That will be on display Tuesday when Goldman holds a conference for corporate finance chiefs in Seattle for the first time. Amazon's retail chief, Jeff Wilke, is scheduled have a fireside chat with Eisman in the company's Sphere conservatory, he said. Amazon, Apple and Microsoft executives will be interviewed by bankers including Dan Dees, co-head of Goldman's investment banking division. Another co-head, Gregg Lemkau, will host a private dinner for clients. Solomon, who officially became CEO last week, will make an appearance as well.
The CFO event is something that probably would've been held in New York in the past, but the center of gravity has shifted recently with the rise of powerful tech titans.
The lure of access — of tapping into a high-level, human-run social network — can be powerful. "I've literally hosted the chairman of a big Chinese company" for meetings in Seattle, Eisman said. "They want to meet Amazon and tour Whole Foods and meet the guys at Costco. These guys are global phenomena."
But simply being local doesn't seal the deal, Eisman said. It's a combination of timing, industry knowledge and the unpredictable nuances of the human element.
"There have been times where we've had the local thing and we should've lost the deal, but the client is like `I don't really want to tell these guys no because I like them and they're here,'" Eisman said. "But I've also been in pitches for business where we've had the local element and lost anyway."
Goldman says that the 20-month old plan is already boosting the bottom line. In March, the bank said it was a third of the way to its goal of covering another 1,000 companies and that it had gotten 75 new mandates as a result of the strategy.
In April, Goldman helped GFL Environmental, a Toronto-based waste management firm, get funding from private equity investors at a $5.13 billion valuation. More recently, a cold call from a Goldman banker helped it win a mandate for a $186 million stock issuance for Fort Worth, Texas-based KMG Chemicals.