In an increasingly complex market, the audience was reminded about the importance of keeping your message simple
There was plenty for IROs to get their teeth into at the IR Impact Think Tank – West Coast 2025, which took place on March 20 in San Francisco.
With US policy in a state of dramatic flux, attendees faced the challenge of telling their companies’ stories amid a backdrop of constant change and uncertainty.
Beyond discussions of Donald Trump, trade and tariffs, IROs also received updates on AI technology use cases, how to discuss ESG, working with the sell side and a range of other topics.
Below, we’ve collected eight takeaways from the day’s conversations. For more information on the event, please click here.
Build the onramp to your stock. Analysts at institutional investors might have 10 or more names thrown at them at the same time to research. If there is something about your story that doesn’t make sense – or if it can’t be found – they will quickly move on to the next name.
Lean on sales teams: Good salespeople are invaluable. They can tell you how your story is being received by the buy side, which may well be different to how you think they are hearing it. Sales desks also act as your megaphone: they keep on telling the story once you have delivered it.
This is the worst AI will be: Some technologies have been in development for decades and don’t have room for huge improvements. Generative AI tools, by contrast, are just starting out. Expect them to become much more valuable and a key element of your daily work.
ESG or esG? While investors are talking less to companies about social and environmental issues, some are renewing and strengthening their focus on governance issues. If you have any unconventional processes or structures, be proactive in your explanations.
Data overload: Analysts predict that more digital content will be produced in 2025 than during all previous years combined. If you think the digital landscape is noisy now, it is only going to get worse – so strategies for cutting through with your message are even more important.
M&A is an analyst opportunity: One tactic when trying to build analyst coverage is to look out for mergers in your industry. When they happen, sell-side firms may have a little more room to take on a new name. It helps if you have already built a relationship with the firm in question.
Don’t let the sell side push you around: Access to your company and management is an incredibly valuable resource – the number one way the sell side is paid. So, if you are in a position to be picky, allocate that resource to the firms that serve your interests best.
Consistency and simplicity: No matter how complicated your business, you need to make your investment story easy to follow and understand. Investors are turned off by constant one-offs and adjustments. Report the same metrics every quarter.
