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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.

Four Considerations For Your Non-Deal Road Show Strategy

Posted on March 15th, 2017. Posted by

Four Considerations For Your Non-Deal Road Show Strategy

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.

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Five Tips for Raising Capital Pre-IPO or Acquisition

Posted on January 18th, 2017. Posted by

Five Tips for Raising Capital Pre-IPO or Acquisition

Development-stage healthcare companies typically need to raise money every one to two years. As they grow, they typically attract larger and more varied forms of financing until the time comes for them to either be acquired or go public. Many companies will opt to run a dual-track strategy at such a time to maximize the value that has been created.

But what if the market isn’t quite ready for your IPO, as we saw throughout most of 2016? How can you keep your development engine running while waiting for the right market conditions to make your debut as a public company?

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Tips for Building a Better Investor Relations Plan

Posted on December 20th, 2016. Posted by

Tips for Building a Better Investor Relations Plan

Failing to plan, the old saying goes, is planning to fail. This is certainly true when it comes to your investor relations strategy. Yet even though strategic planning is every bit as important to your IR success as it is for every other part of your business, we find that many companies fail to plan correctly, if they plan at all.

IR planning is about delivering the right story to a well-defined audience, and about refreshing your message in a way that will continue to resonate with investors. Every good annual plan starts with the same question: What do you want to be different at the end of the year? So it’s vital to articulate your goals before formulating a strategy.

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How to Engage with Sell-Side Analysts: Tips from the Source

Posted on November 2nd, 2016. Posted by

How to Engage with Sell-Side Analysts: Tips from the Source

As part of our Investor Relations Luncheon Series, we recently hosted a select group of biotechnology executives for a discussion with David Nierengarten and Heather Behanna, biotech analysts with Wedbush. The theme of the lunch was “How Best to Engage with Research Analysts.”

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Attracting More Coverage From the Sell Side

Posted on August 3rd, 2016. Posted by

One of the more common things we hear from current and prospective clients is their desire to get more coverage from the sell side. This is particularly the case when the company is smaller in size, is a “restart,” or is an international company looking to list on one of the U.S. stock exchanges. Here are a few things to consider as you look to expand your sell-side coverage.

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5 Ways to Build Credibility with Investors

Posted on July 13th, 2016. Posted by

Build Credibility with Investors

In investor relations, credibility is everything. When your authority is damaged, everything you tell the Street will be filtered through the jaded minds of professional skeptics who remember your past failure to deliver, or a time they felt misdirected. That’s why it’s vital to maintain a constant focus on sustaining and growing your level of trust with investors.

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How to Succeed at the J.P. Morgan Healthcare Conference

Posted on December 2nd, 2015. Posted by

The J.P. Morgan Healthcare Conference is a few weeks away, and just about every management team and major investor in the industry understands the crucial role this conference plays in bringing all sides together. Simply put, there is no more important single event of the year within the world of healthcare investing.

But things will be a bit different in San Francisco next month from what attendees have been used to. Over the past few years, with strong equity markets, picking winning investments was relatively easy. As a sea captain once said, a rising tide lifts all boats. But the pullback in the equity markets and uncertainty surrounding the IPO market has changed the climate in which the 2016 conference will take place.

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How to Think Like a Sell-Side Analyst

Posted on November 18th, 2015. Posted by

I worked on the sell side for seven years and I saw it all the time: Companies issuing material news — sometimes very good news — while failing to appreciate how the announcement would be received by a skeptical investor community.

As an executive, you want to minimize any negative reaction to your company’s latest update. That’s natural. And while there’s certainly nothing wrong with accentuating the positive, it’s important to remember that sell-side analysts are trained to poke holes in your story. That’s their job, and most of them are very good at it.

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How to Get the Most Out of Your Sell-Side Analyst Coverage

Posted on November 11th, 2015. Posted by

Over the last five years the healthcare market has performed well, and we’ve seen a large number of IPOs. Recently, however, times have been a little tougher and many of these newly minted IPOs are beginning to experience what life as a public company is like in a more volatile market environment.

In times like these it is more important than ever to keep your head down, run your business, hit your targets, and deliver on the promises you have made to your investors. All of this should be complemented with a comprehensive investor relations strategy that enables you to understand how to take full advantage of the resources you have at your disposal now that you are a public company. One such resource is the sell-side analyst.

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How to Talk About Your Biotech, Pharma Rivals to Investors

Posted on August 19th, 2015. Posted by

Competitors

Often in meetings, investors will ask a CEO or CFO about a competitive product. Doesn’t the other drug work faster? Aren’t there fewer side effects? Isn’t it cheaper? I hear those questions all the time during road show presentations and meetings. Usually management’s first response is to take a defensive position. While they may not totally “bash” another product, they seem to quickly start listing all of the negative attributes.

That’s not the right approach. Instead, when asked to compare your drug, product, or service to the competition, you should do two things: First, know why the question is being asked. Then turn a negative question into a positive response. Let me walk you through my thinking and how the positioning can actually be shifted in your favor.

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