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to Goldman’s David Solomon – and won</h1></header><section class="_27f9a9872b82701f6ebd"><div class="_2ac50dba7f257adfa774"><figure class="bc4f4a617bff0631c243 _6f6db0aa612a03c039e8" data-pb-type="im"><picture><source media="(min-width: 1180px)" width="140" height="140" srcSet="https://static.ffx.io/images/$width_140%2C$height_140/t_crop_fill%2Cq_auto:best%2Cfl_any_format/b0f50d72c4b16722d41d184f5247cd602db77de2, https://static.ffx.io/images/$width_280%2C$height_280/t_crop_fill%2Cq_auto:best%2Cfl_any_format/b0f50d72c4b16722d41d184f5247cd602db77de2 2x" data-pb-im-config="{"urls":["https://static.ffx.io/images/$width_140%2C$height_140/t_crop_fill%2Cq_auto:best%2Cfl_any_format/b0f50d72c4b16722d41d184f5247cd602db77de2"," https://static.ffx.io/images/$width_280%2C$height_280/t_crop_fill%2Cq_auto:best%2Cfl_any_format/b0f50d72c4b16722d41d184f5247cd602db77de2 2x"],"width":140,"aspectRatio":1,"type":"square1x1"}"/><source media="(min-width: 1020px)" width="100" height="100" 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class="_2e1de52e69e1d969aea3"><div class="a368146c81ee0410b134"><span class="_1a6f5d6fad2874362309" data-testid="AuthorCard"><span><strong><a class="d1dba0c3091a3c30ebd6" data-testid="AuthorURL" href="/by/jemima-whyte-gkpi1r">Jemima Whyte</a></strong> writes on business, specialising in companies, capital markets and innovation. 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Just ask the five Sydney-based Goldman Sachs investment banking analysts who this month pitched to chief executive David Solomon and 30 global partners at the firm’s London headquarters’ 350-seat auditorium – and won.\u003C\u002Fp\u003E\u003Cx-placeholder id=\"9bf7a175ce5db2e8cf2b622f75aa05a254e42127\"\u003E\u003C\u002Fx-placeholder\u003E\u003Cp\u003E“Nothing, nothing can prepare you for going on a large stage in front of the leadership of Goldman Sachs. It was a pretty surreal moment,” said Isabella Kelly, who works in the financial institutions group in Sydney.\u003C\u002Fp\u003E\u003Cp\u003EGoldman Sachs employs close to 45,000 people globally and counts just 400 of them as partners. Just getting in the door as an analyst is an achievement – about 300,000 people apply each year for 3000 graduate roles, keen to get experience at the Wall Street firm.\u003C\u002Fp\u003E\u003Cp\u003EFor analysts who have been at the firm for more than 12 months, there’s an open invitation to participate in a global pitch for a charity of their choice.\u003C\u002Fp\u003E\u003Cp\u003EThis year, the Australian crew beat more than 150 teams to win for the first time since Goldman Sachs’ Analyst Impact Fund program was introduced nine years ago.\u003C\u002Fp\u003E\u003Cp\u003EAs well as receiving a large crystal cup and internal kudos, the team won $US250,000 ($384,225) for its nominated charity, onebillion, which develops software and distributes solar-rechargeable tablets that work offline to teach numeracy and literacy skills to marginalised children in Africa, the US and the UK.\u003C\u002Fp\u003E\u003Ch2\u003EDelivering a winning pitch\u003C\u002Fh2\u003E\u003Cp\u003ESo what does it take to deliver a winning pitch to the head honchos at Goldman?\u003C\u002Fp\u003E\u003Cp\u003EFirst of all, say the winning analysts, assemble a gun team.\u003C\u002Fp\u003E\u003Cp\u003EKevin Zhang said the program was top of mind for the Sydney intake. Part of their graduate workshops had included a session with Emma Dobbie, now an associate in the private credit group whose team had come second in the AIF program in 2019. Mr Zhang said they were keen to seize the opportunity and pulled together a team of five: Mr Zhang, Ms Kelly, Daniel Bang, Jason Cugola and Sherrie Zheng.\u003C\u002Fp\u003E\u003Cx-placeholder id=\"884e0658f88bc6f9ee22f5d2931615921fe6ce5c\"\u003E\u003C\u002Fx-placeholder\u003E\u003Cp\u003EThe next step was choosing a charity to pitch.\u003C\u002Fp\u003E\u003Cp\u003EMr Zhang, who works in the leveraged finance team, says the education space resonated for many of the team, as children of first-generation immigrants for whom “education was quite a big focus point for us”.\u003C\u002Fp\u003E\u003Cp\u003EAfter talking to several not-for-profits, the team selected London-based charity onebillion.