You spend considerable time creating a professional investor presentation that tells a comprehensive story of your company. Yet aside from the analyst/investor due diligence meeting, few opportunities exist for you to deliver the entire presentation from start-to-finish. How, then, can you tailor your presentation to the time and opportunities at hand?
Let me give you a brief overview of the most common investor encounters, the opportunities and challenges they bring, and what you can do to prepare. I’ll also share some strategies to help you leverage your investor presentation to articulate a compelling story in time-sensitive situations — one-on-one and small group meetings at investor conferences, the investor conference presentation, and even the quick chance encounter that can happen anywhere.
It is fair for any executive to believe that his or her business’s strategy and ability to execute are what will ultimately dictate its fate with investors, not how those strategies and results are communicated. In principle, that may be true, and we can probably all pick out a few cases to prove that point. However, in practice, we believe it cannot be overstated how much a company or management’s credibility can be at stake based on the approach taken with investor relations and communications – especially the investor presentation.
While not all investor meetings require a walk through of your company’s slide deck, meetings with potential new shareholders almost always start with the investor presentation. To ensure that your audience fully appreciates your story, it’s key that your IR deck be clear, concise, and compelling.
Here are 5 tips for refreshing your IR deck to ensure your company’s story and opportunity is properly conveyed:
- Clearly explain your business. The most common mistake we see is companies launching into their story before telling the audience exactly what they do. Make sure you allocate ample time early in the discussion to explain your business. If you lose them in the first ten minutes because they don’t fully understand what you do, the rest of the meeting is a waste of time.
- Make sure your industry numbers are correct. When discussing your market opportunity, make sure your numbers make sense and are correct. The fastest way to kill a meeting is to base your assumptions on figures that you can’t back up factually. Management teams lose credibility when the numbers don’t jive.
- Articulate your growth strategy. Once investors figure out what you do and that you have a large market opportunity, the rest of the discussion is easy and should focus on your growth strategy. Senior management teams need to clearly articulate both near-term and long-term growth strategies for the company. Continue Reading