Winning IR: Recent Episodes

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In today's complex energy sector, effective communication is crucial for investor relations professionals. In this episode of Winning IR, Mark Fasken speaks with Danielle Collins, Senior Investor Relations Director at Shell, about how to successfully communicate complex technical information to diverse investor audiences. Danielle shares her expertise in adapting communication strategies and building meaningful investor relationships.

Listen to the full episode to learn more about:

• Simplifying technical energy sector concepts for both specialist and generalist investors
• Being an "IR chameleon" - adapting communication styles for different investor types
• Regional differences in investor priorities, particularly between European and North American markets
• Building effective investor relationships through detailed note-taking and meeting preparation
• Strategies for targeting and engaging investors on any budget
• Using memorable "hooks" to make company stories stand out
• The future potential of AI in streamlining IR workflows
• Creating consistent yet adaptable core messaging
• Getting valuable feedback from investors through direct engagement

Winning IR is brought to you by Irwin.

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For more information, visit getirwin.com/winning-ir

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Video is transforming how companies communicate with investors and stakeholders. In this episode of Winning IR, Mark Fasken sits down with Ken Goff, Head of IR at Vimeo, to explore the evolving role of video content in investor relations. Ken shares his journey from a traditional IR approach to embracing innovative digital communication methods, drawing from his experience at companies like Facebook, eBay, and now Vimeo.

Listen to the full episode to learn more about:

• The shift from conventional IR communication to video-first content
• Practical examples of using video in IR programs, from earnings calls to investor thank-you messages
• Strategies for maintaining consistent messaging across various communication channels
• Tips for IROs looking to adopt new technologies and formats
• Cost-effective solutions for implementing video content
• The future impact of AI on video creation and searchability in IR
• Best practices for starting small and scaling video communications effectively

Winning IR is brought to you by Irwin.

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In this special episode of Winning IR, co-founders Mark Fasken and David Whyte discuss Irwin's recent acquisition by FactSet and reflect on the company’s evolution from a startup addressing gaps in IR technology to becoming a leading player in the space. The conversation offers unique insights into the founding story, growth journey, and strategic rationale behind the acquisition. Listen to learn about:

• The inspiration behind Irwin and how the company identified opportunities in the evolving IR landscape
• Key milestones in Irwin's growth, from challenges to building relationships and product development
• The strategic alignment between Irwin and FactSet developed through an ongoing partnership since Irwin’s inception
• Why the timing was right for the acquisition and what it means for customers and the community
• Mark & David’s commitment to maintaining Irwin's culture of innovation and customer service
• Their vision for the future of IR technology and capital markets connectivity

Winning IR is brought to you by Irwin.

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About the Episode

In this episode of Winning IR, Mark Fasken sits down with Zane Keller, Head of Investor Relations at Affirm, to discuss how his decade-long experience as a buy-side investor in global financial services companies has shaped his approach to IR. Zane shares how his understanding of investor priorities has influenced his strategies for effective communication and engagement with the investment community. Listen to the full episode to learn more about:

• Zane's career journey from the buy-side to leading investor relations at Affirm
• The typical decision-making process on the buy-side and where IR can have the most impact
• Implementing effective IR processes and communication strategies
• Non-traditional interactions for building stronger relationships with investors
• Hosting successful investor days and roadshows
• The importance of gathering and utilizing investor feedback systematically
• Engaging management teams in investor relations activities
• Leveraging technology and tools like CRM systems for better IR outcomes

This episode provides valuable insights for IR professionals looking to enhance their strategies and create more meaningful engagements with the investment community.

About our GuestZane Keller is the Head of Investor Relations at Affirm, a leading financial technology company. Before taking on his current role, he built an extensive background in financial services, with over a decade of experience on the buy-side. He previously served as a Director and Equity Research Analyst at Barrow Hanley Global Investors, where he invested in global financial services companies across various sectors, including banking, consumer finance, and payments.

Winning IR is brought to you by Irwin.

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For more information, visit getirwin.com/winning-ir

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About this episode

Investor days are crucial events for companies to showcase their strategic vision and build trust with the investment community. In this episode of Winning IR, Mark Fasken sits down with Helene Dina, President and Strategy Partner at HD Strategies, to discuss best practices for planning and executing impactful investor days. Helene shares her extensive experience in strategy, operations, and investor relations, offering practical and actionable advice for running best-in-class investor days. Listen to the full episode to learn more about:

• The importance of investor days and what management aims to achieve
• Key elements for planning an impactful investor day
• Best practices for developing content and preparing speakers
• Engaging formats and creative approaches to maintain audience interest
• Common pitfalls to avoid when organizing investor days
• Measuring the success of an investor day and maintaining momentum
• Strategies for consistent communication with investors post-event

About our guest

Helene Dina is the President and Strategy Partner at HD Strategies, a unique advisory practice that provides strategic planning and communications for high-growth companies. With over 20 years of experience in strategy, operations, investor relations, and digital transformation, she has served in senior roles at various firms, including as VP of Investor Relations at The Walt Disney Company. Helene works with clients to design bold growth strategies, shape their investment narratives, and create best-in-class investor communications programs. She holds an MBA from Harvard Business School and a Bachelor of Arts degree in Economics from the University of California, Berkeley.

