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You must be willing to explore different sources for deals, build relationships within your industry or niche, and reach out directly to business owners. Empathy involves understanding the other party’s perspective, building rapport, and using effective communication. Using effective communication is also important.
In equity research, the goal is to get clients to pay for the teams research consistently , but revenue does not depend on deals or other specific events. But you would not build models for M&A deals, leveraged buyouts, or debt/equity issuances in research or at least, they would be far simpler than the IB versions.
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