Investor Relations

A Practical Guide

CAPITAL
LIQUIDITY

RESEARCH
INVESTORS

COMMUNICATIO
N
The aim of this guide is to provide practical assistance to
companies on investor relations by examining best practice
and key principles that might be considered when
developing an investor relations strategy.

The guide collates a wealth of expertise and insight from a

series of corporate advisers, quoted companies and investors,
who have each provided their current thinking on a particular
aspect of investor relations. Collectively, the guide addresses
the definition of investor relations, what companies aim to
derive from their investor relations activities, the range of
stakeholders investor relations is aimed at and the advisers
and tools available to companies that are planning to establish
a successful investor relations strategy.

The guide will be particularly relevant to management

teams of both private companies who are considering a
stock market flotation, as well as companies whose
securities are admitted to the London Stock Exchanges
markets, such as AIM and the Main Market.

We trust readers will find this guide to be a valuable

resource on investor relations best practice.

London Stock Exchange, March 2010

Contents

Page

02 Contributors

03 Preface

04 Key Practicalities

Section One: What Investor Relations is and who it is aimed at

07 - Introduction to Investor Relations
10 - Institutional Investors
13 - Private Investors
17 - Analysts
21 - Media

Section Two: The Investor Relations team

27 - Company Management
29 - Registrar
32 - Corporate Broker
38 - Financial PR Firm
40 - Investor Relations Consultancies

Section Three: Building the Investor Relations programme

45 - Formulating the investment proposition
48 - Meetings
52 - Company Announcements
57 - Annual Reports
60 - Investor Relations Websites
64 - Electronic Shareholder Communications: The Companies Act
2006

67 Contacts and Resources

Contents 01
Contributors

The London Stock Exchange would like to thank the following

people for contributing their expertise to this guide.

Heather Salmond, Managing Director Abchurch Communications

David Bennett, Chief Executive APCIMS

Tim George, Deputy Company Secretary Carillion plc

Russell Cook, Director of Corporate Finance Charles Stanley Securities

Charles Bond, Partner Cobbetts LLP

Matthew Edmund, Business Development Manager Computershare and Georgeson

Ed Firth, Managing Director, Investor Relations Practice FD

Andrew Hutchings, Partner and James Kerton, Associate Freshfields Bruckhaus Deringer LLP

Gervais Williams, Head of UK Small Cap Gartmore Investment Limited

Dominic Emery, Associate and Olivia Lee, Associate Investec

Al Loehnis, Director Investis

Adam Kelly, Vice President Corporate Finance J.P. Morgan Cazenove

Bob Holt, Chairman Mears Group plc

Richard Carpenter, Managing Partner Merchant

Andrew Buchanan, Fund Manager Octopus Investments

Polly Fergusson, Director Pelham Bell Pottinger

Richard Davies, Managing Director Richard Davies Investor Relations

Andy Brough, Co-Head of Pan-European Small Companies Schroders

Harry Nimmo, Head of Smaller Companies Equities Standard Life Investments

Michael Mitchell, General Manager The Investor Relations Society

Andrew Buchanan, Executive Director UBS Corporate Broking

Julian Palfreyman, Chief Executive Winterflood Securities Limited

02 Contributors
Preface
Michael Mitchell, General Manager, The Investor Relations Society
To be effective we hope that best
however, the IR practice investor
Over the last 10 years we
programme and relations will be
have seen significant
those carrying it embraced by all
movements in the capital
out, must have management
markets, accompanied by
the full teams.
changes in the speed and
commitment and
method of information
support of the The Investor
dissemination. There
Board and Relations
have also been tectonic
senior Society is
shifts in the structure of
management. committed to
global financial power in
Properly used, promoting
favour of the BRIC
the IR team will effective two way
economies and significant
be the eyes and communication
swings in the flow of
ears of the between
investment funds towards
company in the companies and
hedge and sovereign
market and will the financial
wealth funds. These
deliver valuable markets and we
trends are likely to
insight into therefore
continue over the coming
market welcome the
years.
sentiment. We opportunity to be
should associated with
For quoted companies
remember that this guide.
this means a continuing
communication
challenge to attract and
should be about
retain investment funds.
dialogue, not
Investor relations (IR) is
just a one way
therefore essential. Far
flow of
from being an additional
information. With
cost, an effective IR
corporate
programme can not only
governance now
save valuable
moving up the
management time, but
agenda, a wise
can also help to deliver a
management
fair valuation for the
team should
companys equity,
listen to what
reduced funding costs and
investors are
provide a resilient
saying.
shareholder base which
will stand the company in
This guide will
good stead if times get
provide a valuable
tough.
tool for all
companies and
Preface
03
Key Practicalities
will need typically the
to secure Chief
commitm Executive
ent from and
The
the Finance
follow
Board, Director
ing
including who
sum
Chairman undertake
mary
, the majority
provi
Executive of the
des a
and Non- companys
brief
Executive investor
overv
Directors, relations
iew
for the activities,
of the
company with input
key
to enter from the
consi
into a companys
derati
long-term advisers
ons
and open and should
cover
two-way the
ed in
dialogue company
more
with employ
detail
sharehold one, the
throu
ers, Investor
ghout
potential Relations
this
investors, Officer.
guide
analysts Decide who
:
and the will
media. comprise
Secure
your
Board
commit Form investor
ment the relations
As part inves team,
of your tor which tasks
compa relati will be
nys ons undertaken
approa team internally
ch to and and which
corpor assig tasks your
ate
n advisers
resp will be
govern
onsi responsible
ance
bilitie for.
best
s
practic
In practice, Identify
e, you
it is current
and the two and
future if so, in
shareh what
olders proportion? analysis of
With the
Similarly,
input company
will you be
from s current
seeking
your and future
investors
advisers ability to
who are
, provide
based
regularly sharehold
domesticall
analyse ers with
y or
your capital
overseas to
share growth
you, or
register and/or
both?
to
capital
benchm Determine
returns,
ark the your
including
profile of investmen
their size
your t
and
sharehol propositio
n timing.
der
register Undertak
Select
against e an in- your
that of depth communic
your analysis ation tools
peers. of the In addition
From company to having
this to make procedure
analysis sure you s in place
consider have a to manage
which precise and
segment explanati publicly
s of the on of announce
investor your any price
commun company sensitive
ity you s informatio
need to investme n, decide
spend nt on what
more propositio other
time n, communic
targeting including ation tools,
. For such as
example meetings,
, do you annual
want just reports
institutio and
nal website
investor you should
s or use to
private succinctly
individua communic
l ate your
investor investment
s as propositio
sharehol n. The
ders, or selection
a mix of of such
tools order to
will further Review
reflect profile your
strategy
the your
You
regulat compan
should
ory y to the
regularly
obligati investm
review
ons you ent
your
may commu
investor
need to nity,
relations
meet, form a
strategy to
the size view
measure
and with
its
make- your
success
up of advisers
against
your as to
current what the
and objectives
level of
target analyst you set
share and/or and to
register media identify
, the any
coverag
level of e you improvem
analyst should ents or
and challenges
aim to
media achieve. so that
covera periodic
ge you Set your adjustmen
are financial ts can be
seeking reporting made.
, as calendar Remembe
well as Set your r,
the financial competitio
time, reporting n for
resourc calendar, investor,
e and adhering to analyst
budget any and media
you can regulations attention is
commit concerning strong, so
to your the awareness
investor publication and
relation of your full understan
s ding of
and half-
progra year results, your
mme. company
annual
amongst
report and
Aim for these
a level any other audiences
of information
will be key
analyst sets you to a
and may need to successful
media make
investor
coverag
publicly relations
e
available. strategy.
In
04 Key
Practic
alities
What Investor Relations is
and who it is aimed at
This section of the guide examines what the term investor
relations means and focuses on the reasons why a quoted
company would choose to implement an investor relations
strategy. It also looks at who investor relations is aimed at,
detailing the characteristics and significance to quoted
companies of the three principle investor relations
audiences; investors, analysts and the media.
R
e
W
h
F
u
A
c
T
h

