Today, if you make enough money for the firm (and are not currently an ax murderer) you will be promoted into a position of influence.
What are three quick ways to become a leader? a) Execute on the firms axes, which is Goldman-speak for persuading your clients to invest in the stocks or other products that we are trying to get rid of because they are not seen as having a lot of potential profit. b) Hunt Elephants. In English: get your clients some of whom are sophisticated, and some of whom arent to trade whatever will bring the biggest profit to Goldman. Call me old-fashioned, but I dont like selling my clients a product that is wrong for them. c) Find yourself sitting in a seat where your job is to trade any illiquid, opaque product with a three-letter acronym.
Today, many of these leaders display a Goldman Sachs culture quotient of exactly zero percent. I attend derivatives sales meetings where not one single minute is spent asking questions about how we can help clients. Its purely about how we can make the most possible money off of them. If you were an alien from Mars and sat in on one of these meetings, you would believe that a clients success or progress was not part of the thought process at all.
It makes me ill how callously people talk about ripping their clients off. Over the last 12 months I have seen five different managing directors refer to their own clients as muppets, sometimes over internal e-mail. Even after the S.E.C., Fabulous Fab, Abacus, Gods work, Carl Levin, Vampire Squids? No humility? I mean, come on. Integrity? It is eroding. I dont know of any illegal behavior, but will people push the envelope and pitch lucrative and complicated products to clients even if they are not the simplest investments or the ones most directly aligned with the clients goals? Absolutely. Every day, in fact.
It astounds me how little senior management gets a basic truth: If clients dont trust you they will eventually stop doing business with you. It doesnt matter how smart you are.
These days, the most common question I get from junior analysts about derivatives is, How much money did we make off the client? It bothers me every time I hear it, because it is a clear reflection of what they are observing from their leaders about the way they should behave. Now project 10 years into the future: You dont have to be a rocket scientist to figure out that the junior analyst sitting quietly in the corner of the room hearing about muppets, ripping eyeballs out and getting paid doesnt exactly turn into a model citizen.