In her article “Should CEOs lose sleep over analyst recommendations” Clare Harrison, IR Magazine’s Deputy Editor, poses the question “How much attention do investors really pay to analyst recommendations?”
I think she raises some interesting points in answering the question. So much so that I’d like to reinforce and provide my two cents from an IRO perspective on those points here. I’ll also provide some suggested tactics IROs can use to foster relationships and gain credibility with investors, and ways to help them make informed investment decisions about your company.
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Earlier this year, I wrote a blog post that recounted a discussion that ensued on #irchat regarding one of Rivel’s research findings in late 2009 regarding IR’s role in a company’s valuation.
An interesting discussion developed when Dan Dykens, CEO of Meet the Street and host of #irchat asked “What do you think about Rivel Research’s buy-side survey which suggests that the valuation differential between good and bad IR is 35%?”
This question stirred up quite a debate, especially since no one had access to the methodology or a definition of what constitutes “good” vs “bad” IR. So the responses were based on the information we had.
Shortly thereafter, Brian Rivel, president of Rivel Research Group, the firm specializing in perception research for public companies posted the following comment:
Glad to see that this data sparked such a debate! One of our most popular findings, as you might imagine. Just as an FYI, the study goes on to define what IS superb IR, according to the buy-side. That result can’t be looked at in a vacuum. I would be happy to provide more flavor to anyone who is interested.
With that, I jumped at the chance and contacted him for an interview:
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Every Thursday @ 1:00 p.m. ET I participate in #irchat on Twitter. It is a weekly event hosted by Dan Dykens, CEO of Meet the Street, an online matching network for non-deal roadshows, which electronically schedules meetings between the buy-side and corporate executives.
The session only runs an hour so Dan asks one question every 15 minutes which gives us time for usually about three to four questions. He does a fantastic job of stimulating the conversation by asking thought provoking questions which creates a lot of debate among the experienced IR professionals who participate each week.
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Recently, I responded to a discussion on LinkedIN entitled “Required skill sets for IR professionals”. The person who started the discussion was a former portfolio manager and head of research who now has his own consulting business that is putting together a training course for IR professionals. He asked “in addition to how the buy-side analyzes company financial statements and announcements, values a company’s shares and assesses corporate strategy what else would an IR professional need when dealing with the buy-side?”
Dealing with the buy-side has been pushed to the top of the priority list for IROs – especially since there has been a slow decline in the number of sell-side analysts over the past few years. This coupled with the spotlight it has been given at this year’s NIRI conference with a panel discussion entitled “How the Buy and Sell Side Trade your Stocks Today” (and the fact that there was standing room only) along with the discussion I outlined above has prompted me to share some ideas for IROs to consider when dealing with the buy-side.
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