Best Practices – Investor Communications for Commercialization

Best Practices – Investor Communications for Commercialization 

Situation Analysis

  • A late-stage clinical biotechnology company transitioned from a story stock to a revenue/earnings based model
  • The investor relations team was in need of best practices on product pricing roll out
  • The campaign objective was to create Advisory Committee communications, manage sales expectations around first marketed product, analyst days and Wall Street’s perceptions around two pipeline products

LaVoieHealthScience Solution

  • Identified peer companies to review IR practice models
  • Conducted research to capture peer companies’ behaviors and disclosure practices; reviewed Wall Street’s reactions
  • Interacted with peer company IROs to provide information around their IR disclosure practices on pricing, communications at Advisory Committee and management of Wall Street’s expectations on sales forecasts and revenue build
  • Demonstrated how to incorporate best practice tactics used by peer companies
  • Used agency relationships to identity opportunities for IR solutions and best practices

1Results

  • Delivered thoughtful analysis and recommendations on IR strategies, which resulted in favorable investor views, perceptions and results for IR team
  • Recognized the Company’s IR team as best in category by buy side
  • Impacted valuation over eight year period from ~$500m – $10B market cap