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The Rise And Fall Of AIG's Financial Products Unit
As we delve into the back-story behind the collapse of AIG, we thought it might be useful to lay out some key factual information about the firm's Financial Products unit, known as AIGFP, whose disastrous credit default swaps brought the company to its knees. How and when did AIG Financial Products get started? Who ran it, and from where? How did it get into credit default swaps, and what exactly are they, anyway? And how did this group of derivatives traders eventually wind up bringing down one of the most admired financial firms in the world?
So here's a rundown of some of the key developments in AIGFP's tumultuous history -- many gleaned from a superb three-part December 2008 Washington Post series on the unit (parts 1, 2, and 3):
From a Humble Start, A Swift Rise
- AIGFP was founded on January 27, 1987, when three Drexel Burnham Lambert traders, led by finance scholar Howard Sosin, convinced AIG CEO Hank Greenberg to branch out from his core insurance business by creating a division focused on complex derivatives trades that took advantage of AIG's AAA credit rating.
- In addition to his two partners, Randy Rackson and Barry Goldman, Sosin brought 10 other staffers from DBL with him -- including future AIGFP CEO Joseph Cassano. The team of 13 set to work in a windowless makeshift room, at first without full-size desks and chairs, in an accounting office on Third Avenue. AIGFP's first significant deal, made in July 1987, was a $1 billion interest-rate swap with the Italian government.
- In its first 6 month of existence, the unit earned more than $60 million. Under the agreement that Greenberg and Sosin had signed, 38 percent of that went immediately to AIGFP, with the remaining 62 percent going to AIG proper. Crucially, the agreement also called for AIGFP received its profits up front, even though its deals generally took years to play out. AIG itself, not AIGFP, would be on the hook down the road if things went wrong. This arrangement would be modified, but only partially, after Sosin left in 1993.
- AIGFP soon moved to a swanky Madison Avenue office. A few years later, it would relocate again to Wilton, Conn, which remains the unit's headquarters today.
- By 1990, AIGFP had expanded, opening offices in London, Paris and Tokyo.
- In 1993, Sosin left AIGFP, in part thanks to a strained relationship with Greenberg. (He got a reported $150 million payout). Tom Savage -- a Midwestern math whiz who had joined AIGFP in 1988, after beginning his career at First Boston writing computer models for collateralized mortgage obligations, the very instruments that would later help cause the current crisis -- soon took over as CEO.
- By that year, AIGFP employed 125 people, and was consistently raking in more than $100 million each year.
- By 1998, the unit had a revenue of $500 million. But it still had never made a single credit default swap.
The Seed Of Ruin Is Planted
- That year, JP Morgan approached AIG, proposing that, for a fee, AIG insure JP Morgan's complex corporate debt, in case of default. According to computer models devised by Gary Gorton, a Yale Business Professor and consultant to the unit, there was a 99.85 percent chance that AIGFP would never have to pay out on these deals. Essentially, this would happen only if the economy went into a full-blown depression, in which case, the AIGers believed, the counter-parties would be wiped out, and therefore would hardly be in a position to demand payment anyway. With the backing of Cassano, then the COO, Savage greenlighted the deals. Credit default swaps were born.
- In 2000, Congress passed the Commodity Futures Modernization Act, which further reduced the already weak regulation of derivatives like credit default swaps*.
- Later that year, Cassano, now based in London, who in addition to serving as COO had been running AIGFP's Transaction Development Group, replaced Savage as CEO. Cassano, the scrappy son of a Brooklyn cop, was no expert in the sophisticated computer models that assessed risk, but he had a gift for credit and accounting, and a fierce drive to succeed. At this time, the unit brought in $1 billion a year, and had 225 employees. By 2005, it would have 400.
- In 2002, the Justice Department charged that AIGFP had illegally helped another firm, PNC Financial Services, to hide bad assets from its books. To do so, AIGFP had set up a separate company, known as a "special purpose entity" to take on the assets. It had violated securities law, the Feds alleged, by setting up sham "companies" to invest in the entities, making them appear real. In 2004, AIG settled the charges by paying an $80 million fine, and gave back over $45 million in fees and interest it had earned on the deal. By the terms of its "deferred prosecution" agreement, it was placed on a short leash by the Justice Department. There is no evidence that anyone at AIGFP was formally sanctioned as a result of the episode.
