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Q&A with Marco Piga, Regional Director, Sales and Dealing, Italy

Don Curren June 7, 2019

Q: Can you tell us a little about your background before you came to Cambridge, and in particular your background in risk management?

A: I have a degree in Economics and a Masters in Econometrics, so what I studied has always been part of my passions and the basis of my daily work – my dissertation was regarding the relationship between currency market and macroeconomic variables.

Before Cambridge, I was working for a boutique risk-advisory firm here in London. My primary duty was to work with mid-cap corporates in Italy and UK to analyze and quantify their financial risk and provide them risk-management solutions. These solutions could be related to risk on currency, commodities and interest rates.

Q: What are your outside interests?

A: My main interests outside of the work place revolve around sports. As you can imagine, Italians have football in their DNA and therefore I’ve been playing my entire life, and when I moved here I decided to join a team and a league. Every year we participate in the tournament and play on Sundays, followed by a few cold beers with the team regardless of whether we won or lost. Obviously, there was more pleasure when winning, but regardless of the outcome, we always manage to look at the bright side and enjoy the day.

Living in London gives me the opportunity to attend plays and exhibitions in several theatres and museums across the capital, so after work we can always find something to do.

Q: What attracted you to Cambridge?

A: Many things attracted me to Cambridge – and still manage to maintain the same appeal as when I just arrived. First and foremost is Cambridge’s international footprint and presence, demonstrating just how global and multicultural this firm really is. I was presented with the opportunity to help expand part of Cambridge’s European footprint by entering the Italian market and leading the department. This opportunity, as challenging as it was, was also exciting and thrilling.

Q: How would you describe the corporate culture at Cambridge?

A: Cambridge is a very meritocratic firm – you work hard, you get rewarded for the results you provide. There are no short-cuts and no cutting corners. Also, the fact that Cambridge has a “flat” hierarchy system, in the sense that everyone, from the managing director to the young BDA, have access to one another, allowing each individual to help and learn from each other, leaving plenty of space for continuous growth.

Q: What are your responsibilities at Cambridge?

A: I was recently promoted to Regional Director, Sales and Dealing, for Italy. This position has broadened my scope of responsibilities which now range from new business sales to options trading to guiding the Italian team.

On one hand, I help my sales team generate and acquire new business. We brainstorm and discuss our past performance and targeted industry verticals to better understand how to move forward – and where we can really give added value.

On the other hand, I stay side by side with Cambridge’s dealers to provide the best solution for our clients on a daily basis.

Finally, once every couple of weeks I sit down with each individual member of the team and make a point of where they stand – constructively building their pipeline, and hearing out where they believe their success and failures have been throughout the past period before helping them.

Q: What kind of firms are you targeting as potential Cambridge clients in Italy?

A: One of the most interesting aspects of our work is that it gives us the opportunity to collaborate with completely different realities, both in terms of sector and company size. In fact, mitigating currency risk is a topic of interest to both small family businesses and large multinational firms, from textile to pharmaceuticals. In my opinion, one of the strengths of our team is our ability to relate in a positive way and with the appropriate approach based on our interlocutor. This means that we can add value to both realities.

Firstly, with those that have less experience in this field, supporting them in the creation of their hedging policy. Secondly with more structured businesses, working to optimize their operations with a tailor-made approach and solution.

Rather than focusing on today’s issue of exchange rate, we try to change and redirect the lenses towards tomorrows opportunities.