Lending for ancillary is becoming a fool’s game

Relationship lending is a simple concept. If I lend to you at a price that is akin to cutting my own throat, you’ll remember me fondly later down the line when you have some more lucrative business to do. But now borrowers are twisting the knife, by squeezing the revenue they pay banks for ancillary business too. It’s time for lenders, and borrowers, to adjust their expectations.

  • By Michael Turner
  • 30 Oct 2013
Twenty minutes. That’s roughly how long one senior loans banker reckons his swaps traders have to give a borrower a swap price when it puts a request out to its elite group of relationship banks. Better hope your trader isn’t at lunch or away from his desk, because ...

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Rank Lead Manager/Arranger Total Volume $m No. of Deals Share % by Volume
1 BNP Paribas 13,295 25 18.56
2 Bank of America Merrill Lynch (BAML) 8,059 25 11.25
3 Lloyds Bank 6,979 21 9.74
4 Citi 6,256 16 8.73
5 JP Morgan 5,220 8 7.29

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4 Wells Fargo Securities 77,934.65 225 8.18%
5 Credit Suisse 63,570.21 165 6.67%