1. Focus
  2. Direct Outreach

Meetings between companies and investors are a long-standing part of the investment process. The importance of this has not changed, but the mechanism is being disrupted dramatically following a series of regulatory changes, most recently MiFID II. The result is that investors are seeing fewer companies and companies are seeing fewer investors. We provide a new, more proactive approach.

WE WORK WITH OUR CLIENTS TO EVALUATE, DEFINE, AND EXECUTE INVESTOR OUTREACH PROGRAMS

Meeting with the “right” investors is of paramount importance. There are over 15,000 institutional investors in the U.S., each with its own investment strategy, methodology and performance benchmark. As an unconflicted advocate, we are able to identify and engage with a large audience of potential investors on behalf of corporates to achieve successful outcomes. We help our clients tell their stories and maintain dialogue with decision makers at long term focused institutional asset managers, directly on our clients’ behalf. This ensures that our clients are continuously marketing their equity and debt stories effectively and to the right decision makers.

TargetingTargeting

A critical service we provide our clients is identifying the most appropriate investors.

Market intelligence – both powered by data and human capital – can have tremendous value if applied correctly. Access to data, availability of computing power, and knowledge of what to look for provides us with the insights to evaluate and adapt tactics as we work with our clients.

We built our own proprietary targeting database instead of buying an off the shelf system because data in the absence of informed judgement and experience has little value. We use our homegrown systems to parse and analyze data and then overlay judgement to inform decisions.

Our analysts yield a segmented ranked list of the most relevant investors based on numerous objective factors, including portfolio composition, turnover, and the financial characteristics of securities recently purchased (or sold).

Targeting is not an end unto itself. Real relationships ultimately drive results.

Targeting Process

  • 01EXPLORE COMP. GROUP

    • The “usual suspects”
    • Historical owners
    • Recent buyers & sellers

  • 02CREATE “NEW" COMPS

    • Adjacent industries
    • Similar financial profiles
    • Exclusion criteria
    • Internal Ranking

  • 03ANALYZE SHAREHOLDERS

    • Segment universe of shareholders
    • Apply exclusion criteria
    • Review recent purchasing activity
    • Quantitatively rank

  • 04APPLY JUDGEMENT AND EXPERIENCE

    • Market intelligence
    • Geographic approach
    • Knowledge of gatekeepers
    • Senior level connectivity

Outreach

Our ability to develop lasting relationships with decision markers on behalf of our clients helps to create favorable outcomes.

The results of our outreach efforts are based on decades of institutional sales experience and our ability to leverage a broad network of institutional investors. As a dedicated advocate for our clients, we do not suffer the impact of decreasing buy-side budgets or conflicting revenue sources that may not be aligned perfectly with our clients’ interests.

We primarily perform outreach on our clients’ behalf through non-deal roadshows, supplemented with group events like investor days when appropriate.

We also work to improve our clients’ access to sell-side resources. The sell-side can be an important advocate in the investment community, and we help to foster a dynamic two-way relationship between our clients and the analyst community. The sell-side has changed significantly over the past decade as a result of regulatory pressures, and open, honest dialogue through an intermediary can inform decisions about where a company should focus its time.

DialogueDialogue

Institutional investors often meet with companies several times before making an investment decision. Staying in front of investor targets is therefore essential. We support our clients in this effort by staying engaged long after the meeting is over, keeping investors aware of important client announcements and earnings reports, gauging sentiment, and consistently facilitating follow-up meetings and phone calls.

Retaining a strong shareholder base is as important as building one, and developing a healthy feedback loop with current shareholders is an important element of a successful investor retention program. Through consistent messaging and communication with existing shareholders, we help our clients gain a strong understanding of and proactively address key shareholder concerns. This is also a form of active shareholder management that can be a very effective vaccine against activist shareholders.