What you say to “the Street” and how you say it can have more impact on your stock price than the results you report.
To help tech company clients create and deliver messaging that deepens understanding to optimize positioning and perception among analysts and investors.
I bridge your language with Wall Street’s by bringing nearly 30 years of experience as an Andersen Consultant and award-winning tech analyst to your investor relations messaging.
I also coach executives on delivery, including nuance, tone, pitch, cadence and body language that say as much, if not more, than your words do.
Research is the key value add and differentiator. You will gain context into what is happening in your space and into what is happening with your space in the capital markets.
The Importance of Context
This context will have a direct bearing on your messaging…and so much more. Here are some examples:
♦ Your most direct competitor announces a large acquisition in an adjacent space. Why are they doing this? What implications does it have for you and the space? Their stock is up 6%, but yours is down 3%. Why?
♦ You just delivered a “beat and raise” quarter, but your stock is down 5% in after-hours trading. What was it about your conference call that analysts are reacting negatively to?
♦ One of your major customers, a Fortune 100 company, makes public comments about their spending plans for your space. What’s behind their decision, and how might this impact your business, your story and your stock price? Will you need to comment about it on your next earnings call or have an answer when someone asks about it at the next investor conference you present at?
♦ You recently completed a non-deal road show sponsored by a sell-side firm. A long-time shareholder you met with subsequently sold the majority of their position without any indication of concerns at the time. Did they have a fundamental reason? Was it something your CEO or CFO said? Was it body language? Or were they just rebalancing their portfolios? Is that why your stock has drifted lower in an up market?
♦ Another competitor announced that one of their board members is taking over as CEO. Why is this happening, and what might be the competitive ramifications for you and your space? Why is your stock down 4% on the same day?
♦ Two of your large customers are merging. Your stock is down 8% on the announcement. Shareholders and analysts are calling in. They want to know how this affects your business over the next couple of quarters and beyond. What do you tell them?
♦ An activist hedge fund has announced that they’ve purchased 4.9% of your outstanding shares. They’ve sent your CEO and board a letter criticizing performance, with suggestions for a new strategic direction and a demand for two board seats. Your stock jumps 13%. Who is your first call? What do you communicate to the investment community?
Answers to these and other questions give you valuable intelligence into what’s moving your stock. Clients have told me that my most important value add is helping them understand how and why Wall Street is interpreting events such as these.
Armed with this intelligence, CEOs, CFOs and IROs can provide analysts and investors additional color and insight. In turn, the questions they ask, and the opinions they express, provide a valuable feedback loop into sentiment.
This is intel and advice you cannot get anywhere else. It goes beyond your “story”. And it’s from an outside, independent and experienced perspective. It lets you deliver a strategic message that resonates with the Street and provides more informed answers to their questions.
Each engagement begins with management describing their vision, mission, strategy, objectives and solution set. Communicating and executing on this value proposition to your customers is what investors care about most.
I then work with clients to develop a clear, credible, concise, consistent, and compelling message based on my understanding of your space and business, and my experience knowing what investors and analysts listen for.
Once we have the message, we practice delivery. Executives should be able to seamlessly toggle between their value prop for customers and the version nuanced in the language the Street understands. As value prop evolves with your solutions offering, your messaging evolves in tandem.
Increasing shareholder value is the objective of the process. Communication and execution go hand-in-hand to achieve this.
♦ Message development based on client’s business fundamentals;
♦ CEO/CFO coaching for strong delivery on calls/presentations/meetings, including questions to anticipate;
♦ Real-time texting during conference call Q&A to add context to analyst questions and to keep answers on message;
♦ Review, refine and edit investor materials, including financial press releases, conference call scripts, investor presentations/pitch books, investor fact sheets and shareholder letters;
♦ Ongoing market intelligence on industry trends and peer group comparisons, including comparative valuation analysis;
♦ Earnings season preview and summary, including peer group results and takeaways from conference calls;
♦ Comprehensive preparation for Investor/Analyst Days;
♦ Interpret analyst and investor feedback to establish and refine positioning;
♦ Special event messaging, such as transitions, transactions or crisis management;
♦ Board presentations on company/competitor fundamentals and messaging;
♦ Activist preparation and engagement.
All of these components are included in a single monthly $3,500 retainer. The retainer is renewable annually. A 3-month trial is available. I am on call and at your service at any time.