G
e
P
r
R
a
F
o
Investor Relations

COMPANY

Communications
ions
2 Insuranc
In e & life
stit assurance
Return uti companies
on 3 Unit
al trusts,
In investment
ve trusts, Venture
st Capital Trusts
or
s 4 Enterpri
se Investment
1 Scheme
U investors
Access to K
Capital 5 Pension
& funds, hedge
funds &
sovereign wealth
o funds
v
Fair e
Liquidity
Valuation r
s Private Investors
e
a 1 Individu
s al & high net
worth investors
f
i
2 Employe
n es
a 3 Private
n client
c stockbrokers
i
a 4 Persona
l l wealth
i managers/fina
n ncial advisers
s
t
i
t Analysts
u
t
1 Sell-side
2 Buy-side 2 3 On-
3 Company sponsored/paid-for Br line/new media
research o
a
d
c
Media a
s Output
1 Print t
What Investor Relations
is and who it is aimed at 09
Institutional Investors
Andrew Buchanan, Executive Director, UBS Corporate Broking
companys long assurance and
term prospects pension plans,
Long-term,
and are therefore which
concentrated support
able to look individuals or
Institutional investors
beyond short run other
are, by some margin,
volatility in its investment firms
the most important
performance. collectively
category of investor to
Such support is invest into. This
quoted companies
extremely is an important
owing to the sheer
important in distinction from
weight of assets that
allowing individual
they manage and the
management private investors
degree to which they
teams the time who invest their
can invest. It is widely
and space to be own money.
acknowledged that
able to execute
institutional investors
their strategic
own the vast majority of
plans. That said,
the UK equity market. In
most institutions
some cases, institutional
have a fiduciary
investors may also own
duty to achieve
nearly all of a companys
best value for their
issued share capital.
underlying
Their influence extends
investors and will
beyond their total assets
only tolerate short
under management
term
since, compared to
underperformance
individual private
so long as it
investors, investment
remains
decision making,
consistent with
including voting, is
eventual delivery
concentrated in a much
of long term value.
smaller group of
individuals.
Managing pooled
assets
A key attraction of
Institutional
institutional investors to
investors are
companies is that the
those investors
bulk of assets they
who manage
manage are long term in
pooled assets,
nature which means that
ranging from
their investment horizons
Venture Capital
are also long term. This
Trusts to mutual
means that institutions
funds, unit
generally form a
trusts, life
fundamental view on a
The institutional asset or small sized other types of
management industry businesses. institutional
operates globally and is Although investors. For
very diverse in terms of institutional instance, hedge
the variance in size and investors invest funds are often
depth of funds that firms across markets lightly regulated
have under management. such as AIM and entities which
Similarly, there is wide the Main Market, means that they
diversity in the areas that fund mandates are prohibited
institutional investors may dictate what from marketing
focus on and the percentage of a their products to
investment strategies they fund can be certain
deploy. For example, allocated to a categories of
funds may be tailored to certain market, investor,
offer very specific industry sector or principally non-
investment including pure even professional
exposure to a particular shareholding individual
country, region or industry level in any one investors. Their
sector, whereas other company. clients are
funds may only invest in usually wealthy
certain asset classes or Hedge funds, individuals and
be seeking a specific long only other institutional
income level, perhaps investors and investors.
through dividends, or a sovereign Similarly, hedge
certain growth profile. wealth funds funds generally
Hedge funds are adopt relatively
In addition, some fund an example of a unconstrained
managers will more recent investment
approach their specialist strategies which
investment selections category of allow them to
on an ethical or institutional invest across
corporate social investor. There asset classes
responsibility basis. are several and geographies
Others may allocate features that as well as use
funds to companies distinguish a leverage in their
considered to be large hedge fund from
and who it is aimed
10 What at
Investor Relations is
increases the risk exposure
to the investors and is one
of the reasons why
regulators have restricted
their availability. The more
traditional asset managers
who do not use leverage
techniques, such as short-
selling, are often referred to
as long only investors.

Sovereign wealth funds are

another sub category of
institutional investor that have
risen in importance in recent
portfolios, including short- years. As their names suggest
selling. This last point is a they are institutions constituted
key differentiator from the to manage national wealth, the
more traditional managers. source of which typically arises
Use of leverage in from significant trade
investment portfolios
surpluses. Whilst a number of
them have existed for many
years the long period of
economic growth between
2003 and 2007, which was
marked by considerable East-
West trade and a protracted
bull market in commodities,
generated significant trade
surpluses in oil producing
countries such as in the Middle
East, Norway, Russia and
exporters such as China and
Singapore.
target a two percentage point
Benchmarked performance out-performance against the
Whatever the pool of assets FTSE All Share index. Out-
under management is, the performance relative to the
common goal for institutional benchmark is often called
investors is to make investments alpha by market
that achieve a total return either practitioners. Strategies
via income or capital aimed purely at tracking
appreciation, or both, for a given index, or beta, performance
level of risk. The investment
are increasingly popular
return objectives will be driven
since they are cheaper to
by the needs of the underlying
administer and more
consistently deliver against
investors and asset managers
the benchmark. Investors
will design investment
seeking alpha have had to
strategies, their products, to
pay more in fees to cover the
meet these needs.
costs of, and, in some cases,
Fund managers will generally just to get access to the most
adopt a benchmark against skilled investment managers.
which they and their clients
can assess their performance.
These benchmarks are usually Focus on key investors
One of the most important
a stock market index. The
steps for quoted companies is
assessment is therefore a
to identify who are the most
relative measure of
important individuals at
performance. For example,
shareholder and target
actively managed core UK
shareholder institutions they
equity mandates often
need to build relationships
with. Investment decision
making for particular funds
managed by firms is usually
concentrated in a small
number of individuals. Whilst
they may rely to a greater or
lesser degree on advice and
recommendations from
internal analysts and external
analysts and sales people,
ultimately they are
accountable to their investors
for the performance of the
funds they manage.
In order to make best use of their current opinion is on
the time spent on investor the company. Armed with
relations, companies will this information, companies
need to identify the most can then set about allocating
significant institutions and their resources to best
individuals and also what achieve their objectives.
What Investor Relations is
and who it is aimed at 11
Institutional Investors
A Fund Managers View
Harry Nimmo, Head of Smaller Companies Equities, Standard Life Investments
overlap between the The value investor
Knowing your investors two. Growth however is looking
Investors in quoted companies investors will be for companies that
come in all shapes and sizes with primarily concerned are out of favour
a multiplicity of requirements, risk about the future because the share
tolerances, investment styles and growth prospects of price and/or the
processes. Indeed no two the business in business have been
investors are the same and may question. They may performing badly.
actually approach the purchase of add momentum to They may in
a companys shares from equal their thinking on the particular be looking
and opposite directions. It is basis that great for a share price fall,
fortunate that this is the case as it share price possibly after a
takes buyers and sellers to make performance has profit warning as an
a market. From an investor longevity and may opportunity to get
relations perspective, it is be extrapolated into involved in a share.
therefore important that quoted the future. The text opposite
companies know their investors. details what fund
managers typically
At the most basic level it is worth consider when
knowing whether an investor is assessing whether
seeking income or capital returns or to invest in a
a combination of both. An idea of company or not.
the risk tolerances of the investors
is also of importance. Some Long only
investors for example will not invest institutional
in blue sky companies that are investors
more concept than revenues and The group of
profits. Other investors follow stock investors to pay
market indices very closely to most attention to
reduce risk. It also makes sense to are the large, long
know whether the investor has only institutional
large funds under management or investors with good
is a small boutique and whether cash-flow into their
they specialise in investing in large funds, a track
or smaller quoted companies. record at investing
in your companys
Growth vs. value asset class and with
The rudiments of the investment a tendency to hold
process are of major importance their investments
in the investor relations mix. The for extended
major categories can be broadly periods. They are
termed growth and value the investors who
although there is a fair degree of are likely to be
there for a companys next round for the institutional fund manager and
of capital raising. They are the fund managers when senior executive of
investors who will add quality and looking at potential the company.
respectability to your shareholder investment. Broker Potential institutional
register thus encouraging others written research, investors may meet
to invest. It is also worth knowing personal contact, a company several
the performance track record of company times before
the fund manager or institution announcements, investing and
involved. If a fund manager or published accounts valuation is often the
institution is known in the industry and the internet, are determining factor in
to be particularly shrewd this in all of importance. the end. However it
turn might encourage other However, the key is worth persevering
investors to get involved. determinant is the particularly with the
face to face meeting better quality
At a micro level there are clearly a between analyst, investors.
number of sources of information
Investor Relations is
12 What and who it is aimed at
a much broader term. Essentially it
relates to the depth of the
management team, successfully
expedited growth strategies and the
area of corporate culture. In terms of
growth strategy, organic growth is
generally favoured to acquisitive
growth, however evidence of skill in
the latter may be a major attraction.

What Fund Managers A final group of categories would

include valuation which could be
will be looking for in based on a whole series of variables,
for example P/E ratio (price-to-
companies earnings ratio), or EBITDA (Earnings
before Interest, Tax, Depreciation and
Fund managers will be seeking to Amortisation).
understand the dynamics of the
business in which the company The investor also has to get hold of
operates and in particular, potential the shares. Clearly the level of free
growth rates into the future. The track float (shares available to outside
record of the company and its senior investors and thus not in strategic or
executives will be of importance. related party hands) will impact this
Quality of earnings will often govern so companies need to give this some
how much a fund manager will pay for consideration to ensure sufficient
a particular share. A predictable liquidity in their security.
earnings stream and growth trajectory
is of great value. Corroboration of profit
and loss account by strong and
predictable cash-flow is important. The
defensibility of a companys market, in
terms of its control over the pricing
power of its products or services,
barriers to competitive entry and levels
of market share are all factors key to
investors.

The expression quality of

management is almost impossible to
measure or describe and in reality is
Private Investors

Russell Cook, Director of

Corporate Finance, Charles
Stanley Securities
Why are private investors
important?
All quoted companies should seek to
have a diverse range of investors on
their share register. Typically, the
majority will comprise a range of
institutional investors who will invest
according to a range of criteria, in the
main dictated by the structure and
requirements of the funds they
manage. Institutions tend to be longer-
term investors, whereas private
investors, who will comprise the
balance of the register, often have
shorter-term aspirations. Private
investor interests may be driven by
changing sentiment towards industry
sectors; perceived value opportunities
(such as a valuation anomaly); by
income (an attractive yield); or by tax-
efficiency, although there are a range
of restrictions on the buying and
selling of shares for these purposes,
such as having to hold them for a
minimum time period in order to claim
the full benefit.