\u003C\u002Fp\u003E\u003Cp\u003E“While it was about the competition and winning the overall grant for the charity, it was also about how we could stay involved and continue to make an impact beyond just the capital funding point,” said Ms Kelly.\u003C\u002Fp\u003E\u003Cp\u003EThat was just the start. The competition has several hurdles.\u003C\u002Fp\u003E\u003Cp\u003EFirst, submit a brief overview and mission statement. Second, send a six-slide submission. The next challenge was an eight-minute pitch to partners over Zoom. And then finally, head to London, where four teams gave a six-and-a-half minute pitch to 30 partners, followed by a question-and-answer session.\u003C\u002Fp\u003E\u003Ch2\u003EAfter-hours effort\u003C\u002Fh2\u003E\u003Cp\u003EDoes it imitate real work? Perhaps a little.\u003C\u002Fp\u003E\u003Cp\u003E“We really had to come together,” said Mr Zhang. “Most of the time was in the office after work hours. This is very much an extracurricular for us. Over the course of five months, we really had to try and work around people’s schedules.”\u003C\u002Fp\u003E\u003Cp\u003E“Having a team of us made this competition achievable. We are all in different teams within investment banking, so we could split the workload depending on who was going through a busy period,” Ms Kelly said.\u003C\u002Fp\u003E\u003Cp\u003EBoth Ms Kelly and Mr Zhang say that one of the most valuable parts of the experience was the engagement from the senior leadership team.\u003C\u002Fp\u003E\u003Cx-placeholder id=\"29d0dad730477b0eb3b69c6f1ad939b193521a6e\"\u003E\u003C\u002Fx-placeholder\u003E\u003Cp\u003ELocal head Simon Rothery and investment banking co-heads Nick Sims and Zac Fletcher all listened to the pitches, as did some of the offshore partners.\u003C\u002Fp\u003E\u003Cp\u003E“We don’t always have direct day-to-day contact with the senior leadership … the support we got was definitely one of the highlights of the process,” said Ms Kelly.\u003C\u002Fp\u003E\u003Ch2\u003ESimple message – and some theatrics\u003C\u002Fh2\u003E\u003Cp\u003EAnd the most valuable bit of advice? Strip back the message.\u003C\u002Fp\u003E\u003Cp\u003E“The main piece of feedback was just clarity, ensuring our pitch was streamlined. Being bankers, we love to throw numbers around,” Mr Zhang said.\u003C\u002Fp\u003E\u003Cp\u003E“But the biggest piece of feedback they [local senior partners] gave us was stripping it back and having one clear line of messaging. Do not mention every incredible initiative that onebillion does, pick one or two and make it as a clear of a pitch as possible.”\u003C\u002Fp\u003E\u003Cp\u003EThe team also held calls with an offshore deal team that had completed a deal in educational technology, keen to understand the different dynamics at play in the sector.\u003C\u002Fp\u003E\u003Cp\u003EAs junior analysts, too much prep is never enough. They had prepared 15 pages to 20 pages of answers to potential questions they anticipated could be asked by the partners (one of the questions they prepped was asked on the day). And arriving in London a week before the pitch, the team practised a number of dry runs in the auditorium.\u003C\u002Fp\u003E\u003Cp\u003EAnother piece of advice they took to heart was to include some theatrics – something that became clear after watching previous winning pitches.\u003C\u002Fp\u003E\u003Cp\u003E“There’s also a bit of theatrics involved. This is a pitch, and you do want to capture people’s attention,” said Mr Zhang.\u003C\u002Fp\u003E\u003Cp\u003EMr Zhang said the final moment of the pitch was well received. To sum up their presentation, the team produced three of the tablets the charity gives to children, and different team members each stepped forward to say “One GS”, “one education” and “onebillion”.\u003C\u002Fp\u003E\u003Cp\u003E“Having the tablets, the physical products of what our charity was distributing, I thought was super helpful,” said Mr Zhang.\u003C\u002Fp\u003E\u003Cx-placeholder id=\"d8a57fe0a03229584e05777bd6cb96daa0e172ce\"\u003E\u003C\u002Fx-placeholder\u003E\u003Cx-placeholder id=\"e1ed7b4ca6f43883061ef3d4d5eb3caddd79b547\"\u003E\u003C\u002Fx-placeholder\u003E","bodyPlaceholders":{"29d0dad730477b0eb3b69c6f1ad939b193521a6e":{"data":{"altText":"","animated":false,"aspect":1.5,"autoCrop":false,"caption":"Children use tablets donated by onebillion charity to help with literacy and numeracy skills. 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