teams, manage accounts, provide in-house training anddevelop into domain experts
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
21/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 21
What We Offer
POSITION RESPONSIBILITYRELEVANTEXPERIENCE
VP Head of a Group / Business Merit based
AVP Head for multiple clients / delivery Merit based
Sr Manager For large client engagements 5-7 years
Manager Leader for client engagements 4-6 years
Sr Associate Team Leader for a small group 3-4 years
Associate Sr Team Member 2-3 years
Sr Analyst Team Member 1-2 years
Analyst Team Member MBA or CA with exp
Trainee Analyst Team Member MBA or
CA (campus)
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
22/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 22
What We Offer
Fresh graduates start as Trainee Analyst
CATEGORY MBAs / CAs
COMPONENT ANNUAL (RS.)
Gross Compensation 5,00,000
Loyalty Bonus 1,00,000
Total Fixed CTC 6,00,000
Potential Variable Pay 1,80,000
Total Potential CTC 7,80,000
Home drop Transport Facility is available for employeesafter 10:00PM(Non Cash Benefit)
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
23/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 23
But its also a lot of fun alongside some real hard work!
Off-site: Murud Janjira
Managers send-off presentation
Team
Lunc
h
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
24/25
2010 Sutherland Global Services Inc., All rights reserved. Privileged and confidential information of Sutherland Global Services Inc. www.sutherlandglobal.com 24
We believe..
Deep-dive and read in-between the lines
Analysis consists of using the information that everyone has seen andthinking what no body has thought
Strive to do the best and that entails adopting new approaches
One does not discover new lands without consenting to lose sight of theshore. We give you the freedom of innovating new approaches
You create your future
You create opportunities for yourself by exhibiting depth in analysis,structured thinking, good communication skills and above all a positiveattitude and commitment to deliver in face of any odds
If youve got what it takes, we want YOU on our team!!
-
7/29/2019 Sutherland Research Overview.[[[[[[[[[[[[[[[[[[[[[[[[[[[[[[
25/25
2010 Sutherland Global Services Inc All rights reserved Privileged and confidential information of Sutherland Global Services Inc www sutherlandglobal com 25
Thank You