My professional experience as an Institutional Sales Assistant with Lazard Frères Gestion

In this article, David-Alexandre BLUM (ESSEC Business School, Global Bachelor in Business Administration (GBBA), 2019-2023) shares his professional experience as an Institutional Sales Assistant with Lazard Frères Gestion.

About the company

In 1848, Alexandre, Lazare and Simon Lazard, three French brothers from the Alsace region, founded Lazard Frères & Co in New Orleans as a dry goods merchant, having emigrated to the United States in the early 1840s.

Today, Lazard serves investors worldwide with a broad range of global investment solutions and asset management services. Lazard Asset Management operates in 19 countries across North America, Europe and Asia, as well as in Australia. The group focuses on strategies based on rigorous and detailed analysis and dynamic asset management.

Lazard Frères Gestion combines the power of a large global organization with the flexibility of a small entrepreneurial firm and focuses on asset management and advisory services for individual and institutional clients.

With offices in Paris, Lyon, Bordeaux, Nantes, Brussels and Luxembourg, Lazard Frères Gestion manages €30 billion of assets on behalf of institutional and retail clients.

Lazard Frères Gestion Logo
Logo of Lazard Frères Gestion
Source: Lazard Frères Gestion

The department I joined at Lazard Frères Gestion is the Distribution France sales department. The team handles customer relations and organizes meetings to sell and inform about the company’s funds. The department works closely with the management and marketing teams. Financial analysis and company knowledge are at the heart of Lazard Frères Gestion’s management processes. The model is characterized by an “analyst-manager” approach: the entire team is involved in investment decisions, and each analyst-manager can contribute his or her own valuation and market expertise. In addition, all institutional management is based on the same macroeconomic scenario. Lazard Frères Gestion’s investment philosophy is based on both business cycle analysis and company valuation.

My internship

As an institutional sales assistant, I worked as part of the Distribution France sales team and was in constant contact with customers. Therefore, I took part in all our management committees, videoconferences and events. I worked with management, client servicing, reporting, risk control, legal and middle office.

My missions

Follow the sales activity of the Distribution team (multi-managers, private banks, insurance networks and independent asset managers)
Participate in specific responses to client requests
Help prepare client meetings
Prepare quarterly (or more frequent) management reports on flagship funds for clients
Summarize videoconferences organized on flagship funds and equity, fixed income, convertible and diversified fund management committees
Follow the performance of flagship funds and defined peer groups
Send specific documents from our tools (performance attribution, inventories, allocations, specific performance comments and fund positioning).

Required skills and knowledge

Firstly, the position I held required a broad knowledge of all asset classes. Lazard Frères Gestion offers a wide range of investment solutions: equities, bonds, mutual funds, structured products… It is therefore essential to know all the relevant vocabulary and the specific features of all the asset classes. I needed to know the different financial indicators and ratios in order to understand the different financial analyses carried out by the analyst teams.

Thoroughness and efficiency were the qualities that my superiors expected most of me. There was no room for error, even in an emergency, and in a sales department the unexpected was commonplace. When writing memos on funds intended for clients, it was essential to transpose the managers’ analysis correctly. It was also my responsibility to respond to clients as quickly and accurately as possible.

During this internship, I required to master some essential skills in order to be successful such as rigor, adaptability or efficiency. Adaptability was key as my role was cross-functional. I was in contact with most of the departments at Lazard Frères Gestion. I worked on projects with marketing in conjunction with the management teams, or I had to provide answers thanks to the reporting departments, which sent me the data I needed to make my calculations in response to clients.

What I learned

This experience was a real springboard for learning about the finance profession. I had the opportunity to apply the theoretical aspects to real projects and to work on various subjects under the guidance of experienced professionals. I also had the opportunity to perfect my knowledge of the financial market environment through daily contact with the Management, Reporting, Risk, Legal and Marketing teams. In particular, I improved my knowledge of asset management, understanding of macroeconomics and financial analysis.

In particular, I was able to learn a lot about the different asset classes, thanks to the discussions I had with professionals and the various presentations I attended. Additionally, I was able to follow a number of fund sales and look after a variety of clients. I worked on various client presentations and financial documents such as reports and prospectuses.

Financial concepts related to my internship

Sale of financial products

I learnt a lot about commercial sales techniques. It is important to know what elements to emphasize when prospecting or selling financial products, especially when dealing with professional and highly technical clients.

I was able to familiarize myself with macro-economic and financial indicators that helped me understand certain economic scenarios and management decisions.

I therefore carefully analyzed the financial markets and improved my understanding of the different types of financial markets, such as the stock, bond, foreign exchange (Forex) and derivatives markets.

Through various client meetings, I was able to familiarize and educate myself on the different financial products. I dealt with a variety of financial products, such as equities, bonds, currencies, derivatives (options, futures, swaps) and mutual funds.

Fixed income management

Before this internship, I was much more comfortable with equities than bonds. However, the various committees, training sessions and discussions I’ve had have taught me a lot about bond management. In particular, I was able to follow how the management teams manipulated the funds’ modified duration to take advantage of unprecedented market conditions following the crises at the US regional banks and Crédit Suisse.

I was also able to follow the launch of a bond fund and understand the entire portfolio construction process by following the strategy implemented by the management teams.

Macro-economics

During my internship I was able to acquire knowledge in macroeconomics by studying economic indicators, monetary and fiscal policies, international trade, business cycles, exchange rates, the relationship between financial markets and the economy, and sovereign debt. These skills enable me to better understand the global economic environment, assess investment opportunities and risks, and contribute to investment decision-making. At Lazard, a team of macro-economists gives analyses and predicts a scenario for the coming months, which are taken into account by all the managers in different proportions in order to respect the management process and the objective of their funds. It is therefore essential for the distribution team to know and master this scenario in order to explain the performance and strategies implemented.

Why should I be interested in this post?

If you are looking for a formative experience in finance with responsibilities and challenges combining financial expertise and sales, this internship is for you. You will be working on a wide range of assets and investment universes. Lazard Frères Gestion will require you to be rigorous and hard-working, but you’ll learn a lot about asset management.

Useful resources

Lazard Frères Gestion

Lazard Frères Gestion Les métiers de la gestion d’actifs (webinaire)

Lazard Frères Gestion Qu’est-ce que la gestion d’actifs ?

Lazard Frères Gestion Quelle allocation d’actifs pour un portefeuille diversifié ?

Hull J. and P. Roger (2017) Options futures et autres actifs dérivés Pearson Education.

About the author

The article was written in May 2024 by David-Alexandre BLUM (ESSEC Business School, Global Bachelor in Business Administration, 2019-2023).