- In March 2005, Greenberg, who had run AIG since 1968, stepped down as CEO, amid an investigation by New York Attorney General Eliot Spitzer into questionable accounting practices at the firm. Though the issue was unrelated to AIGFP, the unit would soon feel the ripple effects: the credit ratings agencies responded to Greenberg's departure, and the allegations of irregularities, by downgrading AIG's rating from AAA to AA. That, in turn triggered provisions in some of AIGFP's credt default swaps, requiring AIG proper to over $1 billion in collateral for the deals. It was the beginning of the end.
- Later that year, an AIGFP exec named Eugene Park took a close look at the firm's credit default swaps portfolio, and became alarmed. Many of the CDOs that were being insured contained too large a proportion of sub-prime mortgages, meaning the risk of default was high if the housing market collapsed. And with AIG proper's credit rating having been downgraded, there was an increased chance that it would have to come up with collateral to cover those bets. Park told Cassano and others about his concerns.
- In response, Cassano worked with researchers from the investment banks to assess the risk form subprime mortgages, and decided in late 2005 it was time to stop making credit default swaps. But he couldn't undo the nearly $80 billion worth of collateralized debt obligations that AIGFP had made swaps on that were already on its books*.
- Still, as late as August 2007, Cassano was sanguine about the deals, telling investors on a conference call: "It is hard for us, without being flippant, to even see a scenario within any kind of realm of reason that would see us losing $1 in any of those transactions."
Things Fall Apart
- But that same month, with the housing market collapsing and sub-prime assets plummeting in value, Goldman Sachs demanded $1.5 billion in collateral from AIG, to cover the mortgage-backed securities that AIG's credit default swaps had insured. Under the terms of its contract, AIGFP was required to post more collateral than it would have had its credit rating remained at AAA. By October, it had posted almost $2 billion, and other counter-parties were beginning to make their own collateral demands.
-Between early October and mid November, AIG's stock price fell 25 percent. That month, AIGFP reported that its swaps portfolio had lost $352 million. A month later, Cassano put the figure at $1.1 billion
- Late that month, Pricewaterhouse Coopers, AIG's auditing firm, told AIG CEO Martin Sullivan that no one knew whether AIGFP's valuation of its derivatives portfolio was accurate. That process had been led by Casssano, who, it appears, had shut out the firm's internal accountant, Joseph St. Denis. (St. Denis would describe Cassano's high-handed behavior and unwillingness to allow AIGFP's transactions to be properly audited, in a letter (pdf) to congressional investigators sent the following year.)
- And yet, Cassano and Sullivan were continuing to paint a rosy picture for investors. At a December 5 presentation, Cassano declared: "It is very difficult to see how there can be any losses in these portfolios." Sullivan added: ""AIG has accurately identified all areas of exposure to the US residential-housing market ... we are confident in out markets and the reasonableness of our valuation methods." This presentation is currently being scrutinized by the Feds as evidence of possible fraud.
- In February 2008, AIG announced estimated losses of $11.5 billion, and that it had posted $5.3 billion in collateral.
- The following day, Sullivan announced that Cassano would step down, effective March 31. Only later, during a congressional investigation, did it come out that Cassano would get a $1 million a month consulting contract (the contract was cancelled in September 2008). It was also revealed that Cassano had made $43.6 million in salary and bonuses in 2006, and $24.2 million in 2007.
- That summer, it was reported that the Justice Department was investigating AIGFP for possible criminal fraud. The UK's Serious Fraud Office would later announced its own probe.