Most importantly, from the companys

perspective, private investors often
buy smaller parcels of shares,
providing much-needed liquidity in the
companys shares, especially in those
cases where the shares are tightly
held. Indeed with many smaller
quoted companies, where it is not
uncommon to find a greater proportion
of private over institutional investors, it
is private investors that provide the
majority of the liquidity.
 What Investor Relations is and
who it is aimed at 13

advice from a private client stockbroker

and buy shares on the latters
recommendation, or, alternatively, leave
their stockbroker to structure their
investments according to their
particular needs and make some or all
investment decisions on their behalf
under a so-called advisory or
discretionary client agreement.

Liquidity is vitally important as it can

contribute towards a higher or lower
share price. In very simplistic terms,
a hypothetical company in an
attractive industry sector with a track
record of delivering good results and
with a well-diversified share register
and reasonable levels of buying and
selling in its shares, should maintain
a consistently fair share price in
part because it has a consistent
approach to investor relations,
spending time and effort courting
institutional and private investor
interest to the extent the latter will
want to buy and/or hold the shares.

Contrast this with an equally

hypothetical company that has an
inconsistent or non-existent approach
to investor relations, that is in an out-
of-favour sector, with a mixed track
record in terms of results and with
little trade in its shares: it is likely to
have more sellers than buyers. Whilst
the conclusion to draw from this
comparison is obvious, it is important
also to remember that stock market
liquidity is itself a function of a blend
of relative stock market health and
activity and economic confidence.

Who are private investors?

Private investors are members of the
public who buy shares in quoted
companies. They may buy shares
directly, without taking professional
advice, via an execution-only
stockbroker or internet-based share
dealing system; or they may pay for
 shares can be bought or sold.

Unusually, the UK offers companies

and private investors a range of tax-
efficient investment opportunities.
These include investments made in
shares of companies quoted on AIM;
in Venture Capital Trusts (VCTs); in
Enterprise Investment Scheme
qualifying (EIS) investments; and in
Inheritance Tax (IHT) funds.

The local company factor

Companies often have private
There is also a sub-set of private shareholders that buy shares for
investors: people who become emotive reasons. These include past
shareholders in quoted companies by and present employees of the
virtue of being shareholder employees company and their families who may
of a company that goes through have invested directly, or hold (now
flotation; by holding performance- converted) share options that are
related share options; or by purchasing often retained for reasons of loyalty
shares via company-sponsored or sentimentality; through to people
schemes. In all cases, these shares who may live near the company in
may, ultimately, become ordinary question that buy shares simply as a
(tradable) shares, although companies result of positive news coverage in
may impose restrictions on when local media.
14 What Investor Relations
is and who it is aimed at

holdings in one account.

Good company investor

relations practice and targeting
private investors
All quoted companies should have a
clear, effective and rolling annual
investor relations programme.
A programme is exactly that: an
agreed and proactive approach to
communication with stock market
constituents in order to maintain
visibility with existing and potential
investors.

How do private investors hold their Companies should seek to interface

shares? with as many shareholders and non-
A private investors shareholding, if shareholders as possible, which, in the
greater than, say, 0.25 per cent of the case of reaching private investors,
equity, will appear on the companys usually involves structured visits to key
share register either in their own name, regional cities where there are
or that of the trust they may be held in. concentrations of private client broking
If less than that, it will be aggregated firms. In reality, these brokers seldom
with other small investors under invest off the back of a first meeting:
Miscellaneous Private Investors. If remember that they are spoilt for
shares are held via an advisory or choice in terms of potential investments
discretionary stockbroker, they will be and will often want to meet
held in a nominee account. These are management two or three times over a
easily identified and effectively 12-18 month period, in order to get to
aggregate that broking firms clients know and become comfortable with
both the people and the business.

Good practice also includes encouraging

private investors to attend the companys
AGM in order to meet and question the
Board. Some companies also choose to
exhibit at professionally organised
regional events that specifically target
private investors.

The role of the media and

private investors In addition to
an annual investor relations

programme, companies should retain a

financial public relations adviser. As
well as targeting private client brokers,
they are vital in terms of honing the
message to investors and the media
and in gaining media coverage in the
right places, at the right time. National
newspapers give increasingly less
space to routine company news and
results, whereas there is a wide range
of magazines and websites targeted
specifically at private investors. Again,
coverage in these can be crucial in
terms of stimulating interest in, and
demand for, a companys shares from
private investors.

The internet and private investors

Aside from providing private investors
with the facility to buy and sell shares
on-line, the internet has transformed
investor relations practice for
companies. For example, AIM-quoted
companies in particular are now
bound to maintain a comprehensive
investor section on the business on
their website. In addition, through the
corporate website, most companies
encourage email communication from
investors. The corporate website also
provides a platform for efficiently
providing private investors with
information and updates about the
company.

Conclusion
The interest and support of private
client brokers and private investors
can be vital in stimulating demand for
shares and with it, potential liquidity.
These constituents must be catered company management must
for as part of every companys rolling consider how much effort they
investor relations programme, and expend with this set of investors.
What Investor Relations is and
who it is aimed at 15
Members of the Association of Private
Client Investment Managers and
Stockbrokers (APCIMS), who include
wealth management and broking
firms, provide a key role in facilitating
investment in and providing liquidity
for quoted companies, including Small
and Mid-Caps, on behalf of private
investors.

According to the Compeer 2009 UK Wealth

Management Industry Report, at the end of 2008
the private client wealth management industry
had 335 billion of investment assets under
management. Just under 60 per cent of those
investment assets were held in direct equities, a
small drop from 61.4 per cent in 2007. In terms
of liquidity provision, the Compeer report also
showed that execution-only, advisory and
discretionary firms undertook 16.1 million
trades on behalf of private investors in 2008, a
rise of three per cent on 2007.

The depth and liquidity of the UK private

investor pool is therefore significant and one
which quoted companies have the
opportunity to engage with as part of their
investor relations strategy.

David Bennett
Chief Executive,
APCIMS

16 What Investor Relations

is and who it is aimed at
Analysts
Dominic Emery, Associate and Olivia Lee, Associate, Investec
nonetheless
judged by their Thematic pieces
Analysing the analyst These pieces tend
ability to meet the
As companies quoted to look at a number
markets
on UK stock markets do of stocks in a peer
expectation of
not generally publish group at the same
their
their own earnings time and analyse
performance, as
guidance, the role dynamics and
prescribed by the
analysts play in drivers which are
analysts.
forecasting a companys affecting them or
performance is vital in will be of
Publishing
setting market
opinion importance in the
expectations about its
An analyst will future. Unlike the
likely profitability and
publish opinions event driven
future growth. This
on a company. publications, these
becomes the central
Their notes tend to have
benchmark by which
publications will a longer shelf-life
companies are judged.
take the form of: and seek to
A company must remain
provide insightful
very conscious of the
Event driven views.
markets expectations of
publications
its performance and These will
immediately inform the typically be Typi
market if they become produced
aware that they are
cal
following a
likely to diverge
companys area
materially from
consensus analyst
publication of
results, trading
s
forecasts - in the form of
issuing either a profits
updates or cove
corporate activity.
warning, or an upgrade
On a Mid-Cap red
statement.
stock, one would
expect an analyst
in
Analysts therefore play
a pivotal role in the
to publish perhaps anal
six pieces of such
relationship between a
research each yst
company and its
investors. The
year. The table
opposite details
repo
regulations create a
situation where quoted
what analysts will rts:
often cover in
companies do not
their publications.
explicitly set their own 1 Descripti
forecasts or on of a
expectations but are company
and its
 activities income group
stateme multiples
2 Compari nt, cash are the
sons with flow most
peers and and common)
read-across balance
implications sheet 8 A
of peer (or recom
activity summa menda
ries tion to
3 Opinions thereof) the
and analysis reader
on how the
6 Expectat (buy,
ions sell or
company and (including a
management hold)
target share
are performing price)
9 Forth
4 Opinions 7 Valu coming
and analysis ation of catalysts
on the wider the and
macro company expected
influences using a news-flow
affecting the variety of that
company metrics support
(discount the
5 Forecasts ed cash recomme
of financials flow and ndation
including full peer-
What Investor
Relations is and 17
who it is aimed at
the consensus number,
particularly when they
change their forecasts and
either bring them more in to
line, or diverge further from
the consensus number.

Different analysts also focus

on different aspects of a
companys performance. For
example, some analysts will
place more emphasis on the
gross profit than operating or
post tax profit of a company.
Also certain figures will be
more relevant depending on
Because analysts normally
the sector, such as the sales
differ in their opinion on a
density figure for the retail
companys future
sector. The treatment of
performance, there exists a
specific items such as
range of forecasts. By taking
goodwill, share-based
an average of all the
payments and pension interest
analysts forecasts on a
also frequently differs between
particular stock, a
analysts, which means that
consensus forecast can be
there may be some judgement
reached. Analysts will
required in arriving at the true
compare their forecasts to
consensus figure. This
complicates the calculation of
consensus figures, as do out-
of-date forecasts which can
distort the situation, causing
outliers.

