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In the evolving landscape of investor relations, relationships are the currency of influence. The most successful IR teams know that trust and credibility are built long before any activist campaign or shareholder challenge emerges. Matt Gregorowski shares his views on how to make relationship-building the cornerstone of your IR strategy.
Lay the Groundwork Early
Waiting until an activist appears to start building relationships is a losing strategy. Proactive IR teams invest in strong, transparent connections with investors, proxy advisors, and the media. These relationships ensure that your key audiences understand your business, your strategy, and your leadership team well before any crisis arises.
Know Your Investors and Their Motivations
Deep knowledge of your shareholder base is critical. Go beyond the surface—analyze voting power, investor behavior, and sentiment to get a full picture of your landscape. This intelligence helps you anticipate concerns, tailor your engagement, and identify vulnerabilities before they can be exploited.
Make Engagement a Board-Level Priority
Shareholders are more vocal and active than ever. It’s no longer enough for just the chair or head of remuneration to handle engagement. Boards and management teams must step up, engaging directly and frequently with investors. Preparation and training are key to ensuring every interaction is confident, consistent, and effective.
Communicate with Clarity and Consistency
Mixed messages erode trust. Ensure that what investors hear from management aligns with what they hear from the board. Clear, consistent communication, grounded in facts and aligned with strategy, is essential. Regular feedback loops with investors help surface points of contention early, so you can address them head-on.
Listen, Respond, and Stay Proactive
Investors want to know their voices are heard. Address legitimate concerns systematically and communicate how less relevant issues are being managed. This proactive approach eliminates surprises and demonstrates that your company is in control of its own narrative.
Summary
In the age of activism, relationship-driven IR is your best defense and greatest asset. By building trust early, knowing your investors deeply, prioritizing engagement, and communicating with clarity, you can turn investor relations into a powerful tool for influence and resilience.