- In September 2008, AIG executives learned that the ratings agencies planned to downgrade the company's rating again. That would trigger more collateral calls, which AIG knew it couldn't begin to cover. Desperate negotiations to keep the company afloat -- including a possible $75 billion bridge loan from Goldman and JP Morgan, both major counter-parties on the credit default swaps -- ensued. Tim Geithner, then the head of the New York fed, called in. But in the following days, it became clear that AIG's level of exposure to its credit default swap losses was higher than anyone had yet understood. On Sept 16, the Federal Reserve Board, announced that it would take a nearly 80 percent equity stake in AIG -- effectively taking over the firm -- and would provide an $85 billion "loan".
- In October 2008, Gerry Pasciucco, a vice chair at Morgan Stanley, was brought in to wind down AIGFP. The unit, Pasciucco found, had $2.7 trillion worth of swap contracts and positions, and 50,000 outstanding trades with 2000 different firms, and 450 employees in six offices around the world.
- In March 2009, amid outrage over multi-million dollar bonuses for those employees, AIGFP would post armed guards outside Wilton headquarters.
* This sentence has been corrected from an earlier version.

















The only way to prevent this type of corporate thievery in the future is to charge the original 13 perpetrators and everyone who has gotten those $1,000,000,000 + bonuses or retention payments using the RICO statutes, confiscate all their assets, and assign the most junior public defender as their defense counsel.
Anything else which allows them to retain the benefits of their activities will only encourage similar behavior in the future.
This is really Capitalism taken to its ultimate extreme - I get mine and screw the rest of the world.
March 20, 2009 10:32 AM | Reply | Permalink
Thank you for printing this summary, which appears quite accurate. As a long term AIG shareholder who has lost almost 100% of my share value, I have been watching this situation for a number of years---long before the current crisis. While I understand the outrage over bonus payments, the mainstream media has completely missed the core of the AIG story. Greenberg, Cassano, Sullivan (who received a severance of $47million!!) are the true scoundrels in this saga, but they are allowed to stay above the fray while the MSM keeps focusing on bonus money paid to hard working and talented folks who are now desperately trying to keep the ship afloat. Greenberg is particularly contemptible; as AIG's biggest single shareholder (before the US takeover), he had the chutzpah to sue AIG because of losses in share value that were created as a direct result of his own management decisions. Until and unless these actual scoundrels are made responsible for their behavior, we will not be able to prevent this kind of problem in the future.
March 20, 2009 11:10 AM | Reply | Permalink
I am in total agreement with you Johann . . . if all or at least some of the perpetrators are not tried and convicted it reeks approval! Let's clean up and regulate Wall Street and the Banking Business once and for all.
March 20, 2009 11:11 AM | Reply | Permalink
Why was an insurance company allowed to have an investment business when "AIGFP was founded on January 27, 1987"?
Glass-Steagall was repealed in 1999 by the Gramm-Leach-Bliley Act.
March 20, 2009 11:51 AM | Reply | Permalink
Glass-Steagall had a slow diminishment, beginning the 50s.
More here:
http://www.pbs.org/wgbh/pages/frontline/shows/wallstreet/weill/demise.html
March 21, 2009 3:48 AM | Reply | Permalink
Reminds of a quote from a former employee of one of the big three auto manufacturers, "We make cars so we can make loans."
March 20, 2009 11:56 AM | Reply | Permalink
But he couldn't undo the nearly $80 million worth of collateralized debt obligations
I think you mean Billion here, yes? In this financial stratosphere, when a little calculation reveals some of these Wall Streeters made hundreds of thousands, and in some cases millions, of dollars per hour, this is not an uncommon mistake.
March 20, 2009 12:39 PM | Reply | Permalink
This needs to be fixed. It should be $80 BILLION, not "million".
See penultimate paragraph of Section 3 of original WP article at http://www.washingtonpost.com/wp-dyn/content/article/2008/12/30/AR2008123003431_pf.html for confirmation and details.
