The key to successful client solutions

How can sales and marketing propel an investment bank into the top tier of global derivatives houses? And what is the ideal model for a successful strategy? These are the pressing questions facing Thomas Kalaris of Barclays Capital. He spoke to Risk’s technical editor, Nicholas Dunbar

Traditionally a bond house with niche strengths in inflation-linked products and the UK corporate market, Barclays Capital is making a bold move to become a global player in derivatives. A key part of this strategy has been a massive hiring spree, balancing out the focus on traditional trading and debt capital markets at Barclays by bringing on board some of the derivatives industry’s most highly regarded salespeople and marketers.

Overseeing this strategy is the responsibility of Thomas Kalaris