Additional Resources

• Helene's blog
• The Three T's of Investor Presentations

Winning IR is brought to you by Irwin.

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For more information, visit getirwin.com/winning-ir

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About the episode

Your time as an IRO helps instill skills that can set you up for a successful transition into executive leadership. In this episode of Winning IR, Mark Fasken sits down with Michaella Gallina, Chief Financial Officer at Wave, to discuss how her time in investor relations, investment banking, and on the buy-side helped to develop the necessary skills and position her to take on the role of CFO. Michaella shares how her time in IR and the ability to position companies to drive value helped her to become a strategic partner within the leadership team and set her up for success. Listen to the full episode to learn more about:

• Michaella’s career journey from investment banking and the buy-side to IR and then ultimately to CFO
• The importance of cross-functional IROs and becoming a strategic contributor
• How to identify companies that value IR
• The IRO as a strategic thought partner
• Mentorship and career development
• Ongoing learning and professional growth

About our guest

Michaella Gallina is the Chief Financial Officer at Wave and the Vice President of Investor Relations, ESG, and productivity at H&R Block. Before taking on the CFO role, she built an impressive track record in investor relations, managing through acquisitions, activist investors, and restructuring. She was previously a consumer and technology analyst on the buy side and worked in investment banking.

Winning IR is brought to you by Irwin.

For more winning ideas, subscribe to Winning IR wherever you get your podcasts.

For more information, visit getirwin.com/winning-ir

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IR is about more than just numbers–what turns an IR program from good to great is the ability to transform the numbers into narrative. In this episode of Winning IR, Mark Fasken sits down with Tiffany Willis, Senior Vice President of Investor Relations at Starbucks, to discuss the art of storytelling in investor relations. Tiffany shares insights from her extensive experience in IR and offers advice to IROs looking to build their storytelling abilities, successfully manage stakeholders, and become the bridge between corporates and The Street.

Listen to the full episode to learn more about:

• Developing storytelling skills
• Crafting a compelling narrative in IR
• Aligning with executives
• Consistency in messaging
• Balancing proactive and reactive communication
• Owning your narrative
• Advice to aspiring IROs

Winning IR is brought to you by Irwin.

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For more information, visit getirwin.com/winning-ir

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Retail investors are on the rise–both in volume and in assets, so how should IR teams approach their retail investor strategy? And should all public companies engage and mobilize their retail audience? In this episode of Winning IR, Mark Fasken sits down with Jeff Lambert, CEO and Founder of TiiCKER, an innovative software company that enables companies to engage, verify, and reward consumer shareholders. They discuss the importance of developing a well-thought-out retail investor strategy and the benefits it can bring, such as increased shareholder loyalty and consumer engagement.

Listen to the full episode to learn more about:

• What shareholder loyalty programs are
• The importance of retail investor engagement
• Strategies for small-cap vs large-cap companies
• Misconceptions about retail investors
• Measuring the impact of shareholder loyalty programs
• Best practices and common mistakes
• Practical steps for IROs to start loyalty programs
• Securing budget for retail engagement

About our guestJeff Lambert is the Founder & CEO of TiiCKER, an intelligent software platform that engages, verifies, and rewards individual investors through integrated content, shareholder rewards, and zero-commission training. Jeff is also the CEO of Lambert, a national public relations, investor relations, and marketing services firm based in Michigan.

Winning IR is brought to you by Irwin.

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For more information, visit getirwin.com/winning-ir

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We see a lot of discussions and questions about how to build an IR program from the ground up–especially one that is adaptive and built for long-term success. In this episode of Winning IR, Mark Fasken sits down with Samantha Hilson Sandler, Head of Investor Relations at SpringWorks Therapeutics, about her experience building an IR program from the ground up. Samantha shares insights from her diverse background in healthcare and corporate investment banking and offers practical advice for new IROs on prioritization, investor targeting, and adapting strategies through the company’s transition from clinical to commercial stage.

Listen to the full episode to learn more about:

• Aligning the IR program with corporate strategy
• Building an IR program from scratch
• Engaging with leadership and stakeholders
• Defining IR strategy and objectives
• Effective communication and market insights
• Leveraging tools and technologies
• Investor targeting and prioritizing investor outreach
• Transitioning from clinical to commercial stage

Winning IR is brought to you by Irwin.

