A practical guide to proactive investor relations (IR) Investor relations (IR) has traditionally been an administrative function within corporate communications, responsible for disseminating public information and answering investor and media questions. Using Investor Relations to Maximize Equity Valuation challenges this approach, by arguing that IR has been underutilized and then illustrating how it should be elevated to lead a strategic communications effort to preserve or enhance corporate value and lower a company's cost of capital. Divided into four comprehensive parts, this book clearly describes capital markets strategies and tactical operations that these former, senior-level equity analysts and portfolio managers employ. Chad A. Jacobs (Westport, CT) and Thomas M. Ryan (Westport, CT) are the cofounders and co-CEOs of Integrated Corporate Relations.

Table of Contents:
PREFACE A Brave New World of Investor Relations ix INTRODUCTION A New Approach and Why It’s Important xiii PART ONE Capital Markets and Their Players: A Brief Primer 1 CHAPTER 1 The Capital Markets and IR 3 CHAPTER 2 The Sell-Side Disclosed: Who They Are and What They Do 13 CHAPTER 3 The Buy-Side: Institutional and Retail Investors 21 CHAPTER 4 Employees, Suppliers, Customers 25 CHAPTER 5 The Media 29 PART TWO Post-Bubble Communications: Events in the Markets and the New World of IR 33 CHAPTER 6 Greed Is Good, ’90s Style 35 CHAPTER 7 Of Rules and Regulations 39 CHAPTER 8 Post-Bubble Reality 45 CHAPTER 9 Of Reason, Renewal, and Honesty 51 PART THREE Investor Relations—The Fundamentals: Traditional IR and the Need for Change 59 CHAPTER 10 Traditional IR: What It Is, and Why It’s Not Enough 61 CHAPTER 11 Staffing and Sourcing the New IR 73 CHAPTER 12 Grasping the IR Evolution 79 PART FOUR Investor Relations—Maximizing Equity Value CHAPTER 13 Positioning IR to Succeed 87 PART FIVE Definition 99 CHAPTER 14 The IR Audit 101 CHAPTER 15 Excavating Value Post-Audit 113 PART SIX Delivery 121 CHAPTER 16 To Guide or Not to Guide: That Is the Question 123 CHAPTER 17 Targeting the Audience 137 CHAPTER 18 Integrating with PR 147 CHAPTER 19 Infrastructure/Disclosure Check 157 CHAPTER 20 Delivering the Goods 161 PART SEVEN Dialogue 191 CHAPTER 21 From Delivery to Dialogue 193 CHAPTER 22 Maintaining and Building Relationships 197 CHAPTER 23 Meeting The Street 205 CHAPTER 24 Event Management 213 CHAPTER 25 The Banker Mentality 233 CONCLUSION A Call for Change 245 APPENDIX A Two Press Releases 249 APPENDIX B The Conference Call Script 255 APPENDIX C Velocity Inc. 2004 Investor Relations Plan 261 INDEX 267