Research notes are targeted

mainly at institutional fund
managers and hedge funds,
who use the notes to help guide
their investment decisions.
Often they will use a wide
variety of brokers reports to get
the full spectrum of market Analyst coverage
opinion on a company and also Many factors influence the
challenge their own views. Fund analysts decision to initiate
managers inevitably have research. It is expected for
particular analysts who they the house broker to write
trust and rate more highly than research on all of their
others and will put greater corporate stocks. The
weighting on their opinions, majority of analysts have a
models and forecasts. The sector focus and therefore
companies covered also review need to cover a good
the research written on them number of companies within
and often this is used as a that sector in order to speak
gauge by management as to with authority and
whether the wider market understand the sector
opinion is supportive of their dynamics. The decision will
particular strategy. also depend on a companys
Management of analysts market capitalisation, daily
expectations is therefore an average trading volumes and
important element of effective the stocks overall liquidity.
investor relations. For example, if a company
has a small number of tightly
held institutional holders or a
limited number of shares
readily available, it would be
difficult for the broker to
monetise its research.

Companies with a market

capitalisation below 100m
tend to enjoy coverage from
between one and four
analysts. Those companies
with a market capitalisation
between 100m and 1bn
may be covered by up to 10
analysts and for companies
with market capitalisations
above 1bn, as many as 30
analysts might provide
coverage. Above a market
capitalisation of c.1bn, it is
usual for a company to have
a dedicated investor
relations team to interface
with buy and sell-side approach. Their focus is on
analysts. Below 500m it is maintaining coverage of all
often the Finance Directors the key companies quoted
responsibility to on the major global
communicate directly with markets.
the analysts.
In the mid-market,
The very largest investment investment banks employ
banks invariably have a different focus, primarily
global operations. Such looking at companies
banks will organise their quoted and
research on a global basis headquartered in the
with a sectorised top-down banks own
aimed at
18 What Investor
Relations is and who it is

and ongoing direct

communication. This is vital
for their understanding of
historic financials,
particularly if there were
one off events that effected
performance in the past, as
well as assisting the
accuracy of their published
estimates.

Site visits, depending on

the type of company, are
often useful for increasing
their knowledge base.
domicile and viewing these
Analysts also like
companies in terms of the management teams to visit
sector in which they operate, their sales team on a
rather than their market continual basis, in order to
capitalisation. Research will maintain interest and
normally be issued on a enthusiasm in the equity
pan-European or purely UK story. Some analysts also
basis. like to have access to the
larger customers of the
At the smaller end, boutique company to increase their
investment banks tend to understanding of future
focus their attention on growth prospects.
Smaller-Cap companies,
possibly with a high proportion Essentially, all analysts are
of AIM companies, where the continually looking for an
boutique feels that there is an information edge over their
interesting equity story or competitors, which allows
believe that a company is them to generate interest
unfairly regarded and and activity whether
undervalued.
buying or selling of a
companys shares.
What analysts want
Analysts strive to have as
deep an understanding of a
company, its key drivers and
macro influences as possible,
which requires regular access
to the companys management
 to uphold and therefore
defends its arms length
credentials. This research, in
addition to its house broker
research, can be particularly
useful to a smaller company
which does not get covered
widely by other analysts and
is seeking to generate further
interest in its story.
Sponsored research is
generally distributed to a
wider audience from the
standard institutional fund
Sell-side Analysts: work for
manager base including
investment banks and
private client brokers who
stockbrokers. Their research is
look after retail money and
distributed to institutional and
can be a useful tool for aiding
other investors. Sell-side the liquidity of the stock.
analysts will aim to achieve
high rankings in external
institutional voting surveys in
order to maximise the impact of
their research. Sell-side
analysts look to generate
share-trading commission
revenue from institutional
investors.

Buy-side Analysts: are

employed by fund management
institutions to provide specialist
knowledge. Buy-side analysts
produce research that is only
used internally by the fund
managers in guiding their
investment decisions. Their
forecasts and recommendations
are not publicly available. Buy-
side analysts are guided by the
fund managers as to the stocks
on which they should be
providing research.

Company Sponsored/Paid-
for Research:
Similar to sell-side analysts, but
rather than getting paid via
share-trading commission flows,
these analyst firms charge the
quoted company under
coverage directly for individual
research reports or a
subscription service. Due to this,
the research can be criticised for
being biased, however the
research house has a reputation
What Investor Relations is
and who it is aimed at 19
Company Sponsored/Paid-for Research
A Fund Managers View
Gervais Williams, Head of UK Small Cap, Gartmore Investment Limited
of fund managers Paid-for research
As a fund manager in the may consider the also widens the
Small-Cap space, an area company. The time range of
comprising a large number of taken to liquidate
opportunities
companies who are not always fund holdings is an
available to
widely researched, we regularly important
investors who are
use paid-for research reports consideration for
not able to meet
(research reports managers of open- the management
commissioned and paid for by ended funds, who of companies
quoted companies and may need to sell being considered
procured from independent assets to fund for purchase.
equity research providers) to redemptions and While institutional
support our decision-making cannot afford to investors are able
process. We have found such have large positions to gain access to
reports useful as part of our which may be the management
research process as it means difficult to sell. of such
we have more information companies and
about a company. Indeed we possibly spend
also utilise such research as we time with them,
find it may add value when not everyone has
marketing our products by this opportunity.
providing a third-party opinion With a large
to support investment universe of
decisions. quoted
companies, it is
The availability of paid-for
difficult to meet
research, often referred to as every company
company sponsored research, even if you do
has the potential to bring a have access.
greater number of active
participants in the stock trading It is sometimes
of a company. It may be easier difficult to ascertain
to raise new capital and whether the
increase liquidity of the shares research provided
already in existence if a broader is sufficiently
base of potential investors is objective. We have
familiar with a company. found that research
Reducing the liquidity risk companies are
premium should be reflected in keen to develop a
a more favourable share price. reputation for
Additionally, improved liquidity quality and for this
is a factor which improves the reason they are
likelihood that a larger number very careful about
what they publish. While As a result, paid-for willing to be critical
companies will be able to research of the companies
review factual information, companies they research.
typically they are not permitted opinions are taken
to influence the opinions more seriously
expressed by the researchers. because they are
20 What
Investor Relations is
and who it is aimed at

internet-based new media (see

matrix overleaf).

The influence of financial

journalists
The financial journalist plays an
influential role in todays financial
markets; they are relied upon by
investors and the public as a filter to
assess the investability of companies;

Media offering buy or sell advice; to

determine trading news and financial
results, whether exceptional profits or
Polly Fergusson, Director, Pelham
trading downturns; and making sense
Bell Pottinger
of complex financial information. The
need for companies to communicate
Business news hits the front page effectively to this audience and
As billionaire investor Warren ultimately to all shareholders is
Buffett observed: It takes 20 years paramount. Coverage in the financial
to build a reputation and five media will foster positive, or negative,
minutes to ruin it. This is profile and visibility for a company and
particularly pertinent to the world acts as a backdrop to its investor
of international finance, where relations (IR) programme.
reputation is everything.

Recent economic conditions have

significantly impacted many
business reputations that have
been built up over years. In turn,
this has increased the appetite for
business news and the days when
financial stories were hidden at the
back of the paper are over.
Business news is no longer low
status it has migrated into the
main sections of newspapers,
thrusting financial journalists into
the limelight.

This means that for all businesses,

and quoted companies in particular
- which have a duty to engage with
their shareholders - effective
communication with the financial
press is more important than ever,
whether traditional print
(newspaper and magazine)
journalists, broadcast press
including radio and television, or
 pressures facing the media and the
best time to call journalists. IR and
PR advisers should always be
prepared to anticipate the questions
that will be asked and will
appreciate to never phone a
journalist on deadline unless the call
is relevant to the story in question.

Whereas IR and Public Relations (PR)

professionals are in the business of
establishing, building and protecting
reputations, financial commentators
are in the business of questioning
these, attempting to put a true value
on these reputations. Good financial
PR will act as a conduit between a
company and the financial media, and
help this process. It is a far cheaper
way of building a companys reputation
than advertising, with the added
benefit of being a third party
(journalists) opinion, which adds
credibility.

The journalists agenda

For a company to communicate
effectively to media, it is imperative
that its IR and PR representatives
understand the dynamics of the
financial journalists agenda, so any
engagement runs smoothly and
effectively for both the company and
the journalist.

The recent rise in demand for

financial and business news and
cutbacks in the media has
resulted in a significant increase in
workload for financial journalists.
The speed of internet newsflow
means journalists are often
expected to constantly update
news stories throughout the day
and night to stay on top of a
story.

