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Banks gear up for emerging-market deal flow

As cross-border acquisition grows, global banks must establish the right local presence

Michael Klein: Change
is coming

The growing number of emerging-market companies making sizeable mergers and acquisitions will change the shape of the global corporate banking and advisory business, says Michael Klein, CEO of global banking at Citigroup. "This will be one of the most important drivers of the corporate and investment banking business in the coming years," he says. He argues that the historical global hub structures of New York and London will be insufficient to provide effective advisory and financing services for transactions emanating from emerging-market countries and involving deals between them. "If a Chinese company is buying into Russia, organizing the advisory and local financing from a desk in New York clearly isn't going to work," he says. "It will affect the way that legal and accounting firms are organized as well."

A local presence

A strong on-the-ground presence is important for global banks to capitalize on large M&A deals by emerging-market players, as recent high-profile deals have shown. Goldman Sachs and JPMorgan are advising Chinese oil major CNOOC and providing a $3 billion bridge loan to the company to help finance its $18.5

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