There’s never a better time than the present to chart your investor interaction strategy over the coming months. What investors do you still need to meet with this year – including follow-ups to initial meetings you’ve already held, and meetings with new investors with whom you haven’t yet connected?
Do you have plans for which conferences to attend, new KOLs to contact, or for attracting new sell-side research?
Of course, all of this consideration needs to be prioritized within the context of your company’s upcoming catalysts: clinical trial progress, data readouts, product approvals, product launches, potential financings, growth target bogeys, and other various metrics investors will use to gauge your progress.
As an executive, you understand the importance of formulating a long term capital sourcing strategy that will provide you the cash necessary to support your company’s growth. You are constantly asked in investor meetings: “How much cash do you have on the balance sheet?” “How long will that last you?” So how do you prepare to ensure that your business remains well capitalized?
If you are a healthcare company executive who is contemplating, in the process of, or has completed an IPO, chances are you have met with a number of investment banks. In these meetings, each bank shows a varying number of league tables that position the bank in a positive light relative to its peers. The data presented is useful for finding banks active in your space, but the parameters defining the table can be adjusted to portray any institution in a position of relative strength. The bottom line is that investment banks are good at what they do, and all of their bankers are bright, diligent, capable, client-focused, and extremely hard-working professionals. Without these attributes, they would not be in such a role.
As an institutional sales person covering the Boston region for over 15 years, I have sat through countless non-deal road show meetings with investors. The best-managed and most insightful meetings I witnessed were with a small-cap growth portfolio manager who ran over $4 billion in mutual fund assets.
While past posts on non-deal road shows have addressed their benefits, and on how to make them effective for the company seeking investment, this time I would like to consider the long-term investor’s perspective. What are their expectations and what do they hope to accomplish through these meetings? I have summoned the views of the previously mentioned PM and would like to share them with you: