Hi Daniel, this is all about contacts, but most of the time clients are already customers in various departments of institutions and will be just passed on to the investment dep. Not saying that there are independent consultants involved as well, but all started in the financial industry at some point. In 2000 one of my companies in Germany went public and the process was handled by an independent consultant , who was introduced by a business friend of the CEO, and he brought in as investors , local banks, global financial institutes and insurance comp. etc. before going public.