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Few industries experience the volume of existential events, personal biases, and complexities as the airline industry. Shifting bias, transforming the narrative, and thinking creatively for investor relations in these industries is paramount to successful IR. In today’s episode of Winning IR, Mark sits down with Andrew Storm, Managing Director of Investor Relations at Delta to discuss the challenges of navigating investor bias, using storytelling to reshape perceptions, and building strong and engaging relationships.

Listen to the full episode to learn more about:

• Unpacking the challenges and biases against airlines
• Strategies for changing investor perceptions
• Creative targeting and outreach strategies in a biased industry
• Navigating investor styles and engagement
• Enhancing relationships with shareholders and analysts

Winning IR is brought to you by Irwin.

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With the ever-changing landscape of investor relations, having a mission-led corporate culture can drive more innovative and successful investor relations programs. In this episode of Winning IR, Mark Fasken sits down with Deborah Belevan to discuss how the company’s dynamic and mission-driven culture has impacted its award-winning investor relations program. From earnings calls to shareholder letters, Deborah shares her best advice and experience for thinking differently and building stronger relationships.
Listen to the full episode to learn more about:

• The unique dynamics of IR at Duolingo
• Embracing long-term strategy over short-term goals
• Engaging investors with a vision for the future
• Focusing on sustainable growth and educational impact
• Duolingo’s approach to video earnings calls and how they manage their earnings process
• How a quarterly shareholder letter strengthens analyst & investor relationships
• How company culture impacts your ability to innovate

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For IROs, it is more important than ever to understand strategic trajectory, market position, and risk management for their companies. In today’s episode, Mark Fasken sits down with Mark Hayes, Partner and Head of Capital Markets Advisory at Breakwater Strategy, to discuss the evolving role of the elevated IRO, the significance of collaboration across functions for effective IR. and how IR can use impact intelligence to customize approaches and gather relevant insights for decision-making and valuation.

Listen to the full episode to learn more about:

• Defining the Elevated IRO
• The six essential skills of an Elevated IRO
• Identifying skill gaps and opportunities
• An introduction to impact intelligence and it’s impact and use cases
• Next steps for Elevated IROs

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With shareholder activism rates continuing to rise and defense strategies becoming more complex, how can IR and management teams be better prepared for activist situations? In this episode of Winning IR, Kiley Rawlins, Vice President - Investor Relations at Ulta Beauty, draws on her 25 years of experience in IR and shares insights on activism readiness and how investor relations officers should prepare for and approach potential activist campaigns.

Listen to the full episode to learn more about:

• Activism readiness: understanding the key issues and vulnerabilities that drive shareholder activism
• Communication strategies with your board and management team
• Preparing for potential activist campaigns
• Monitoring performance and comparisons with peer groups
• The importance of your advisor team and scenario planning
• Engaging with activists and shareholders
• Balancing threats and opportunities from activism

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While the content of your message has a large impact on how well your company is understood by investors and analysts, how you deliver your message can carry equal weight. In this week’s episode of Winning IR, Mark sits down with David Calusdian, President at Sharon Merrill Advisors. They discuss how developing your presence and communication skills can benefit IROs and Executives alike.

Listen to the full episode to learn more about:

• The importance of structured messaging
• The Communication Pyramid Model
• Common mistakes that prevent effective communication
• The role of body language
• Improving executive communication
• The importance of effective communication in investor relations

Winning IR is brought to you by Irwin.

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The Small-Mid-Cap landscape has changed drastically in recent years, and targeting is a key concern for companies looking to reduce stock volatility, build new relationships, and grow their company.

In this episode of Winning IR, Mark Fasken sits down with Jonathan Paterson to discuss how mid-cap companies can build effective targeting and outreach strategies.

Listen to the full episode to learn more about:

• Common objectives in investor outreach
• Increasing institutional shareholder base
• Targeting hedge funds and family offices
• Increasing liquidity by targeting hedge funds and family offices
• The importance of clear communication
• Targeting strategies for small-mid-cap companies
• Incorporating existing data into engagement strategies
• The role of social media in IR
• Crafting the perfect investor outreach email
• And more

Winning IR is brought to you by Irwin.

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Over the last few years, IR teams are increasingly becoming more proactive with buy-side engagement due to regulatory requirements and an evolution in standard practices in corporate access. During this evolution, it's become clear that there is some mystery surrounding buy-side corporate access and how IRO’s can begin to leverage these teams to benefit their outreach and relationships. In this episode of Winning IR, Mark Fasken and Elizabeth Librizzi, Chief Administrative Officer for Equities at AllianceBernstein, sit down to discuss how buy-side corporate access can help corporates build long-term sustainable relationships.

