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Solving a sales and trading mystery

Investment banks often make the elementary mistake of focusing on amassing clients without a clue as to how much they cost to service. That looks set to change

It is one of the great mysteries of sales and trading. How much does it cost, in the whole, to service a fund manager? For an industry that purports to help the economy allocate resources in an efficient manner, the question might appear elementary.

But, when faced with this particular puzzle in the past, most senior figures in the business have been able to do little more than wave a finger in the air and make an educated guess.

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