Challenge/Opportunity

Company A went public 2 years after announcing negative Phase 3 results for its lead product candidate. Post IPO, the Company had a limited number of shareholders, a mixed reputation on Wall Street, and pending Phase 3 data for the same product in a new indication. The Investor Relations & External Communications team was retained initially to enhance visibility and awareness in advance of the announcement.

Strategy

  • Build credibility and visibility on Wall Street
  • Educate investors and research analysts about the use of the drug for the new indication and the future direction of the Company
  • Lay the groundwork to create positive “buzz” around data announcement

Tactics

  • Conducted broad proactive outreach to all IR audiences, scheduled numerous roadshows, and lobbied for presentation invitations at several conferences in the months leading up to the data announcement; secured 5 conference invitations in 7 months between IPO and data announcement
  • Hosted a successful analyst and investor day 2 months before the data announcement to lay the groundwork for the pending news; attracted many potential investors that were new to the story
  • Conducted extensive scenario planning and preparation for the announcement and managed all company communications so they were clear and digestible to The Street

Results

  • Stock rose over 200% after the positive data announcement
  • Visibility achieved allowed for successful post-data follow-on financing 2 weeks later, raising over $30 million
  • Investor base more than tripled the following quarter