Listen to the full episode to learn more about:

• Buy-side corporate access, and how it differs from sell-side corporate access
• How IR teams should engage with buy-side corporate access teams
• The benefits of working directly with buy-side corporate access
• What you need to know about buy-side conferences
• The biggest surprise for Elizabeth going from sell-side to buy-side corporate access
• The biggest misconception about buy-side corporate access

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Managing an IPO is, without a doubt, a career-making transaction for an IRO. On this episode of Winning IR, Mark Fasken and Catherine Buan, Investor Relations at Asana, discuss what IR practitioners who find or want to find themselves in the seat to lead a company through their go-public transition.

Catherine is an industry veteran and has managed IPOs for some of the biggest tech companies in the market, and she shares some really insightful advice from her years of experience.

Listen to the full episode to learn more about:

• Setting the stage for an IPO
• Assembling the internal and external team
• The IPO timeline for IR
• How to ensure your management team is set up for success
• What to look out for during the IPO process
• What you need to know to ensure success post-IPO
• Advice for IROs who are interested in taking companies public

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In this episode of Winning IR, Mark Fasken and Patricia Cruz, Senior Manager, Investor Relations at Etsy, Inc, talk about her experience transitioning into an in-house role from a previous consulting career, and what it takes to be a next-generation IRO. Patricia shares her best advice for finding the path that will bring you the most success in your IR career, getting exposure and building your network, and ensuring you build the right skills to be successful in the long-term.

Listen to the full episode to learn more about:

• In-house vs. consulting - what’s the difference, and how to make the transition.
• What you should know before getting into IR
• The best networking resources for a new IRO
• Patricia’s best advice for finding success early in your career

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IR is a busy and sometimes chaotic role at any public company. IR teams carry the weight of relationships that can impact a company's performance in the public markets, and managing, maintaining, and growing those relationships requires constant care. The role becomes even more critical when a company dominates the headlines.

In today’s episode, Mark Fasken sits down with Andrea Daley, Vice President of Investor Relations at Dentsply Sirona. In 2022, just one year into Andrea’s tenure in her first IR role, the company faced numerous executive transitions and challenging situations in the markets and the press. Andrea and Mark discuss her experience leading IR through that time, her best advice to IROs finding themselves in a similar situation, and how facing those challenges built a stronger and more resilient IR function.

Listen to the full episode to learn more about:

• Communicating executive departures
• Which partners and internal groups to leverage for support
• Working with an interim executive team and how to transition the new executive team into the company.
• Managing relationships with the investment community
• The power of the IR community during challenging times
• How tough times build stronger teams

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One of the topics we often hear within the IR community is how to earn a seat at the strategic table. On this episode of Winning IR, Mark Fasken and Adam Borgatti, Senior Vice President, Corporate Development and Investor Relations at Aecon Group, talk about what it takes to expand your scope of responsibility as an IRO, and how to take your leadership to the next level.

Adam has held multiple senior leadership positions in the finance industry. He is currently responsible for leading Aecon’s Investor Relations, Sustainability, Corporate Affairs, Corporate Communications and Marketing functions, as well as supporting the leadership team at Aecon with developing long-term business plans, evaluating strategic initiatives, and leading the assessment and execution of Aecon’s acquisition opportunities. Given his breadth of responsibilities, Adam knows a thing or two about deeply growing your skills to become a multi-disciplinary leader.

Listen to the full episode to learn more about:

• The natural areas to expand your scope of responsibility as an IRO
• Scaling a team while managing to escalate responsibilities
• Understanding team strengths and opportunities for improvement
• Using rotational programs to build diverse skillsets
• Why delegating the responsibilities that set you apart helps you to grow
• How to get a seat at the table

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The earnings cycle can sometimes force a focus on communicating short-term results and strategies with the investment community. This can sometimes prevent issuers from sharing their companies' long-term vision and strategy effectively. So how can you ensure that your vision is understood?

In this episode of Winning IR, Mark Fasken and Moira Conlon, Founder, and CEO of Financial Profiles, talk about balancing short-term success and reporting with creating and communicating a long-term, value-driven company story.

Listen to the full episode to learn more about:

• Balancing short-term reporting and selling the long-term strategy of your company
• How to know if investors understand the long-term strategy
• What to do when the investment company doesn’t see the long-term vision
• The components of a long-term approach to investor communications
• Where to find examples of companies who are doing it well
• Communicating long-term vision in a volatile market

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A foundational component to your success as an IRO is your ability to effectively build relationships and engage the C-Suite. This is no small task, as senior stakeholders tend to have varying priorities, appetites for information, and bandwidth. In today’s episode of Winning IR, Mark Fasken and Kendra Brown sit down to discuss her twenty-four-year career at FactSet, what she brought to IR from her nearly two decades of experience in product management, and how to best become a trusted strategic resource to the C-Suite.