Meeting deadlines is a crucial part

of the journalists trade, which
means a fast response from IR and
PR advisers is essential. Financial
PR firms should understand the
What Investor Relations is and
who it is aimed at 21
Media Matrix: UK & International

Print Broadcast On-line/New media

Financial newspapers Financial television stations Newswires

National newspapers Television and radio stations Financial websites

with financial news
Regional newspapers Blogs

1 Financial/investment magazines

2 Sector trade press

3 Newsletters
companies should
expect a briefing with professional will have a
On some occasions, journalists will call their IR or PR advisers good relationship with
companies outside normal working hours if ahead of each relevant journalists and
they believe they have unearthed an journalist meeting so if a meeting is taking
exclusive and want to pre-empt any planned they know what to place, will understand
press activity. In this situation, IR and PR expect. A PR the basis on which the
advisers should be working with a meeting is happening,
companys management with pre-agreed the information
responses ready. required by the
journalist and how to
It pays to treat journalists as important handle any potential
and very demanding customers, and that problem areas. If this
way a company is more likely to get a process is not adhered
favourable result. to, companies may
well find themselves in
Relationship-building with the media a difficult situation; ill-
Relationship-building should be at the heart prepared for an
of any media strategy. A positive interview, handling an
relationship should smooth lines of inquisitive journalists
communication and generate goodwill questions awkwardly
between a company and media, and should and potentially giving
go a long way to ensuring that a company away confidential
has its fair share of voice in the media. information and the
wrong impression of
Companies should try to engage with media the company.
in a variety of ways including 1:1 meetings
throughout the corporate calendar and not All key announcements
just at results. Different news will require by public companies
different approaches to the media. Key to any need to be released to
meeting or engagement is preparation and the market. Annual and
interim results are major opportunities for Other events that might can encourage media
quoted companies to engage with the media spark communication relationships and
and this can mean several interviews with include announcements develop understanding
relevant journalists from the financial pages, of key contracts or new of the company.
newswires and online. Outside the normal business and Board
reporting periods, companies may need to appointments. These
update shareholders, with trading statements. are opportunities that
Relations is and who it is
22 What Investor aimed at

truthful. They will remember this and

respect you for it.

When companies are presented with difficult

questions, they may be tempted to consider
making comments off the record, but a
simple rule is that if you dont want to see it
in print, then dont say it!

Given the often dry material that the

financial media is given, providing
supporting material will add colour to a story
and increase its attraction to a journalist.
Using materials such as quotations,
photography and statistics to illustrate a
trend or issue more effectively can all form
an effective part of a financial PR strategy to
engage a journalist.

Managing any negative news

Media meetings are typically arranged to
project a positive image of the business
with the aim of securing helpful, informed
coverage. However, negative news will
sometimes emerge and companies should
work with their IR and financial PR advisers
to mitigate any potential damage.

Every company should have a media

policy in place, so that all employees
understand the rules of engagement with
the media, including what to do when a
journalist calls unexpectedly.

Issues management that is,

continuously monitoring and assessing
potential problematic issues and their
development can identify potential
problems at an early stage and prepare for
media engagement, which greatly reduces
the potential damage to the company.

Even when journalists are writing negative

stories, it pays to be polite, helpful and
Conclusion

Dealing with the media can be a rewarding

experience. If companies and their IR and PR
teams are well prepared and understand the
journalists agenda, this can go a long way to
alleviating negative coverage and assist a
company in enhancing and improving its
public profile and reputation. Companies
need to display openness and to maintain a
constructive dialogue with all key
stakeholders, including the media,
particularly in difficult times. While it can be
an easy choice for companies in such
circumstances to reduce their communication
budgets, the reality is that this is exactly the
point when open communication may benefit
a business most.
What Investor Relations is and who it is
aimed at 23
24 What Investor Relations is and who it is aimed at
The Investor Relations Team
those of the main advisers a
When setting and delivering an investor quoted company would typically
relations strategy, it is important for quoted work with. These include
companies to know who should comprise the registrars, corporate brokers,
investor relations team and what each team financial PR firms and investor
member does. This section of the guide relations consultancies.
details the roles and responsibilities of a
companys own management team as well as
I
n
O
n
Entering into a long term dialogue
with a companys Chief Executive and
Finance Director is a key factor that
drives our investment decision.

Essentially, as investors we are backing the

management team and their ability to deliver
their strategy and provide returns for their
investors.

It is equally vital that the Non-Executives are

high calibre, because shareholders need them to
challenge and guide the Executives.

Investors will want to have open lines of

communication with both the Executive and
Non-Executive Directors and companies should
embrace this as part of their investor relations
strategy, for example by a Non-Executive
offering to talk directly to shareholders
without the Executives present.

Andrew Buchanan
Fund Manager,
Octopus Investments

28 The Investor
Relations Team
Registrar
Matthew Edmund, Business Development Manager, Computershare and Georgeson
When devising an The register of
investor relations members cannot
Why do companies need a registrar?
programme the first tell you what you
The Companies Act 2006 states
place to start is the need to do in
that every company must keep a
register of members. isolation, but it can
register of its members. be analysed and
This is your list of
current shareholders cross referenced
A good registrar will: against other data
and from this point
you can start to sources to identify
1 Maintain the companys
understand who they investors. This
register of members and handle are and as shareholder
shareholder transactions and queries analysis unearths
importantly, who has
2 Provide an interface to chosen not to invest. the underlying
share-trade settlement providers beneficial holders
3 Make payments, including below the
actioning dividends custodian.
4 Manage corporate
actions, such as capital The registrar will have
raisings, mergers and a comprehensive view
acquisitions into a companys
registered
5 Distribute information about
shareholders enabling
the company to its shareholders
companies to gain
6 Aid industry and market enhanced visibility
development. For example, into who is behind the
influencing procedural changes to various nominee
the benefit of companies accounts, and how
the shareholder base
In addition to the above, the table is comprised: direct
overleaf details a wider range of registered retail
activities that registrars also typically (private) investors,
assist quoted companies with. private client brokers,
institutions, prime
The share register knowing who owns broking desks (usually
your shares Quoted companies will held for hedge funds)
need to constantly monitor share and stock lending
ownership either via the registrar or accounts. This view
working alongside other providers that allows a companys
specialise in shareholder analysis. This investor relations
analysis of the register is of particular team to plan and
importance during an AGM, corporate prioritise its time to
action or when trying to spot stock ensure they are
predators. meeting with actual
shareholders,
understand what type of investor they terms of likely future
are and who they should be targeting in shareholders.
Team 29
The Investor Relations
Range of activities that registrars typically
assist quoted companies with:

Shareholder information and reporting

Web-based facilities that allow companies access to shareholder information, including share
prices, shareholding enquiries, top shareholders reporting, domicile reports, shareholding range
analysis, proxy voting reports and other statistical enquiries.

Shareholder communication
Companies can dispatch electronic copies of statutory documents and tax vouchers directly to
shareholders and email broadcasts of pre-scheduled company publications. Some registrars will
offer on and offline printing and annual report design and production.

Meeting services
Registrars can usually provide a comprehensive package of meeting solutions essentially designed
to support every stage of the process, from proxy card design, printing and distribution to vote
collation and reporting of results. In addition, registrars might also offer technology solutions
including electronic hand-held voting.

Employee share plans and share options management

Whether undertaken at the IPO or afterwards, introducing an employee share plan can
potentially increase your companys shareholder base through employee ownership. Such
plans can also be a useful tool in attracting and retaining staff.

Governance and company secretarial services

Products and services to help companies make sure all their legal entities and subsidiaries comply
with national and international regulatory rules and support the company Board.

Global capital market support and depositary interest

Overseas companies can use a Depositary Interest (DI) service to expand international reach and
find efficient ways to raise new capital from sources outside their domestic markets.

Shareholder portfolio management

Web-based tools that enable shareholders to easily and effectively manage their investment portfolio.

Share-dealing services
Registrars often have the ability to offer comprehensive share-dealing programmes, which
include dividend reinvestment and register reduction programmes.

30 The Investor Relations

Team
Proxy Solicitation knowing who has the voting
rights Who owns your shares is very important for
ongoing investor communications. Equally
important is knowing where the voting rights
reside, as this information is key to soliciting votes Many institutional investors are supported by
for company meetings and resolutions. Many various proxy advisers when it comes to voting.
beneficial owners, such as local authority pension Such proxy advisers provide recommendation
funds, may outsource the investment management on how their investor clients should vote on
of their assets but maintain the voting discretion in- each company resolution. Proxy advisers utilise
house. Understanding which different accounts are local market guidelines and best practices and
managed and where they appear on the register, in some cases, create their own policies which
is critical in determining if your shareholders are determine how many of the worlds largest
supporting management or not. financial institutions vote at your shareholder
meeting. They are multipliers in terms of
Proxy solicitors, a division often found in registrar influencing how the shareholders vote on
firms, can help companies track votes and link critical issues such as director elections,
them to register analysis to provide an overview of increasing capital and the remuneration report
who is voting, who is not, and which investors setting the pay schemes for senior
oppose or support certain company matters, for management.
example, the remuneration report or the share
plan that may be coming up for renewal at the next
shareholder meeting. More importantly, proxy A proxy solicitor will help assess which investors
solicitors can also establish whether you have a wholly rely on the recommendation of their
known activist or event driven hedge fund in your proxy advisers versus those that utilise the
list of shareholders. Tying the register analysis to proxy advisers research but make up their own
the governance and shareholder meeting mind. A proxy solicitor can also help to reverse
highlights potential risks the company may be an
exposed to, by way of activist shareholders or against recommendation or canvass
potential failure to pass all resolutions at the AGM. shareholders to support management if the
proxy advisers do not reverse their opposition.

