How did you come to focus more specifically on business access to IR?
It was a career development: I had always worked in sales, commerce, or research roles, so when this opportunity arose to create Raymond James’ Business Access Program, my skills were just right. adapted.
Is there a typical day at your job? What are your favorite tasks every day?
It changes every day – what I start working on is often not what I did at the end of the day. I spend most of my time talking to international relations professionals about investor outreach strategies. I am also in constant contact with the analysts of the sectors I cover, developing access strategies. A big part of my day is developing our strategy for conferences and events, and following rapidly changing protocols when it comes to in-person meetings.
What are the specific challenges you must overcome in your role?
Balancing many competing interests is one of the biggest challenges I face every day. The rapid switch to virtual meetings – and now the slow switch back to in-person meetings – has been the biggest challenge of my career. We have held smaller meetings over the past few months and plan to return to a more normal schedule in 2022. Virtual is actually more difficult to hold than in person for conferences. We can’t wait to be back in our usual hotel premises.
What are the main advantages of having a dedicated person to access the company in the IR team?
Connecting with investors is very important to the C suite. As such, ensuring the right investors are on schedule and logistics run smoothly to maximize executives’ time is essential.
How has your work changed since the start of the pandemic and how do you see business access evolving in the years to come?
The basics of enterprise access have remained the same: connecting corporate leadership teams with investors, but the “how” has changed dramatically. We learned through trial and error early on how to handle the virtual experience; it was bumpy at first! Going to 2022, we are planning a hybrid calendar: some meetings and events will remain virtual, but the majority will revert to an in-person format. Zoom cannot replace face-to-face meeting or hallway conversations.
Finally, what advice would you share with IR teams who want to improve their access to businesses?
Talk to everyone – sales analysts, enterprise access teams, targeting services, and peers – listen to their feedback, then take what works best for your business to create your outreach strategy. It is not a one size fits all. And be flexible as we return to in-person meetings.