Listen to the full episode to learn more about:

• Lessons from Kendra’s career journey that spans product management, chief of staff, to the head of IR at FactSet
• How to build a regular cadence of feedback and information sharing with your management team
• Advice for IROs looking to build stronger internal relationships and company context
• How IROs can get a seat at the company’s strategic table
• How to effectively measure your IR program and how to leverage unique channels or data sources to drive leadership decision making
• How better data and intelligence leads to more effective investor relations

Don’t miss your chance to explore the powerful partnership between Irwin and FactSet. For more information on how this software integration can benefit your IR program today, head to our website: www.getirwin.com.

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ESG remains high on the priority list for investor relations, but what does that mean to your everyday workflows? In this episode of Winning IR, Mark Fasken and Jordyn Eskijian, Program Manager, Investor Relations & ESG at H&R Block, sit down to talk about aligning purpose and performance through ESG to add shareholder value and create positive impact..

Listen to the full episode to learn more about:

• What motivated H&R Block to implement an ESG strategy
• The platforms and frameworks to prioritize
• Adapting your ESG strategy to respond to evolutions in the space
• The biggest obstacles in managing an ESG strategy
• Building relationships with the rating agencies
• How ESG adds shareholder value
• How ESG impacts investor targeting performance
• How to measure your ESG progress

About our guest

Jordyn Eskijian is currently the Program Manager, Investor Relations & ESG at H&R Block. Prior to her current role, Jordyn held various financial, accounting, and data science roles within the company. Jordyn was recently named to NIRI’s Rising Leaders Under 40 list, and is the Programs Chair of the Kansas City Chapter Board.

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Starting a new role is stressful for any professional. It’s been proven that making a career change is one of your life’s most stressful events. With IR being such a critical function within a company, and with limited resources and increasing responsibility, the pressure to succeed and provide value early on is paramount.

In this episode of Winning IR, Mark Fasken and Luke Wyse, Senior Vice President, Finance & Investor Relations at Triumph Financial, talk about the essential activities and strategies an IRO should focus on in their first 90 days in a new IR role.

Listen to the episode to learn more about:

• What a new IRO should be doing in the first 90 days to set themselves up for success
• When a new IRO should start to make changes to the department or strategy
• How to get a deep understanding of the company story, and how to validate your understanding of the story
• How much time to spend with other leaders in the business, and what you should try to learn from other stakeholders
• How to know when you’re prepared to take investor meetings
• How to ensure that you’re adding value
• Setting and managing the IR budget

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The sometimes adversarial nature between Corporate IR and the Sell-Side can result in some unknowns when it comes to building strong and mutually beneficial relationships between IROs and sell-side analysts. In this episode of Winning IR, Mark Fasken sits down with Megan McGrath, Senior Vice President of Investor Relations at Cushman & Wakefield. Megan's insights are incredibly valuable for Investor Relations Officers who want to enhance their sell-side coverage. As someone who has worked in the sell-side industry, Megan's advice comes from a place of deep understanding. Having held key positions as an analyst and Director of Research at top firms like The Buckingham Research Group, MKM Partners, Barclays Capital, and Lehman Brothers, Megan's expertise is unparalleled.

Listen to the episode to learn more about:

• The transition from the sell-side into IR
• The biggest misconceptions about the sell-side
• What IROs can do to better engage the sell-side
• How to work more proactively with the sell-side
• Tips for getting the sell-side to initiate coverage
• How to better work with your covering analysts
• Building An Efficient Partnership Between The Sell-Side, Your Company, And Your Management Team

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In today’s episode of Winning IR, Mark Fasken sits down with Alex Jorgensen, Managing Director and Head of IR at Prosek Partners to talk all things IPO. 

Navigating an initial public offering is no small feat, with many moving pieces and requirements to successfully launch a company into the public markets. Alex has advised on over 35 go-to-market transactions and shares his experience, best practices, and things to avoid. 

Listen to the full episode to learn more about

• The team you need to go public, and their importance throughout the process
• The importance of positioning and narrative
• Building your prospectus
• The difference between public and private market investors
• Crafting a story around the IPO
• Where companies under-invest during the IPO process
• The most common challenges that come up during an IPO
• Going public in a tough market

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In today’s episode of Winning IR, Mark Fasken sits down with Chris Mayo, CFA, the Head of Primary Markets, Americas, at the London Stock Exchange Group (LSEG). 

As companies in North America continue to seek out capital in the public markets, expanding access to capital through an international listing can provide opportunities from some of the deepest pools of capital in the world. 

Chris shares his advice for North American companies on listing strategies and what issuers need to know about accessing European investors. 

Listen to the full episode to learn more about

• What North American issuers can do to access European investors
• Why companies should look at listing on an international exchange
• What the administrative and timeline requirements are for an international listing
• The advisors companies should recruit when considering a listing
• The major factors a company should consider when thinking about an international listing
• The biggest misconceptions about the London Stock Exchange
• How the UK market compares to North America

Winning IR is brought to you by Irwin.

