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STIFEL
<br />v. Financing Team Resumes
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<br />Rounding out our core banking team and providing
<br />execution support to our project managers, John and
<br />Turn, will be Esthela Carreon, Assistant Vice
<br />John K
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<br />President, and Nick Tracewell, Analyst. Providing
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<br />oversight and ensuring that all of the firm's resources
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<br />will he nvnilahle To the City are Sara Brown and Erica
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<br />Gonzalez, both Managing Directors and co -heads of
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<br />our California Public Finance practice. Our
<br />underwriting team is comprised of Ben Stern, from
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<br />our Los Angeles desk, and Betsy Kiehn and Marcus
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<br />Peters, both from our San Francisco desk. Full resumes can be found in Appendix C.
<br />vi. Relevant
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<br />As the leading underwriter of municipal bonds, we have extensive experience in providing similar services to those listed
<br />in the RFP. We briefly shared our experience since 2018 in question 3(ii); however, please also consider the following:
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<br />Since 201D, 73 POBs totaling over $7.65 billion in par value have come to market. They've been sold by 18 different
<br />underwriters. While that may seem like a lot of firms with experience, half (9 firms) have only completed 2 or more
<br />transactions. Of Lhe remaining firms (9 firms), SLifel is Lhe 141 ranked POB underwriter — we've underwriLLen 23 POBs
<br />totaling nearly 51.8 billion. As illustrated below, our closest competitors have completed 6 and 7 deals apiece since 2010.
<br />1, Stife1
<br />1
<br />23
<br />32%
<br />1
<br />$1,762
<br />23%
<br />2. BofA
<br />2
<br />7
<br />10%
<br />2
<br />1,273
<br />17%
<br />3. Ramirez
<br />3
<br />6
<br />80/
<br />6
<br />434
<br />60%
<br />4. Hilltop
<br />4
<br />5
<br />7%
<br />5
<br />621
<br />8"%
<br />5. JP Morgan
<br />5
<br />5
<br />/%
<br />3
<br />1,154
<br />15%
<br />6. Raymond James
<br />6
<br />5
<br />7%
<br />4
<br />1,016
<br />13%
<br />7. WedbUsh
<br />7
<br />5
<br />7%
<br />10
<br />114
<br />2%
<br />8. Stinson
<br />8
<br />4
<br />S%
<br />13
<br />36
<br />0%
<br />9. Cahrpra
<br />9
<br />3
<br />4%
<br />9
<br />363
<br />5%
<br />Industry Totals
<br />73
<br />$7,654
<br />vii. References
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<br />Additional references (Arcadia, Chula Vista, and Glendora) are provided in Attachment A.
<br />Orange (2021 POBs)
<br />Will Kolbow
<br />Assistant City Manager
<br />wkolbow@cityoforar)ge.org
<br />714.744-2195
<br />City Council
<br />Huntington Beach (2021 POBs)
<br />t ( Sunny Rief, CPA, CFE
<br />Assistant CFO
<br />g sunny.rief@surfcity-hb.org /
<br />23 —
<br />Pasadena (2020 POBs)
<br />Matt Hawkesworth�
<br />Finance Director;}:r=
<br />m hawkesworth @cityofpasadena. net
<br />5/18/2021
<br />4:ily of Santa Ana I Proposal to Provide Underwriting Services Page 4
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