Smaller clients, new opportunities in securities finance should be pursued

Given the concentration of assets on the buy-side, landing a big fish means more now than ever for banks and vendors. Bringing on one big new client can have the same revenue impact as a dozen small clients simply because the top 100 firms have grown or merged their way into dominance. We suggest however that partnering, and pursuing, smaller firms can lead to both valuable revenues and future growth. The small fish not only get bigger, but they also introduce banks and vendors to new ways of doing business.

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