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In today’s episode of Winning IR, Mark Fasken sits down with Mary Turnbull, Managing Director, Corporate Access, Institutional Equity Sales at Raymond James. 

With securing capital and building stronger relationships on the top of priority lists for issuers and IROs, Mary shares her best advice for IROs on navigating Corporate Access, how it works, and how to get more exposure to investors. 

Listen to the full episode to learn more about

• How corporate access teams are structured and best practices for IR and corporate access
• The most valuable formats for IROs, management, and investors
• How to determine what conferences IR should attend
• How IROs can interact with corporate access to enhance their investor targeting, and what to avoid
• What IROs need to know about the sell-side model and the importance of corporate access in your sell-side relationships
• Getting coverage and reaching retail investors as a small-mid cap company
• How to make your roadshows more successful and what to avoid

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In this episode of Winning IR, Mark Fasken sits down with Rodney Nelson—VP of Investor Relations at Twilio (Director and Head Of Investor Relations of Qualtrics at the time of recording). 

Rodney shares his expert perspective on why IROs should have a solid understanding of their investor base, the importance of conducting an investor analysis, and further insights on the evolution of a public company’s shareholder base.

Listen to the full episode to learn more about:

• How a company’s investor base will change as they make the transition to a public company —and over time.
• How to engage with new and different types of investors.
• The importance of understanding the profile of your company’s investor base, and how to achieve it.
• How to present an investor analysis to the board of directors.

Winning IR is brought to you by Irwin.

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In this episode of Winning IR, Mark Fasken sits down with Gene Rubin, President of Rivel—the largest global perception study provider—to discuss how companies can gain competitive advantages by utilizing research, insight, and distinctive communications.

Gene talks about the insights and value a perception study can provide, what point IRO’s should consider conducting one, the value of hiring an outside firm, and more insights from his 20-plus year tenure at Rivel.

In this episode, we cover:

• What a perception study is
• The events that may trigger a need for a perception study
• Some of the best practices to prepare for a perception study and ensure that it’s successful
• Conducting a perception study one yourself vs hiring an outside firm
• Common misconceptions about perception studies
• The time commitment a perception study requires
• The steps to take after a perception study has been conducted

About Our Guest

Gene Rubin is the President of Rivel, and has been with the company since 2000. He manages the overall growth of revenue and profitability of the firm while overseeing custom investor perception study projects for several dozen clients. Since joining the Rivel team, he has led 600+ investor perception study projects, advising senior management teams and boards in areas of strategic investor communications across all industries, with a heavier concentration in energy, materials, financials and industrials.

Gene helped to create Rivel’s Executive Intelligence Council (now GuideLign) program and is also heavily involved in its research and programming processes. In addition, he has served as a mentor supporting the growth of Rivel’s consulting team since 2006. He is a frequent presenter and panelist at NIRI local chapter meetings, regional conferences and national events.

Prior to joining Rivel, Gene spent eight years working as a stockbroker for various brokerage firms on Wall Street.

Much of Gene’s free time is devoted to School of Rock activities and his son’s rock & roll band, The Inoculated Canaries.

He earned a BA in International Business from Hofstra University.

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For more information, visit getirwin.com/winning-ir

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In this episode of Winning IR, Mark Fasken sits down with Scott Einberger, Investor Relations Officer at JLL, to talk about how he approaches investor targeting and practical advice for IR teams looking to attract new investors.

Scott shares his best advice and tips on building, prioritizing, and measuring his investor targeting efforts, and what advice IROs need to know when it comes to effective investor outreach and relationship building.

In this episode, we cover:

• How to build and prioritize a targeting list
• In-house investor targeting vs. third party
• How much time investor targeting should take
• When it’s the right time for targeting
• How to be more successful in your investor outreach
• Leveraging your shareholder base for introductions
• Measuring the success of investor targeting
• Response rates to outreach efforts
• NDRs with the sell-side
• The impact of the macroeconomic environment on targeting strategies
• ESG-specific investor targeting

About our guest:Scott Einberger is an accomplished investor relations and finance professional with over 20 years of experience. He is currently the IRO at JLL and has extensive experience in the food and beverage, consumer staples, and hospitality industries, with strong knowledge of market dynamics and industry drivers.

Connect with Scott on LinkedIn here.

Winning IR is brought to you by Irwin.

For more winning ideas, subscribe to Winning IR wherever you get your podcasts.

For more information, visit getirwin.com/winning-ir

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In this new episode of Winning IR, Mark Fasken sits down with Rebecca Gardy, Senior Vice President and Chief Investor Relations Officer at Campbell Soup Company, to talk about how to lead through influence and foster stronger relationships with external and internal stakeholders. 

