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Westwicke Blog

The Westwicke Blog is designed to deliver information and insights into the ever-changing world of healthcare communications.

Give Your Company What Sell-Side Analysts are Looking to Cover

Posted on February 11th, 2015. Posted by

What Sell-Side Analysts Are Looking to Cover

A great company does not always make a great stock. And a great stock does not always make a great stock for a sell-side analyst to cover. What are analysts looking for when they launch on new names? What can you do to get an analyst to consider you for their coverage universe?

These three questions can help you determine the likelihood of getting an analyst to begin to write research on your company.

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Top 10 Questions to Ask Sell-Side Analysts

Posted on November 12th, 2014. Posted by

top 10 questions for sell-side analysts

There’s a saying in investor relations: “You date your investment bankers, but you marry your research analysts.” Essentially, this means that most sell-side analysts who cover your company will remain your partner for the long run. Investment bankers, on the other hand, work with a long list of companies and deal with jam-packed, demanding schedules. They don’t disappear after the initial public offering (IPO), but the time they can devote to your company diminishes.

The opposite happens for sell-side analysts: after the IPO, the time they spend interacting with your management team and learning about (and talking about) your company increases. Sell-side analysts are at every quarterly earnings release, at many investor conferences, and if they sponsor a non-deal road show, they should be by your side at those events, too. The most effective relationships with sell-side analysts are, in theory, like those of married couples: full of back-and-forth interaction and long-term.

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Must-Haves on Your Investor Day Guest List

Posted on August 20th, 2014. Posted by

An investor day is a perfect opportunity to get the public up to speed on your corporate story, but compiling the appropriate guest list can be tricky. Having coordinated nearly 100 investor days as a firm, we know exactly who you should be targeting to attract the perfect audience for your event.

Current shareholders and covering analysts
First, and perhaps most obvious, you should invite your current shareholders and your covering analysts. These two groups have a vested interest in understanding every aspect of your business and will be most engaged and active in the discussions during the event. Additionally, given their relationships with your company, this group will show the highest attendance rate.

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Jumpstart Your Planning for the J.P. Morgan Healthcare Conference

Posted on August 13th, 2014. Posted by

JP Morgan Healthcare Conference

While most of Wall Street is focusing on second quarter earnings and squeezing in vacations before Labor Day, it’s never too early to begin preparing for the J.P. Morgan 33rd Annual Healthcare Conference in San Francisco this January, the premier healthcare investment conference of the year. If you are planning to attend but haven’t started thinking about logistics, you are already a little behind. Much of the meeting space and hotel rooms are already spoken for, so the time to start making arrangements is now.

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Why Private Companies Need to Meet with Sell-Side Analysts

Posted on April 10th, 2014. Posted by

Private companies often tell us about the considerable time and effort they spend meeting with investment bankers and sharing insights on their business, out of hope that these bankers will take an interest in underwriting their IPO. Yet when we ask which sell-side research analysts they’ve met, we are typically met with a blank stare.

Many executives don’t understand the importance and value of meeting with sell-side analysts while still a private company. In fact, most management teams don’t realize that research analysts actually want to meet management teams of private companies. For sell-side analysts, meeting with private companies enables them to build an early relationship with promising companies and gain valuable insights on the industry and products.

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Make Your Non-Deal Road Shows More Efficient and Effective

Posted on March 5th, 2014. Posted by

This time of year, Wall Street is abuzz with opportunities to meet, greet, and hear firsthand from you and your management team about what’s happening with your company. There are requests to “go on the road” with virtually every sell-side firm, whether an analyst from the firm covers your company or not. There are also countless investor conferences, bus trips, and industry events — all of which you will be asked to participate in.

The buy side values access to the C-suite probably more than anything else. In fact, many of the major investment firms base the commission they pay brokers on how many management teams they provide access to each quarter. A great deal of money is tied up in these events, so they are important.

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Top 10 Benefits of Non-Deal Road Shows

Posted on February 19th, 2014. Posted by

Right after you report earnings is the ideal time to get out on the road and tell your story to the Street. Sell-side analysts are incentivized to market with management teams, so they are always willing to sponsor a non-deal road show (NDRS). It’s critical, however, to pinpoint the right city and sponsoring analyst to make the most of the trip.

Non-deal road shows involve planning and work but can deliver meaningful results. Below are what we consider the top 10 benefits.

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How to Create a Solid Investor Relations Plan in 2014

Posted on January 15th, 2014. Posted by

How can you align your investor relations (IR) efforts with your overall corporate strategy and messaging? How do you balance IR activities with other demands on your time as a management team? Here are several tips from the Westwicke team to help ensure that the strategic investor relations plan you create at the beginning of the year delivers the desired results.

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Plan Now for the J.P. Morgan Healthcare Conference

Posted on November 20th, 2013. Posted by

For 31 years running, the mosh-pit that is J.P. Morgan’s Healthcare Conference kicks off the new year. In addition to the more than 400 companies that officially present, the conference attracts countless other healthcare companies looking to meet with the investment community. It is also the only event that attracts sell-side analysts and investment bankers from all corners of Wall Street.

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Top 10 Credibility Busters

Posted on October 16th, 2013. Posted by

Over time, all management teams want to build relationships, or at least a healthy rapport, with shareholders. Consistent execution of your business plan and proper communication with current and potential shareholders can help you build credibility, which in turn can bolster your company’s valuation and even allow your management team to earn “the benefit of the doubt” when things are not easy.

Last month, we looked at the top 10 ways companies can build credibility with shareholders. This month, we consider the opposite, and explore common ways companies get into hot water. Here are the top 10 credibility busters you want to work hard to avoid.

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Have News to Release?

Find out whether you should file a Form 8-K, issue a press release, or do both by using our easy-to-reference chart, Form 8K vs. Press Release: What’s the Difference?

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