Healthcare investor conferences provide a valuable platform for life sciences companies to interact directly with the investment community. They provide an opportunity to showcase a company’s story and potentially connect with dozens of current or prospective investors, through a company presentation, one-on-one meetings or chance encounters during networking opportunities. Here’s how to effectively leverage conferences to maximize the benefit for your company.
Considering Whether to Attend a Healthcare Investor Conference
Participation in a healthcare investor conference is a strategic opportunity to show that you value a covering sell-side research analyst and appreciate the support and work that the firm has done for the company. It is also a way to strengthen or build relationships with buy-side investors. As a matter of fact, continued interaction with the buy-side is one of the most effective ways to keep your company top-of-mind and gives them the ability to assess your company’s progress over time.
Deciding Which Conferences to Attend
Taking part in a healthcare investor conference, whether it is one sponsored by a firm (investment bank) that covers the company or not, gives you the chance to expand visibility of the company’s story and share recent corporate milestones. When deciding in which conference to participate, you and your investor relations firm must consider the timing of the conferences, management’s availability and the quality of the buy-side investors who generally attend each event. Your relationship with the investment bankers and analysts is also an important factor in the decision-making process. Webcasting your presentation also provides an important, evergreen opportunity to post to the investor relations section of your website, so that investors who did not attend the conference can view or listen to the presentation or fireside chat.
Understanding the Importance of Fireside Chats
Unlike a formal company presentation, given from a podium, a fireside chat provides a more personal, relaxed atmosphere. In this case, management directly interacts with a sell-side analyst who will usually have several predetermined questions/topics to ask. This provides a much more robust opportunity for an open dialogue. The back-and-forth conversation will highlight the most important aspects of a company’s clinical development and/or the most important issues buy-side investors are interested in learning about.
Manage the One-On-One Schedule
To maximize one-on-one meetings with investors, you and your investor relations firm should carefully review the institutions on your schedule, ensuring quality meetings. You should prioritize the funds you would like to meet and potentially remove investors you have met with most recently. It is also important to look at two-on-one or three-on-one meetings to make sure the investors in those meetings mesh well together and have the same investment philosophy and that you are being mindful of scheduling existing investors with funds you are meeting for the first time.
Building Non-Deal Roadshows Around Healthcare Investor Conferences
If management is traveling for a healthcare investor conference, it may make sense to coordinate a non-deal roadshow (NDR) in a nearby city or arrange to have an NDR organized by a different sell-side analyst/firm. This would provide the opportunity to strengthen sell-side relationships, while accessing an expanded group of investors, at the same time. Your investor relations firm can also assist with scheduling an NDR.
Follow Up After the Conference
It is important for you, or your investor relations firm, to take detailed notes during management’s presentation at each healthcare investor conference, and during the meetings with investors. That way, the team can assess the top areas of investor interest or concern and flag any items for follow up. This could include the need to send a copy of the slide deck, recent abstracts or posters from a medical meeting, or, potentially, more detail on the industry or market opportunity. A follow-up meeting with other members of the investment team or management team could also be scheduled.
Rx Communications Coordinates Healthcare Investor Conference Participation
Healthcare investor conferences are an important way to enhance a company’s profile among buy-side investors. Before investing in a company, most institutions need to hear the story several times, and these conferences offer an excellent opportunity to accomplish this. With effective planning and execution during the conference, and with appropriate follow-up, you can optimize the benefits of any conference.
At Rx Communications, we are experts at helping companies navigate the effective management of investor conference participation.
For tailored strategies on how to make the most out of your next healthcare investor conference, contact Rx Communications, today.