Conclusion
By the nature of the tasks involved, it will
typically be the company secretarial and
investor relations teams who create and
develop the long term relationship with the
companys registrar. As the above points
demonstrate, aside from supporting companies
with their core shareholder communications and
payment needs, registrars are instrumental in
assisting companies with their corporate
actions, such as the IPO, shareholder meetings,
acquisitions and takeovers.
The Investor Relations Team
31
Corporate Broker
Adam Kelly, Vice President Corporate Finance, J.P. Morgan Cazenove
The key regulators, e.g.
services that AIM
Remit of the corporate broker Regulation (in
brokers
Historically, brokers were the a Nominated
provide
principal corporate advisers to Adviser
a company, with long-standing quoted
companies capacity), the
relationships that originated UK Listing
when the company first with include:
Authority
floated. Traditional broker (UKLA) and
arrangements were relatively 1 Pure
the Takeover
informal; brokers provided broking services,
Panel, as
advice on a broad range of which comprise
appropriate
issues through the life of the all market
making and
4 Advising
relationship and derived fees
equity-raising the company on
mainly from relatively
activities for the market
infrequent security issues.
quoted company aspects of
The brokerage model today
clients, such as transactions,
includes both the traditional
successfully such as the
broking firms with a specialist
issuing equity likely market
focus on equity-related
(company response to an
activities, as well as the full-
shares) and M&A transaction
service broking firms, usually
comprising a banking and supporting the
equity issues More recently, there
brokerage component.
with the brokers has been a trend
in-house towards a full-
Today, the single most
underwriting service brokerage
important aspect of the
capabilities model, where banks
broker function is to monitor
2 Providing with corporate
the company on an ongoing
support services finance and debt
basis, acting as the conduit
such as market capabilities
between the company and
disseminating offer a broader
the markets. Brokers are
market spectrum of
responsible for identifying
intelligence to services to clients.
potential issues and
clients, A typical full-service
opportunities and working
supporting them specialist would
with the company and the
during results also offer M&A
market to propose solutions
that are in line with the core announcements, financial advisory
objectives of the company. assisting with services, financial
investor relations advice concerning
and performing capital structure,
shareholder assistance with
analysis corporate
3 Serving as governance issues,
the interface with compliance with the
Combined Code and, in some an in-depth house typically
cases, additional services description of the undertakes on
such as electronic processing core activities and behalf of quoted
and trust dealing. services that a companies.
corporate broking
The table opposite provides
32 The
Investor
Relations Team
Description of a corporate broking houses
core services for quoted companies

Equity capital markets

The broker is responsible for advice on the structuring, sizing, timing and pricing of any capital raising,
including Initial Public Offerings, rights issues, placings and open offers, vendor placings, cash
placings and block trades. In addition, the brokers role will include investor education, marketing to
domestic and international institutional investors and the provision of advice to the company in the
allocation and pricing of offerings. The broker will organise a marketing programme to support an
issue and secure sub-underwriting or placing arrangements with a spread of institutions. The broker is
also the key liaison on the clients behalf with the UK Listing Authority (UKLA), the London Stock
Exchange and other exchanges. In addition to regular equity-related services, full-service brokers also
provide active capital management programmes, involving for instance, share buyback programmes
and other returns of capital to shareholders.

Sales
Sales teams have a duty to advise their institutional investor clients on the merits of a range of
stocks. The clients will include institutions and hedge funds in both the UK and overseas. Sales
teams are often involved in meetings with the companies to which the firm is broker and develop a
deep knowledge of these companies, strengthening their dialogue with institutional clients. As a
result, sales teams have a very good understanding of investors views on a particular stock.

Research
Brokers provide a range of research for institutional clients. Research includes daily, weekly and monthly
commentaries, sector reports and stock-specific analysis. Research teams provide a good understanding
of market and sector trends, and their insights are supplemented by their frequent interactions with a range
of sector specialists and fund managers amongst the brokers institutional clients.

(continued overleaf)

The Investor Relations Team

33
Description of a corporate broking houses
core services for quoted companies (cont.)

Shareholder analysis
Shareholder analysis is typically the foundation for the investor relations function. Brokers are
responsible for providing integrated shareholding information including details on the history of a
share register, current shareholding patterns and the breakdown of beneficial holders. Further,
brokers will typically analyse the weighting of an institutional holding relative to the sector and market,
helping to identify the over and under weights. Most brokerage firms provide an extensive
shareholder analysis report which includes changes in shareholdings, details of buyers and sellers,
identification of investment styles of the investing institutions, explanations of movements within
shareholdings and value-added knowledge on the identities of nominee holders. Ideally a quoted
company should be able to use the shareholder reports to monitor institutional changes, to
understand better the trading in their stock, reconcile institutional notifications against underlying
shareholdings and as a tool to assist in monitoring proxy votes at EGM/AGMs.

Corporate finance department

In the case of full-service corporate brokers, the corporate finance department is responsible for providing
advice on a wide range of financial matters, including balance sheet structure, mergers and acquisitions
and fund raising. Often, the corporate finance department is the key participant in advising on any planned
strategic move by the company and, in the case of transactions involving the issue of equity or debt
securities, giving advice on market capacity and pricing. The team is also responsible for liaising on the
clients behalf with the Panel on Takeovers and Mergers and clearing all related documentation.

Other services
In addition, some brokers have developed electronic processing as client requirements have
increasingly focused on a more efficient way of processing exercise and sale information. Brokers
may provide quoted companies with custody and trust dealing services. Additionally, full service
brokers may provide services such as employee share incentives and director share dealing services,
to assist companies during transactions such as IPOs, takeovers and fund raisings.

34 The Investor Relations

Team
Institutional investor access -
organising introductions for companies
A key element of the brokerage service involves
connecting companies with existing and new
institutional investors. This is usually a sequential
process which involves, initially, careful targeting of
the investor base. This is followed by coordinated
roadshows where companies meet investors in a
series of one-to-one and group meetings in key
investor locations, including the UK and overseas,
over a number of days. Typically, brokers will have
well-established relationships with key investors
In terms of logistics, corporate brokers will
and will be able to provide a targeted and focused
provide a tailored schedule of meetings and
approach to accessing these investors, after having
ensure that companies meet all the appropriate
carefully identified appropriate institutions.
contacts. In the case of significant equity
Investor targeting involves in-depth analysis of the transactions, management is often accompanied
current share register, supported by analysis of by a broker representative who knows each of
shareholdings for the companys peers and for the the institutions and the individual fund managers
sector in general. The corporate brokers investor
well and can provide in-depth briefings prior to
relations team also receives input from corporate
the meetings. Following the roadshow, the broker
finance colleagues and the research and sales
will provide the company with a feedback report
teams on the public side of the Chinese wall (see
based on conversations with those institutions
that met the management.
diagram overleaf), whose knowledge and insights
are gained from close interaction with institutions.
Typically, the brokers investor relations team is the
key contact for all investor meetings including the
post-results roadshows, site visits, transaction
roadshows and other investor meetings.

The Investor Relations Team 35

The Chinese Wall
provides
in-depth
market
Struc knowledg
ture e to the
of quoted
Corporate
the company.
Finance
com In order to
pany select
- brokers,
brok companie
er s use a
relati
Chine varied set
onshi
se of
p
Wall metrics,
Corp looking
orate for
brok brokers
ers with a
proven
aim
Specialist & degree of
Rto experienc
e bring
s three e, often
e evidenced
a elem by the
r ents brokers
c toget
h track
her record of
for selection
T
r their by clients
a quot or by the
d ed
level of
i
n com transactio
g pany n flow.
client Further,
I s: companie
n
s
s should
ti Market seek
t knowledg brokers
ue
who will
ti
o The most offer them
n important a detailed
a requirem understan
l
ent is ding of
Sales
that the the
broker potential
investorincluding investme
base. Mid and nt case,
Larger Small- alongside
compa Cap the
nies compani company,
often es, in based on
appoint certain knowledg
two situations e of the
brokers to access company,
, a broader sector
building range of and
a investors overall
relation and investor
ship thereby attitudes
with help towards
both on boost the
a day- liquidity company.
to-day in their Further,
basis, own brokers
and are shares. sales and
likely to research
use Develop teams,
both in the who have
the investme close
event nt case relations
of a The
hips with
large broker institution
transac should al
tion. be
investors,
This skilled in
provide a
strateg developi vital
y may ng the source of
enable stronges feedback
compa t and for the
nies, most company.
relevant
The
Investor
Relations
Team

36

investment
case, the
brokerage
house often
performs a
critical market
making
function for
their clients. In
general, this
implies that the
equities
business of the
broker has to
quote buy and
Market
sell prices,
making
encouraging
In addition to
trade in the
developing the
companys enshrined in a
shares. The companys
market making Continuing
function Obligations to
provided by the market.
the brokerage
firm is
particularly
relevant for
smaller
companies that
tend to have
fewer liquidity
providers.

