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Westwicke Blog

The Westwicke Blog is designed to deliver information and insights into the ever-changing world of investor relations and the capital markets, with a specific focus on the healthcare industry.

What to Do When An Investor Meeting Goes Awry

Posted on March 22nd, 2017. Posted by

What to Do When An Investor Meeting Goes Awry

Throughout my 23 years as an institutional salesperson, I had the pleasure to host many interesting and successful investor meetings.

Very few of those meetings went badly, because I always made a point to educate the companies I was traveling with in advance of the meeting. My goal was to make sure the management team had a complete background on the investor they were meeting and a deep understanding of that investor’s investment process and philosophy. I even tried to ensure that the management team knew about any investor’s personality quirks so they would not get thrown off their game during the meeting. Investors can sometimes try to intentionally rattle management teams in order to get them to say things they were not planning to say.

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What We Learned at J.P. Morgan 2017

Posted on January 25th, 2017. Posted by

What We Learned at J.P. Morgan 2017

Another J.P. Morgan Healthcare Conference has come and gone, and this year’s event was perhaps the most hectic yet. Despite the busy schedule, the Westwicke Partners team returned energized by what we heard in San Francisco.

After dozens of meetings with a lot of great companies, two things in particular became clear to me. One is that healthcare stocks seem poised for a better 2017 than they had in 2016. Another is a potential increase in M&A activity. In fact, we woke up on the first day of the conference to the news of United Healthcare acquiring Surgical Care Affiliates. Who knows if this theme will continue through the rest of the year, but many of the quality companies we had the opportunity to chat with this week could be attractive targets to both strategic investors and the sponsor community.

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To Be Ready for J.P. Morgan 2017, Do These 9 Things Now

Posted on September 14th, 2016. Posted by

To Be Ready for J.P. Morgan 2017, Do These 9 Things Now

With the J.P. Morgan Healthcare Conference quickly approaching (again), it is now time to start your planning for one of the most important healthcare events of the year. It is not too early to secure your meeting and sleeping space, refresh your messaging for your meetings with investors, analysts, bankers and strategists, and start the outreach to lock in your schedule with the folks you want to spend time with. As you well know, most people involved with healthcare will attend this event and being more organized than the next guy may be the reason you achieve your strategic goals for attending this important event. The J.P. Morgan event is so important, in fact, that I asked our team for their best advice in preparing for the show.

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Investor Conferences: A Strategic Guide for Public Companies

Posted on April 6th, 2016. Posted by

It would be great if you could attend every investor conference you’re invited to. After all, they’re an excellent way to tell your story, deepen your relationships with analysts who cover you, begin new relationships with analysts who don’t yet cover you, and ultimately target and attract new investors.

But it’s impossible for any public company to go to all of them. There are more than 100 Wall Street conferences in healthcare alone, and many more focused on growth-oriented companies of any industry.

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Do You Have a Review Process for Public Communication?

Posted on February 17th, 2016. Posted by

I’ve written before on collaboration between the information “silos” that exist within some organizations and why it is important to establish — and stick to — an internal control process for issuing public information. The other morning, I was reminded why this is so important … and the consequences of what can happen when it breaks down.

Shortly after market open, I received a call from a CFO saying he was surprised by a press release that his company had issued pre-market, about which he was already getting calls from analysts with questions. He had to go to his own company’s website to see what had been released. My second call was from the General Counsel of that same company asking how they could add a Forward Looking Statement paragraph on a material release that had already been issued, as well as make corrections to outdated language in the “About the Company” section.

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Why Now Is Exactly the Time to Consider the IPO Process

Posted on February 3rd, 2016. Posted by

Anyone who pays attention to Wall Street knows that 2016 has gotten off to a bruising start. The Dow is off nearly 7 percent since the beginning of the year, and more than 10 percent since peaking last May. The S&P 500 and NASDAQ Composite Index have seen similar declines since their peaks.

That’s a tough environment in which to go public. And, indeed, not a single company did so in January, the first month in more than four years that lacked an IPO. Right now, investors just aren’t sure how to value new offerings while the broader market continues its correction.

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2016 J.P. Morgan Healthcare Conference: Lessons Learned

Posted on January 20th, 2016. Posted by

The 2016 J.P. Morgan Healthcare Conference has concluded, and while the market backdrop for this year’s event was noticeably less positive than it has been in recent years, the conference was nevertheless rich with important lessons. We polled our team on what struck them most about the event, and what guidance they’d offer to companies attending future conferences. We found their responses illuminating, and we think you will, too. Enjoy.

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Post-IPO: Why Investment Banks’ Sales Teams Still Matter

Posted on October 22nd, 2015. Posted by

Take Care of That Relationship with Sales

In a previous blog post, I discussed why it is essential for companies heading into an IPO to carefully evaluate the sales teams of potential investment banking partners before selecting their banks. Their job is to sell your stock to institutional investors. Yet sometimes the distribution capabilities and differences of each bank is underappreciated.

In this installment, I want to explore the importance of maintaining a strong relationship with that sales force after the initial offering is complete, and to share some ideas about how to do it.

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Answering Awkward Investor Questions

Posted on October 14th, 2015. Posted by

Awkward Investor Questions

In the past several months, several of our Medical Technology clients have participated in investment bank-sponsored conferences or traveled to meet investors in one-on-one meetings. In preparation for these meetings, we work with our clients to create a list of topical and provocative questions that investors are likely to ask, and we help to prepare scripted answers. We also create investor profiles ahead of every investor meeting so that our clients have information at their fingertips on competitive share positions, the investor’s background, and our insight as to focus areas for that particular investor.

While most questions that investors and analysts ask in these meetings pertain to the particulars of the business, revenue growth, and market dynamics, we have come to expect the unexpected. We know that thorough preparation is crucial.

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Developing a Merger and Acquisition Communications Plan

Posted on October 7th, 2015. Posted by

M&A Communications

Negotiating a merger or acquisition can be all-consuming for a company’s management team given the complexity of such deals, and the stakes involved. These transactions can be as transformational as an IPO — more so, in some cases.

But even the very best merger or acquisition can fall apart if the management team doesn’t also develop a strategic communications plan to inform the outside world about what they’re doing and why they’re doing it. This cannot be an afterthought. Time is of the essence.

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Westwicke Enters Partnership with Consilium Strategic Communications

Announcing our exciting new partnership that extends the Westwicke Partners footprint internationally.

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