March 20, 2009 1:18 PM | Reply | Permalink
From Top Geithner Aide (Mark Patterson)Fought CEO Pay Reform
n 2007, Frank, the chairman of the House financial services committee, introduced H.R. 1257, the Shareholder Vote on Executive Compensation Act. The bill required public companies to allow shareholders to hold nonbinding votes on executive compensation plans...Goldman Sachs, for which Patterson was a registered lobbyist from September 2005 to April 2008, was no fan of "say on pay." Sachs' chief executive, Lloyd Blankfein, who took home at least $70 million in 2007, has argued that shareholders are "less sophisticated and have less understanding" of compensation issues than corporate board members.
Mark Patterson is now chief of staff to Treasury Secretary Timothy Geithner!!
The chance of any serious reform in the financial industry would seem remote as long as Obama keeps the foxes guarding the taxpayer 'henhouse'.
March 20, 2009 1:00 PM | Reply | Permalink
More from David Corn
When Patterson's appointment was announced, good-government groups grumbled about placing a Wall Street lobbyist in a senior post at Treasury, and the White House had to grant Patterson a waiver from its new and strict ethics rules prohibiting lobbyists from obtaining jobs in areas related to their lobbying work.
March 20, 2009 1:06 PM | Reply | Permalink
The for the great summary Zachary.
March 20, 2009 1:24 PM | Reply | Permalink
That "unable to undo" sentence is wrong in another, more subtle way. It relies on the same mistaken liquidity-vs-insolvency assumption that has plagued attempts to deal with this mess from the beginning. This is the financial industry we're talking about: of course AIGFP could have gotten those swaps off its books, simply by paying other people to take on those risks. On the regulated side it's called reinsurance, and companies do it all the time (albeit that newsweek story suggests that AIG may have played fast and loose in that market as well).
What "unable" means in this context is that Cassano was unable to find people willing to take on his risk at a price he was willing to pay (with that price determined, no doubt, by his ego and what he thought the deal might do to his personal standing and AIG's stock). So instead of laying of the risk and booking the loss immediately, he decided to hold on and bet even more of other people's money.
March 20, 2009 1:57 PM | Reply | Permalink
There seems to be a great fear (many, like Obama, even deny anything wrong happened) of prosecuting (for fraud) the AIG crowd, not to mention the rest of the people running the failed banks--Citigroup, etc.
AIG'ers did at least 2 crimes: 1-they took in subprime junk mortgages and relabeled them as AAA or AA securities, (Selling junk as gold is fraud).
2- Its credit default operation in London was really a gambling casino. Bets (sometimes called insurance) were placed on anything—for example, would so and so's dog die in a fire on April 3, 2013? Hundreds of people could place this bet. And, here’s the crime, they never put in the money to support these bets in case someone won the bet. Instead, they relied on the government bailing them out. If they made money on the gambling casino it was theirs, if they lost they taxpayers would bail them out.
Moreover, as bad as Madoff’s ponzi scheme was, he's small potatoes compared to the Wall Street banking giants.
The biggest scam ever was the subprime mortgage business. Credit was so easy that anyone with a pulse was given a junk mortgage, these, in turn, were shoveled through the doors of the banks and insurers like AIG. Next, our best and brightest bankers prevailed upon the rating agencies to label the junk as AAA securities. These “troubled assets” were then sliced and diced, collaterized, leveraged 30x and sold around the world as if they were gold. The business was such a money machine that it was impossible to say no to it. When the housing bubble burst, people lost their life savings, and countries went down. It seems to me that knowingly selling junk as if it were gold is fraud. Trillions of dollars were scammed and yet no one is busted?
March 20, 2009 2:06 PM | Reply | Permalink
Excellent points.
The Democrats had better get off the 'dole' of contributions from the finance industry and overhaul regulation or 'credit' and our economy will never recover.
March 20, 2009 2:20 PM | Reply | Permalink
very good. "JP Morgan approached AIG, proposing that, for a fee, AIG insure JP Morgan's complex corporate debt"
Note that Elliot Spitzer had uncovered AIG undertaking RETROACTIVe Finite insurance with corporations whereby after an adverse accounting event had occured, the coporation would approach AIG with a lumpsum payment (the "finite" part) to be RETROACTIVELY insured against this event, thus CHANGING the accounting treatment to "hedged" and the resulting smoothed results making it to the 10K/Q.!!!!