Conclusion
Effectively, the
corporate
broker is the
eyes and
ears of the
Board, acting
as the conduit
between the
market and
the company,
reporting the
views of the
shareholders
to the Board
on an ongoing
basis and
giving the
company a
good feel for
what investors
more
generally are
looking for at
any particular
stage in the
cycle. The
broker
(Nominated
Adviser in the
case of an
AIM
company), is
also
responsible
for ensuring
that a quoted
company
releases
important
information to
the market on
a timely basis,
 the
spread,
which itself
can help
with
increasing
the liquidity
of your
shares.

When
deciding
whether to
register as a
By quoting market
buy and sell maker in a
prices in a stock, I will
companys consider a
shares number of
throughout factors such
the trading- as the likely
day, market spread, free
float and the
makers
companys
undertake
market
an capitalisatio
important n.
function to
provide and In general,
contribute market
to the makers
liquidity of welcome
individual companies
shares as contacting
them
well as the
directly in
overall
order for us
liquidity of
to better
the markets understand
that we their
trade in. business
activities and
help price
Having the security
multiple appropriately
market- .
making
firms Julian
quoting Palfreyman
prices in Chief
your shares Executive,
can assist in Winterflood
reducing the Securities
difference Limited
between
buy and sell
prices,
known as
The
Investor
Relations
Team
37
Financial PR Firm
Ed Firth, Managing Director, Investor Relations Practice, FD
management and The company -
any other activity financial PR
Remit of the financial
PR agency
crucial to agency
achieving the relationship
Nearly all quoted
companies will
companys fair Financial PR
valuation on the agencies work
employ a financial
communications
stock market. The closely with
table opposite senior
adviser - typically
referred to as its
details what a management
financial PR within the
financial PR agency.
The financial
agency will company,
typically advise usually the Chief
communications
adviser is primarily
and assist a Executive and
quoted company Finance Director,
responsible for
promoting the
with. and if it has the
function in-
company and its
prospects to the house, the
investor relations
investment
community. team. This is
because a
It is the role of this companys
agency to work closely corporate
with quoted companies reputation and
and the companys other that of its
advisers, such as its management
investment bank(s), team are
lawyer(s) and auditor(s), fundamental
to ensure consistency in influencers of
messages to investors, perceptions
analysts, employees, towards the
customers, journalists business as a
and other key traded stock.
stakeholders. This
A financial PR
includes providing the
agency can be
company with strategic
engaged by a
communications advice
company to
on capital markets
advise on a
communications
specific project
strategy, through
for example to
ongoing investor
provide advice
relations advice and
and support
support, shareholder
regarding an
targeting, peer group
IPO, M&A
analysis, financial news
activity, hostile bid or agency on this usually the
defence, reputation basis, as the gatekeeper
issue/crisis agency builds up to company
communications, a relationship announcem
fundraising or share and knowledge ents, it is
placing or on an of the company authorised
ongoing retained and works with typically by
basis to provide the client its clients to
continued support. continually. issue
Most quoted announcem
companies engage a As the ents to the
retained financial financial PR market on
communications agency is their behalf.
38

The Investor
Relations
Team

6 Gathering analyst
forecasts and
establishing consensus
forecasts

7 Corporate
governance issues

8 Shareholder
analysis

Areas that 9 Investor targeting

10 Roadshow
financial PR management
agencies 11 Investor perception
advise on: audits

12 Analyst liaison
13 Crisis
1 Communications communications issues
strategies
14 The in-house
2 Business and corporate PR function
financial media
strategy and
relations

3 Financial calendar
reporting

4 Drafting of
regulatory news
releases and
financial
communication
presentations

5 Peer monitoring
and analysis
 keeping the company
informed of analyst
sentiment and consensus
forecasts.

Private client brokers

Should a quoted company
wish to market itself to
private client stockbrokers
as a means of gaining
access to private investors,
financial PR agencies are
often the adviser who will
arrange for the company to
Financial PR key
meet with private client
audiences
broking firms.
Primarily, the audiences that a
Institutional investors
financial communications
In addition to the above
agency will engage with on
audiences, financial PR
behalf of its client are the
agencies can, when
business media, sell-side
required, provide investor
analysts, private client brokers
relations advice and
and, where required alongside
independent perception
the companys corporate
audits relating to
brokers, institutional investors:
institutional investors.

Financial/business media
A financial PR agency will
have extensive knowledge
of and contact with the
financial and business
media. The agency will
provide advice to its client
to maximise the
opportunities available to
them to communicate with
the global marketplace and
will use its detailed
knowledge of the media to
best advise its clients on
particular situations.

Sell-side analysts
Sell-side analysts will issue
stock recommendation
notes on companies, based
on their understanding of
the business, its markets
and future prospects. It is
the agencys role to
manage the relationships
with the analysts, including
engaging them at financial
calendar events such as
full-year and half-year
results, conducting
perception studies and
 39

The Investor Relations Team

Investor Relations Consultancies
Richard Davies, Managing Director, Richard Davies Investor Relations
and sophisticated. Good analysis of
The share register the share register
The role of the investor
in itself is unlikely to will indicate buyers
relations (IR) consultant
reveal the actual and sellers of the
Many quoted companies
owners of a shares; overweight
choose to use IR
companys shares and underweight
consultancies either on a
due to the large positions;
retained basis or to provide
number of pooled geographic
advice and support through
nominee accounts location;
corporate actions such as
and the advance of investment style;
mergers and acquisitions.
derivatives, stock market and sector
IR consultancies may
lending and trading weightings; funds
specialise in specific niche
accounts. Rigorous under
services such as share
analysis of the management; and
register analysis or market
register is essential non-holders. The
sentiment studies or,
for companies to IR consultancy will
conversely, may offer a
understand who then augment this
broad range of IR related
owns its shares, information using
services to support the in-
who is making the peer group analysis
house team, tailored to
investment and market
meet the clients
decisions and who intelligence to build
requirement. Inevitably
holds the voting a picture of which
some of the services that
rights. institutional
IR consultancy firms
investors the
provide may also be offered
company should
by other financial advisers
target for company
such as corporate brokers,
meetings. Accurate
registrars and financial PR
and well-
companies who may sub-
researched data
contract such services to IR
will allow IR
consultancies.
consultancies to
approach those
Niche Services
fund managers with
The services that IR
a high probability of
consultancies typically
investing in the
provide are:
stock to meet with
company
Share register analysis and
effective targeting management.
The foundation of any
investor communications Roadshows
strategy lies in share register IR consultancies
analysis. Over the years the often assist
trading environment has companies in the
become increasingly complex targeting and
organisation of roadshows (a also have a working institutions.
series of meetings with knowledge of the Including this
investors) due to the private client audience in the
intelligence provided by their stockbroker market investor relations
shareholder analysis and which companies strategy can offer
contact relationship often overlook in access to a pool of
management capabilities. An favour of the larger loyal and long-term
IR consultancy will typically financial shareholders.
Investor
Relations Team

40 The
secretariat role. Even with a
dedicated Investor Relations
Officer or team in place, there can
sometimes be periods when more
resource is required. IR
consultancies can help quoted
companies in these situations by
providing:

1 Specific advice on a
given corporate action
2 All round support on a
retained basis
3 Training and support to
those who may find
Sentiment studies
Corporate governance as defined themselves with investor
by the Combined Code demands relations responsibilities with
that there should be a dialogue no prior experience
with shareholders based on the
mutual understanding of
objectives. The board as a whole
has responsibility for ensuring that
a satisfactory dialogue with
shareholders takes place. It is the
Chairmans responsibility to ensure
the entire Board is informed of
shareholder sentiment. Many
companies undertake sentiment
surveys to ascertain cognition and
perception of their stock. IR
consultancies can support quoted
companies by interviewing a cross
section of overweight, underweight
and absentee investors to gauge
shareholder sentiment and offer
strategic outputs.