Rebecca talks about the three most important skills for a successful IRO, the importance of trusted relationships between IR and internal stakeholders that create value for the whole organization, how IROs can build the skills needed to grow, and more insights from her extensive career in finance and communications. 

In this episode, we cover:

• The skills you need to be successful in IR
• How to build more influence as an IRO
• How to develop your skills
• Common skill gaps for new IROs
• How to balance the art and science of an IR role
• Managing internal stakeholders with different priorities
• How to build stronger relationships
• And how to navigate challenging economic environments

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This episode of Winning IR explores the value and necessity in building a network of fellow investor relations professionals. Matt Brusch, President and and CEO at NIRI (National Investor Relations Institute in the USA) joins Mark Fasken to share his perspective on the uniqueness of the investor relations function and the importance of being able to connect with and learn from your peers. 

Listen to the episode or read the transcript to learn more about:

• What are the challenges of learning investor relations?
• What characteristics and talents do IR professionals have in common?
• How do professional associations help IROs access mentorship and learning opportunities?
• What kind of events, opportunities, and social/professional networks are available to investor relations professionals?
• Why meeting your counterparts at business competitors is vital to your career.
• Is in-person networking still common post-pandemic?

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This episode of Winning IR discusses the similarities and differences of investor relations and public relations. Fabiane Goldstein, Investor Relations Senior Director at Grayling, joins Mark Fasken to talk about the overlap between IR and PR and what IR professionals can do to maximize their investor brand. Listen to the episode or read the transcript to learn more about:

• How does IR relate to PR?
• What challenges arise when building an investor brand?
• Why is social media important for investor relations?
• How should IROs approach building a social media / PR strategy? What are the first steps they can take to get started?
• What challenges do international companies face when trying to enter North American markets?
• How can IROs determine the impact or ROI of PR?
• How can IROs leverage existing content to develop an investor marketing strategy?

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This episode of Winning IR explores what it means to implement a total stakeholder approach. Jeremy Cohen, Vice President Investor Relations at Alight Solutions (SVP IR and Financial Communications at Edelman Smithfield at time of recording), joins Mark Fasken to share his perspective on how a successful IRO must act as a hub to connect stakeholders to strategy. 

Listen to the episode or read the transcript to learn more about:

• What is a “Total Stakeholder Approach”, and why is it important?
• Why does IR need to have a seat at the table for strategic discussions and strategic planning?
• What’s the difference in expertise of an in-house IRO compared to an IR consultant?
• What can IROs do to become the internal expert on everything and build strong internal relationships within the company?
• How can IROs get buy-in from internal stakeholders to support the IR strategy?
• What kind of data is most useful when getting buy-in from key stakeholders?
• How can IRO’s optimize their time with retail investors and communication on social media channels?
• How can you validate that your IR communications strategy is effective?

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This episode of Winning IR explores the innovative ways that modern companies are seizing the attention of institutional and retail investors. Alyssa Barry and Caroline Sawamoto, Principals and Co-Founders at irLabs, join Mark Fasken to share the tips and tricks they use to create value and interest for issuers.

Listen to the episode or read the transcript to learn more about:

• How can IROs incorporate untraditional and creative elements into their IR programs?
• What makes for a compelling story?
• What differentiates a compelling story from a bland one?
• What can IROs do to improve their storytelling?
• How often should you revisit or revise your company story?
• What can IROs do to cut through the noise and differentiate their company?

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This episode of Winning IR explores the challenges faced by IROs and issuers in new and emerging industries. Leah Gibson, Vice President, Investor Relations & Strategic Communications at Cybin Inc., joins Mark Fasken to share her perspective from transitioning from a traditional biotech company to one developing treatments derived from psilocybin, a Schedule 1 Substance in the US.

Listen to the episode or read the transcript to learn more about:

• The similarities and differences between  IR for traditional and emerging companies.
• How to address gaps in investor education.
• Managing the risks and challenges associated with early stage companies.
• How to manage communication with diverse audiences, including retail investors.
• Strategies for staying abreast of changes in a dynamic industry.
• How to successfully engage with an audience of retail investors.
• How does being in a tightly regulated industry affect your IR strategy?
• What is the most important thing for an IRO representing an emerging industry to know?

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This episode of Winning IR explores what qualities and actions separate the top performing IROs from their counterparts, and how CEOs and CFOs determine the best candidate for their enterprise. Smooch Repovich Rosenberg, Founder and Chief Talent Innovator at Smooch Unplugged, joins Mark Fasken to share her learnings from over three decades as a human capital expert. 

