THE PUBLIC OFFERING PROCESS
There are several steps in the IPO process, as depicted in Figure 17.4. The first is to choose an underwriter, or investment banker, which is the firm that sells the securi¬ties and guides the corporation through the IPO process. Often called "the beauty contest," investment banking firms parade before the company's board of directors proclaiming their strengths after which the entrepreneur chooses one or more to co-manage the IPO. Some of the most prestigious investment banking firms handle only well-established companies because they believe that smaller companies will not attract sufficient attention among major institutional investors. Getting a referral to a competent investment banking firm is a first step in the process. Investment banks underwrite the IPO based on either a firm commitment or a best efforts basis. Best effort suggests that this will not be a strong IPO and should serve as a warning to investors. A commitment, by contrast, means that the investment bank will purchase shares at a discount (typically 7 percent) and resell them at full price to institutional investors primarily, but also to individuals.14