Managing Wall Street Interactions
A mid-cap healthcare service company experienced frustration in the investment community as their business model was complex and their growth strategy was not clear, causing investors to focus their attention elsewhere. From the management’s perspective, they felt overwhelmed trying to run the business and manage more than 15 sell-side analyst request for their time and prioritizing buy-side meetings.
ICR Westwicke’s Role
- ICR Westwicke became the point person for Wall Street interactions
- Conducted an extensive perception study by contacting current and former shareholders and sell-side analysts and presented the findings to senior management
- Managed an Investor Day at the New York Stock Exchange, which included creating the content for the presentations, soliciting invitations and all logistics
- Reworked the investor presentation to highlight the investment themes in a way that Wall Street is used to digesting information
- Mapped out a 12 month investor relations strategy to include selecting appropriate marketing regions and targeted institutional conference appearances
- Stress tested guidance to ensure it was achievable
- Prioritized and pared down the 1×1 meeting requests at conferences to make the most of managements’ time
Based on the results of ICR Westwicke’s perception study, the management team agreed to rework their investor presentation and reassess their financial outlook. The company raised their visibility with Wall Street by presenting at select institutional conferences and participating in marketing road shows sponsored by their sell-side analysts. The company also broadened access to senior management demonstrating the depth of talent to the investment community. ICR Westwicke developed a twelve month strategic plan that targeted specific institutional conferences and territories for marketing trips. The company began exceeding expectations and experienced a positive swing in investor perception and positive momentum in their stock price.