These guys were into slick stuff back then. So it's not out of the blue that JPM would call them about CDS which is in a similar vein to finite insurance!
Current CEO Liddy was on the senate testimony and he said the insurance part of his business is just fine. Oh yeah? after a fall in equity market of 50%....he better pray no hurricane ruins the property markets he's insuring! What lies at every level!
March 20, 2009 4:56 PM | Reply | Permalink
Gerry Pasciucco, former vice chair at Morgan Stanley and now AIGFP, is wearing a Che T-shirt why? He admires the work Che did in structuring the post-revolution Cuban government? Certainly not the most critical issue to discuss in the midst of a global crisis, but enough with the cultural appropriation, rich dudes!
Also, something that wasn't really highlighted, because of the amount of CDS and leveraging, the company has been essentially "bought" and yet the debt liabilities we've purchased is some unknown multiple of the company's capitalized value. Assuming control to do the reorganizing that needs to be done is one thing, but "buying" that debt, essentially twice, is just beyond absurd.
March 21, 2009 12:13 PM | Reply | Permalink
The money shot: "Cassano, the scrappy son of a Brooklyn cop, was no expert in the sophisticated computer models that assessed risk..."
I'll bet a case of beer that none of those computer model based risk assessments ("99.85%") ever acknowledged the critical assumption that AIG retain their AAA rating, which led directly to the explosion of their solid rocket booster.
Self-important ego-bloated ignoramuses who didn't understand the first thing about risk analysis were given the pilot's stick of the spacecraft -- Cassano apparently considered himself god's gift to money management. Where I come from, we call this "breathing your own exhaust." Even absent criminal intent (a very, very big if) this guy should be jailed for negligent economicide.
March 21, 2009 6:08 PM | Reply | Permalink
Greed--there's no way out of here....
Karl Marx on capitalist greed-- the last capitalist will sell you the rope to hang himself with...
Sure, the capitalists killed capitalism and maybe socialism is better or maybe not. Here are some ideas to save capitalism from itself while we ponder the socialist-capitalist dichotomy.
Harvard's MBA program, Capitalism's incubator, should offer a course on "Hey, wait, don't kill capitalism!" Heck, make it a whole new graduate program.
Past graduates have done their best to destroy the system: George Bush and the best and brightest on Wall Street. Time for a change, here at Harvard!
Topics:
Karl Marx on how capitalists will sell the rope with which to hang themselves--required 3 credit course.
Signs that the system is going down:
20-somethings from Yale making 30 million a year on Wall Street. (only a year after graduating!) 3 credits
Larry Summers saying unions are bad for employment. (Taught by Larry Summers!--3 credits
Revolving door from the government to Wall Street and back again. (10K upfront fee-3 credits)
George Bush brought down 3 firms and several countries, including his own. Find out how he did it and then develop plans for a healthier alternative. 3 credits
March 21, 2009 6:33 PM | Reply | Permalink
Thanks Zack and Ben for a great summary of a very complex topic. THese are helpful. I hope you will do more of these background-type pieces.
March 22, 2009 6:41 PM | Reply | Permalink
Don't you want to compare large salary or large bonuses to hush money?
Notice no one is coming forward with the facts.
How could the best "minds" of the financial world lose this much so fast unless it was planned?
Isn't it time to put everyone involved and all their billions into a rich peoples jail and let them swap stories with their own co-looters ...... for life.
What value would their money have if everyone else has the same billions?
March 23, 2009 9:45 PM | Reply | Permalink
So far ones been knocked out in the gym, another had his house vandalised but that I'm sure is only the beginning. The unwashed masses are stirring. Ya they took out a home equity loan every time their overvalued home increased further in "value". But now they have to sell that jetski they bought with the money for half what they paid for it so their kids can eat.
March 25, 2009 3:31 PM | Reply | Permalink
Oh, in case you didn't catch it "they" is the peasants.
March 25, 2009 3:34 PM | Reply | Permalink