𝗜𝗻𝘃𝗲𝘀𝘁𝗼𝗿 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀 𝗶𝗻 𝗧𝘄𝗼 𝗠𝗶𝗻𝘂𝘁𝗲𝘀 𝗼𝗿 𝗟𝗲𝘀𝘀
𝗜𝗻𝘃𝗲𝘀𝘁𝗼𝗿 𝗘𝗻𝗴𝗮𝗴𝗲𝗺𝗲𝗻𝘁 = 𝗖𝗼𝗺𝗽𝗲𝗹𝗹𝗶𝗻𝗴 𝗩𝗶𝘀𝗶𝗼𝗻 + 𝗞𝗣𝗜𝘀 + 𝗧𝗔𝗠

Public speaking represents a core skill set for Investor Relations Officers (IROs).

IROs are often expected to present the company in 1x1 meetings, company presentations, and on panels, typically at investor or industry conferences.

Success relies upon the IRO utilizing the syntax and language necessary to drive success by obtaining the next meeting.

The goal is to translate operational finance into investor finance.

𝗛𝗼𝘄 𝗗𝗼𝗲𝘀 𝗮𝗻 𝗜𝗥𝗢 𝗖𝗿𝗲𝗮𝘁𝗲 𝗜𝗻𝘁𝗲𝗿𝗲𝘀𝘁 𝗮𝗻𝗱 𝗘𝗻𝗴𝗮𝗴𝗲𝗺𝗲𝗻𝘁?

There are two primary ways to create interest and engagement:

• 𝗦𝘁𝗼𝗿𝘆 𝗧𝗲𝗹𝗹𝗶𝗻𝗴 – 𝗦𝗲𝘁𝘁𝗶𝗻𝗴 𝘁𝗵𝗲 𝗣𝗿𝗼𝗽𝗲𝗿 𝗩𝗶𝘀𝗶𝗼𝗻
• 𝗙𝗶𝗻𝗮𝗻𝗰𝗶𝗮𝗹 𝗗𝗮𝘁𝗮 – 𝗞𝗣𝗜𝘀 𝗮𝗻𝗱 𝗞𝗲𝘆 𝗺𝗲𝘁𝗿𝗶𝗰𝘀

Story telling establishes the vision, which opens the aperture across different investors, and KPIs and Key Metrics crystalizes the vision and drives ongoing investor engagement.

𝗘𝘀𝘁𝗮𝗯𝗹𝗶𝘀𝗵𝗶𝗻𝗴 𝗖𝗼𝗿𝗽𝗼𝗿𝗮𝘁𝗲 𝗩𝗶𝘀𝗶𝗼𝗻 𝗼𝗿 𝗡𝗮𝗿𝗿𝗮𝘁𝗶𝘃𝗲

The goal is to create a vision that opens the aperture across several investor groups:

• 𝗣𝘂𝗯𝗹𝗶𝗰 𝗲𝗾𝘂𝗶𝘁𝘆 𝗶𝗻𝘃𝗲𝘀𝘁𝗼𝗿𝘀
• 𝗩𝗲𝗻𝘁𝘂𝗿𝗲 𝗖𝗮𝗽𝗶𝘁𝗮𝗹 𝗮𝗻𝗱 𝗣𝗿𝗶𝘃𝗮𝘁𝗲 𝗘𝗾𝘂𝗶𝘁𝘆
• 𝗧𝘂𝗿𝗻𝗮𝗿𝗼𝘂𝗻𝗱 𝘀𝗽𝗲𝗰𝗶𝗮𝗹𝗶𝘀𝘁𝘀
• 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰𝘀 𝗮𝗻𝗱 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗼𝗿𝘀, 𝗮𝗻𝗱 𝗳𝗶𝗻𝗮𝗹𝗹𝘆
• 𝗜𝗻𝘃𝗲𝘀𝘁𝗺𝗲𝗻𝘁 𝗕𝗮𝗻𝗸𝗲𝗿𝘀

The goal is to get the creative juices flowing and stoke the imagination around what the business could potentially be, but is not recognized today.

𝗦𝗼𝗹𝗶𝗱𝗶𝗳𝘆𝗶𝗻𝗴 𝘁𝗵𝗲 𝗩𝗶𝘀𝗶𝗼𝗻 – 𝗞𝗣𝗜𝘀 𝗮𝗻𝗱 𝗧𝗔𝗠

The IRO then uses KPIs and Key metrics to solidify the vision.

Start with Operational KPIs, for Access TeleCare, the number of consults last year, 1M+, and since inception, 7M+.

Immediately, investors get a sense of scale, importance, and potential of the underlying business.

The IRO then seals the deal with thoughtful metrics around Total Addressable Market (TAM).

The acute care telemedicine TAM is roughly $6B to $7B.

Followed up by color on the Serviceable Addressable Market (SAM) and Serviceable Obtainable Market (SOM).

These guide rails project how the company might grow over the next 1, 3, or 5 years, or more.

Finally, you bring it all together with an over-arching vision:

ubiquitous access and quality of care across America regardless of where the patient presents or the patient’s economic profile.

𝗜𝗻 𝘁𝗵𝗲 𝗰𝗮𝘀𝗲 𝗼𝗳 𝗔𝗰𝗰𝗲𝘀𝘀 𝗧𝗲𝗹𝗲𝗖𝗮𝗿𝗲, 𝗰𝗼𝗺𝗯𝗶𝗻𝗶𝗻𝗴 𝘁𝗵𝗲 𝗳𝗼𝗹𝗹𝗼𝘄𝗶𝗻𝗴 𝗽𝗮𝗿𝗮𝗺𝗲𝘁𝗲𝗿𝘀:

𝗖𝗼𝗻𝘀𝘂𝗹𝘁 𝗦𝗰𝗮𝗹𝗲
𝗧𝗔𝗠
𝗨𝗯𝗶𝗾𝘂𝗶𝘁𝗼𝘂𝘀 𝗔𝗰𝗰𝗲𝘀𝘀 𝘁𝗼 𝗖𝗮𝗿𝗲
𝗨𝗯𝗶𝗾𝘂𝗶𝘁𝗼𝘂𝘀 𝗔𝗰𝗰𝗲𝘀𝘀 𝘁𝗼 𝗛𝗶𝗴𝗵 𝗤𝘂𝗮𝗹𝗶𝘁𝘆 𝗖𝗮𝗿𝗲
=
𝗜𝗻𝘃𝗲𝘀𝘁𝗼𝗿 𝗘𝗻𝗴𝗮𝗴𝗲𝗺𝗲𝗻𝘁!