Effective Communication Helps Organizations Across the Entire Operational Spectrum
The investor presentation is one of the most powerful and cost effective communication platforms a company can use to educate institutional money managers on its investment thesis. Irrespective of industry or investment style, the financial community approaches investment opportunities in a similar manner and the investor presentation enables companies to set the stage and provide strategy and operational context, as well as key financial objectives. According to investors, the investor deck is the leading source of information, rated equal to meeting with C-suite management.
Key Topics to Address
A best in class investor presentation will clearly answer the question, “Why should I invest?” Just like good story telling, the “who, what, when, where and how” also need to be addressed. The following elements and best practices are critical to securing maximum investor mindshare:
- Surveyed institutional investors assert the following are the most important components of an investor presentation:
- 86% | Long-term strategy
- 71% | Growth initiatives
- 71% | Capital allocation strategy/priorities
- 65% | Long-term targets/objectives
- 60% | Financial guidance
- Include a clearly labeled strategy slide; subsequent slides should outline the path to achieve goals
- Expound on growth initiatives and sustainable competitive advantages; investors assert they are focused on management, high barriers-to-entry, operational excellence and innovation
- Communicate a robust capital allocation strategy including an overview of historical allocation practices (prior five years) and a forward-looking framework
- Provide long-term targets (preference is a three-year timeframe), which encourages investors to focus beyond the quarter and can help mitigate volatility associated with short-term gyrations; top metrics include:
- 50% | EBITDA
- 44% | Organic growth
- 44% | Revenue growth
- 42% | Operating margin
- 42% | ROIC
Content and Flows
The quality of content, as well as the means by which it is organized and conveyed, influences investment decisions and, consequently, valuation. To better tell the story through the slide deck:
- Create slides with content, not just images, so presentations can stand on their own without the benefit of a voiceover
- Develop three to five simple yet critical messages and telegraph throughout presentation
- Present a balanced story; highlight strengths and address challenges
- Incorporate lead-ins and takeaways to summarize slide content
- Ensure consistent formatting and alignment with brand guidelines
What Not To Do
Perhaps almost as important as implementing best practices when developing an effective investor presentation, is what you should not do, including:
- Opt for images over content, or include graphics that require a voiceover (often, investors are accessing the deck from your website and do not have the benefit of listening to management give the pitch)
- Use industry jargon, such as abbreviations or acronyms (not everyone speaks your industry language, especially generalists)
- Communicate a current snapshot of the company, versus where you have come from and where you are going (highlights track record and presents the investment opportunity)
- Be overly promotional (investors rank credibility as a top management attribute…they esteem CEOs who are candid and forthright)
- Assume everyone has the same knowledge level (they don’t and the deck needs to serve both “new to the story” as well as veteran investors)
The investor presentation is one of the leading company-generated sources of information. As such, management and investor relations executives should not just provide facts and figures, but more importantly, communicate a compelling story. As a leading educational resource, the investor presentation should always include rich content on strategy, business model, growth avenues and financial targets, as well as highlight sustainable competitive advantages. At the end of the day, companies can positively differentiate through both consistent execution and effective messaging.
Corbin Advisors research is based on nearly a decade of extensive financial community outreach.
- Thought Leadership White Papers: Investor Presentations and Earnings Calls as a Competitive Tool, both of which can be found in our online Research Portal
- Corbin Advisors’ ongoing best-in-class investor communication survey (n=271)
Written By: Rebecca Corbin, Founder and CEO, Corbin Advisors
Corbin Advisors is a specialized investor relations (IR) advisory firm with a track record as a strategic advisor and catalyst for positive, thoughtful change. Our proprietary approach combines shareholder research, investor engagement and communication strategies to unlock embedded value for public companies. Leveraging deep experience across sectors, market-caps and company situations, we engage with public companies on both high-level strategy and tactical execution.
Our comprehensive services include perception studies, investor targeting and marketing, investor presentations, investor days, specialized research, and retainer and event-driven consulting. Inside The Buy-side®, our industry-leading research publication, is covered by news affiliates globally and regularly featured on CNBC.
To learn more about us and the results we help our clients achieve, visit www.corbinadvisors.com.
Rebecca Corbin founded Corbin Advisors in 2007.
Ms. Corbin is a subject matter expert and, with nearly 20 years of industry experience, is a trusted advisor to C-suite executives, boards and IR professionals. She is Editor-in-chief of Inside The Buy-side®, the firm’s leading-edge research publication, which identifies and tracks changes in global investor sentiment. Presenting on the firm’s research and best practices, Rebecca serves as external speaker at corporate meetings, conferences and is a recurring guest on CNBC’s Squawk on the Street.
Prior to founding Corbin Advisors, Rebecca was a vice president with Thomson Reuters and began her career as a stock surveillance analyst covering media and cable stocks. In 2003, she established Thomson’s perception study business and, in 2005, was recognized for her contribution to the company and honored with the Award of Excellence for Entrepreneurial Spirit.
Ms. Corbin received a B.A. in Business Management from Washington College, where she graduated cum laude and with thesis honors. She was the first recipient of the Schottland Business Leadership Award and presented with the Business Management Award, the department’s highest continuing honor. In 2011, she was honored with The Alumni Horizon Ribbon Award for outstanding leadership, service and scholarship.
Rebecca is a member of the National Association of Professional Women (NAPW), National Investor Relations Institute (NIRI), where she has held several leadership positions, and honor societies Omicron Delta Kappa and Sigma Beta Delta.
Ms. Corbin serves on the boards for Washington College, Bushnell Center for the Performing Arts and Hartford Symphony Orchestra. She is President of the Jim and Rebecca Loree Foundation, a not-for-profit charitable organization that she co-founded with her husband in 2009.