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Career conversations: The right skills to succeed on sell side

Kris
Published 24 Jan 2024

Kris Wilson, CFA, has enjoyed stints on the buyside and the sell side. Now as Head of Syndications for a bank, he shares the skills needed to excel as a dealmaker and how the CFA® Program advanced his career. Watch Kris’s career story.

    Studying the CFA® Program is one of the best decisions that has culminated in my life thus far. My name is Kris Wilson. I'm the head of corporate banking for FirstCaribbean International Bank, Trinidad and Tobago Ltd.

    I would say over two decades ago, I started off in what is known as the buy side or the asset management side of the industry. I had applied to my then employers for an MBA program to obtain tuition assistance because naturally the costs of an MBA is quite substantial. That request was declined, and it pointed me into the direction of CFA Program.

    The CFA® designation provides that stamp of authenticity, of approval or expertise. I would say, when one has those coveted three letters behind their name. Something I feel very passionately about, is a charterholder here based in Trinidad and Tobago, where I am from, is an equal charterholder, if you're sitting in Hong Kong, if you are sitting in Australia, if you're sitting in Canada, and that leveling of the playing field with those with that designation being the CFA® Charterholder is a true benefit, in that it's very global in nature.

    The financial crisis of 2008 occurred, and for various reasons, I was required to pivot in my career, and ultimately returned home to Trinidad and Tobago. But coming back to the Caribbean, I found that the opportunities on the asset management side, at least for myself, were a bit more limited.

    Because of the CFA® charter, I was able to move or transition into the sell side of the business in a role working for my current employer, in the investment banking area as the Head of Syndications.

    Having been on the sell side for the past ten years, I would say certain key skills are required. Clearly the technical roles are quite important. The CFA Program financial statement analysis in particular, I would say will be a clear frontrunner in terms of the necessary skill set required.

    Apart from the technical aspects, good organizational skills are required. You must be able to operate under pressure in a very time sensitive environment. And then finally, attention to detail is of paramount importance.

    My advice to any aspiring individual who would like to pursue the qualification, and it all comes down to discipline. You really need to set aside that time and it comes down even further behind discipline — your “why”. Know that this is an investment for you primarily, the employers and even your family. Because your value is only going to increase by pursuing the charter.

    If you have that “why” dialed in. It's not really a sacrifice, it's an investment. You will get, what I would like to say, short-term pain for long-term gain, and that is how I view the CFA Program.

    I've known people who have written the exams on more than three occasions, four or five or six times. In my humble estimation, it does not matter. What matters is that you embark upon a journey. You persevere and you complete.

    Because at the end of the day, once you have those coveted three letters, you could stand proudly, knowing that you have gone through and obtained success by passing this rigorous exams.