Listen to the episode or read the transcript to learn more about:

• What does the current career market look like for investor relationships?
• How have the expectations have changed for investor relations professionals in the last five years?
• But what are some of the unique leadership attributes that stand out in IRO candidates?
• What should IROs be prepared to discuss in their interviews?
• What traits separate the top 20% of IROs from the rest of the pack?
• How important is culture amongst the companies that you work with as they're looking to hire IROs? And what are some of the questions that management can ask to uncover that?
• What's a sign for IR professionals that the current role isn't the right fit?
• How can IROs ensure that a new role is aligned to their values?
• What does career progression for IROs look like?

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This episode of Winning IR highlights the challenges and benefits of building an in-house investor relations department from scratch. Brooks Rennie, Vice President, Head of Investor Relations at Byline Bank, joins Mark Fasken to share his experience in developing an investor relations department from the ground up. Listen to the episode or read the transcript to learn more about:

• What steps should you take to build a business’ IR function from scratch? What’s needed to get from day one to long term success?
• How can you become an expert in the company story in a short amount of time?
• What are the major components of an investor relations strategy?
• How has the investor relations function changed from day one to present? How can IROs measure and affect progress towards their KPIs?
• How does a business change after developing in-house IR?
• What should IROs avoid when developing an in-house IR function?
• What should IROs look for in management to ensure a strong working relationship?

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This episode of Winning IR discusses the most common questions IROs have about ESG and its practice. Victoria Sivrais, Partner at Clermont Partners, joins Mark Fasken to discuss the guidance she gives her clients on the implementation and best practices of ESG and disclosures. Listen to the episode or read the transcript to learn more about:

• How do we improve our current ESG ratings?
• Which ESG Questionnaires should we focus on?
• How do I get my company on board [with ESG]? How do I get the budget for it?
• What ESG materials should my company be developing?
• What ESG topics should companies prioritize ahead of the many new requirements proposed by the SEC?
• What are the three things we should do [for ESG]  in 2023?
• How should we present our ESG progress to institutional investors?

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This episode of Winning IR discusses what activist preparedness looks like in a public company, and how companies can strategically navigate an activist situation. Michael Verrechia,  Managing Director of the M&A and Activism Advisory Group at Morrow Sodali, shares his perspective on how he has helped clients develop the skills and tools they need to defend their board seats.

Listen to the episode or read the transcript to learn:

• What should IR teams be on the look out for in terms of stock surveillance?
• What should IR teams do if they think there is an activist in their stock?
• Is it advisable to proactively reach out to activists?
• Does having an activist preparedness plan deter activists?
• What should an activist preparedness strategy include?

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This episode of Winning IR discusses how to use your earnings call to strategically grow your audience and disseminate your company story. Jason Fooks, SVP of Investor Relations & Marketing, joins Mark Fasken to share the learnings from the nearly 100 earnings calls he’s done in his tenure. Listen to the episode or read the transcript to learn more about:

• Why are earnings calls so important, and how can IR teams make the most of them?
• Why and how IROs can grow the audience for earnings calls.
• Deciding the key themes to cover during your earnings call.
• How to frame positive and negative earnings results.
• How to prepare for an earnings call to ensure everything runs smoothly?
• How to work with the management team to deliver a compelling presentation?
• How have the expectations for earnings calls changed over the last several years?

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There’s an inspirational community of professionals working in investor relations, but so few opportunities to learn from our peers and hear about their stories, their challenges, and their triumphs.

Investor relations has changed drastically since the coining of the term by General Electric in 1953. Today’s IROs need to foster deep relationships with the investment community, act as strategic advisors to the management team, become experts in ESG and corporate governance, all while providing quality, transparent and credible information to investors. There's tremendous insight to be gained from IR professionals who have weathered the changes of the industry, the up-and-coming IR innovators, and the many leaders within the broader capital markets community

Winning IR is an investor relations podcast designed to showcase the transformation of the IR profession, and profile the leading experts who are leading the change. Join Irwin COO Mark Fasken as he meets with IR professionals to learn more about the real impacts and advances being made by investor relations professionals in an increasingly sophisticated capital markets environment.

Each episode this season will focus on a different challenge, innovation or perspective on the ever-evolving role of IR, giving you real actionable insight that you'll be able to use to build a better investor relations program. This season we’ll talk to a range of guests about their experience and best advice, giving you insights into topics like ESG, activism, earnings calls, creative storytelling, building your IR program and much more

Winning IR is produced by Irwin, a leading provider of investor relations software. Irwin is built on the belief that investor relations is a critical strategic component of a company's success. Companies deserve a platform that unlocks critical strategic insight, automates manual and time-consuming tasks, and consistently innovates alongside the ever-evolving role of the IR team. At Irwin, we believe that with better investor relations, companies can have more time to focus on their products, services and employees to drive true innovation. And so this podcast came to be, we want to elevate the voices on the frontlines of IR—the innovators, and the game changers.