In-house training and support

Although most FTSE 100
companies employ dedicated
investor relations professionals,
smaller companies may not be
able to justify having this function
in-house. In this instance, investor
relations responsibilities may be
allocated to a finance or company
Investor communications
materials

An IR consultancy can also assist

quoted companies with their written
communication materials such as
company announcements, annual
reports and website content. Quoted
companies must operate within a
strict legislative and regulatory
framework which is increasingly
complex and constantly changing. IR
consultancies will advise
management teams on the timing,
content and distribution channels for
such material. The market is also
sensitive to subtle nuances. An IR
consultancy will be able to advise on
how the market will react to
announcements and how quoted
companies position themselves most
effectively.
The Investor Relations
Team 41
42 The Investor Relations Team
Building the Investor
Relations Programme
Before deciding on which tools to use to communicate with
the investment community, management teams will need to
carefully define the companys case as a potential
investment. This section of the guide looks at what
companies should consider when formulating their
investment proposition and the various tools that companies
typically use to communicate this, including meetings,
company announcements, annual reports and websites, as
well as the provisions in the Companies Act 2006 for
communicating with shareholders electronically.
A
l
W
h
Case study: Mears Group plc
have been
Bob Holt, central themes
Chairman to our
Much of the
investment
Outlook
Since joining AIM proposition. For
section of our
in 1996, and our example, Mears
2009 interim
subsequent move Group entered
into the results analyst
from AIM to the
domiciliary care presentation
Main Market in
market with the encapsulates
2008, Mears
the dynamics of
Group has always acquisition of
Careforce, Mears
looked to enter
into a dialogue which saw us investment
with both issue additional proposition:
institutional and shares to
private investors. investors to 1 Strong
Reflecting the raise over fundamentals
25m. In for the core
nature of our
business
business and our addition, over
commitment to our 2004 2008 2 Growth
financial period, markets
corporate
governance and sales revenue 3 High
increased from visibility of
corporate social
future
responsibility, we 174m to
revenues
have also sought 420m and
profit before tax 4 Spend
to speak with
and drivers
managers of defensive
ethical-orientated amortisation
grew from 7m 5 No bad
funds about the
to 20m. In the
debts
companys
investment same period,
dividends paid
In terms of
proposition.
to shareholders
communicating
Analysing the
our investment
company and its moved from case, we
performance so 1.90p to 4.75p
regularly meet
that our per share.
with our
investment shareholders,
proposition is prospective
current, clear and investors,
firmly understood, analysts and
is something we the media. We
undertake on an also publish
ongoing basis. investor-related
information
Growth and
about the
dividend policies
group, such as in partnership their own
key financials, with Local homes
analyst Authorities and delivered
presentation Registered through
material and Social Housing partnerships
copies of our Landlords and with Local
annual and it has a Authorities. In
interim reports, on growing addition,
our website. presence in the Mears
domiciliary subsidiary
About Mears care market Haydon is a
Group plc through its specialist,
Mears Group is a Careforce mechanical
leading social business, and
housing repairs providing engineering
and maintenance personal care services
provider working to people in business.

Building the
Investor
Relations
Programme

46

interest than none payers.

Investors will also want to

know the short, medium
and long term benefits of
being shareholders in the
company. Therefore,
management need to
clarify their views on rates
of growth of revenue and
earnings and potential exit
for shareholders as these
will all dictate investment
targets. Having decided
on the dividend and or
Dividends and capital growth ambitions, the
growth
companys advisers will
As part of the process of
direct the company
putting together the
towards those funds best
companys investment
suited to the company.
proposition, management
teams should analyse the
companys aspects and
flexibility around paying
dividends as these will
immediately attract a
certain class of
investment at the same
time as giving an
appearance of long term
planning to shareholder
return. It is no secret that
those companies who pay
a dividend from the outset
of their public company
life are likely to be of more
Easily understood

Whatever the investment

proposition is at the outset,
it should be easily
understood by the
companys advisers. Once
agreed, the companys
investment proposition
must be easily identifiable
and communicated to the
widest focused and
targeted investment
community. Ensure that
where the company
deviates from the initial
strategy that any deviation
is managed in an open and
honest way.
Building the Investor
Relations Programme
47
Meetings
Heather Salmond, Managing Director, Abchurch Communications
often for the first time,
accompanied giving them an
Face to face
by a member introduction to the
Meetings with your key
of the sales company. In the
target audiences are a
team of the UK, the majority
critical opportunity for
broking house. of these meetings
you to convey your
With new and take place in
equity story. The
potential London.
management team
investors,
must be well prepared,
these meetings
with strong collateral,
will take the
to ensure that
form of a
meetings which are
presentation
arranged for you by
from the
your advisers are as
company,
effective as possible.
followed by
questions. With
There are a number of
investors who
regulatory financial calendar
are more
requirements which will
familiar with
provide clear opportunities
the company,
for the Board to meet with
these meetings
the companys stakeholders
can be much
throughout the year. It is
more
important to maximise these
interactive from
opportunities, and to ensure
the outset.
that you are reaching all
audiences. Your
At the time of the
communications activities
full-year and half-
should include face to face
year results,
media and analyst briefings,
companies will
as well as meetings with
typically be taken
institutional investors and
on a roadshow of
private client brokers.
individual
meetings with
Cornerstone meetings
institutions by
Institutional investors
their broker, in
These meetings are
order to update
typically arranged by
existing
the companys
shareholders on
corporate broker, and
the companys
are one-to-one
progress as well
meetings at the
as to meet
institutions offices,
potential investors
Similarly, brokers may may arrange houses have
look to extend individual distinct distribution
company roadshows meetings with from your house
internationally across PCBs, but often broker, gaining you
Europe, the United it is more wider exposure
States or elsewhere, in efficient to host a amongst investors,
order to cater for any group meeting but also this sort of
overseas investor with PCBs from a third party
interest. range of different endorsement is
houses. Some powerful when it
Private client brokers PCBs at a comes to
(PCBs) presentation may investment
Private client brokers are already be decisions. You
an important audience for shareholders, should target both
quoted companies as whilst others will sector-specific
they can influence the be new to the analysts, as well
stability of its share price. story altogether. as generalists
A roadshow allows you to covering
take your company Sell-side analysts companies of your
beyond London, as PCBs Developing size. Once an
cover the whole of the relationships with analyst has
UK. If you have met the sell-side analysts become interested,
London branch of a firm, is important your company
also talk to those based because it might form part of
in other parts of the encourages a note on the
country or overseas, as analyst coverage sector, or, it might
they control distinct pools in addition to that have a compelling
of capital. of your house enough story for a
broker. This is stand-alone piece
Your financial PR firm beneficial because of research.
not only will other
Programme
48 Building
the Investor Relations
as the latest up-to-date figures.
These can be followed up with
individual meetings, so that an
analyst thinking of initiating
coverage can have a more
detailed conversation with the
management.

Press
Building strong relationships with
the press is the key to gaining
coverage in a highly competitive
market. It is important to build
relationships and understanding
with the key journalists in your
sector across all types of media.
You should use your results The most effective way to
twice a year as an opportunity engage a journalist and convey
to hold group analyst a companys equity story is
presentations, usually at the through face to face meetings. If
offices of your financial PR firm. the journalist has good
These meetings are an background knowledge of the
opportunity for analysts who company this will mean that they
are new to the company to gain will be more inclined to cover
an overview of its operations your story when you release
from the management, as well
specific news, or to quote you as
an expert on your space as part
of a broader article.

Background briefings, which

allow the journalist to get to
know the company, are a good
way to solidify relationships. At
these initial meetings it is also
useful to give the journalist a
wider landscape of the
competitive market, and to
discuss developments in the
sector on a broader level. This
will position the management as
experts on the space and will Other meetings
increase chances of coverage in
a broader article. Briefings can General meetings
then be conducted by phone at Companies should use their
a later stage at points such as general meeting to
the results, when there is communicate fully with
specific news to discuss. shareholders; not only can the
meeting itself be used for the
Chairman or Chief Executive to
present and provide an update
on current trading, but this
should be reflected in a market
announcement which gives all
investors an update, including
those who were unable to
attend the meeting itself. The
announcement must replicate
the content of the meeting, to
ensure that all investors have
the same information. This
update is often written in the
form of a quote in the
announcement.

The general meeting should

also be used as a discussion
forum, and questions should
be encouraged once the
formal proceedings are
completed. This ensures that
the management is
transparent with shareholders
about the running of the
business, and provides an
opportunity for shareholders to
raise queries or concerns in an
organised and regulated
environment.

Site visits
If your operations have a visual
element to them, a site visit is
a powerful way to convey your
story and to give visitors for them to speak with other
greater insight into the employees, and to gauge the
company. Inviting the media, quality of the middle
analysts and investors to visit management. Events such as
your company will increase the opening of new facilities,
their understanding of what acquisitions or the launch of a
you do and how you operate. new product are the ideal
This also gives an opportunity opportunities to host a visit.
Building the Investor
Relations Programme 49

into the businesss investment

proposition.

It is often helpful to also take

any marketing materials,
such as a company brochure,
as this gives an indication of
the quality of the product or
service, and also indicates
the sort of customer that the
company is targeting.

Round table debates and

conferences
Typically organised by
investment banks, round table
debates and sector
conferences can be a good
introduction to investors. This
is particularly the case if you
are invited to attend a
conference other than your
house brokers as you could
be in front of a new set of
contacts. These can either
take the form of a series of
presentations by individual
companies, or a more generic
discussion on a theme.

Meeting collateral
Presentations used at
meetings should contain
information about the
companys operations, the
management team, the
financials, the market drivers
for the business and the
competitive landscape. These
are the areas that the
investment community will be
most interested in, and will
give its members an insight
 better a fund manager
understands your business,
the more support your
company is likely to have in
the market.

We like companies which

under promise and over
deliver. Too many companies
feel they have to over promise
and then stretch to try and
make the numbers. Do not
resort to a succession of
company announcements in an
The secret of getting effort to try and sustain your
your message across share price.
to fund managers is to
keep it simple. What I Fund management is a
want to understand is worldwide business with
what are the inputs thousands of eyes keeping a
that go into a look out for opportunities. If
company and what you keep producing attractive
profit growth then someone
affects them in terms
will find you and when they
of price and supply. do they will want a clear and
concise message.
It is then important to
understand what a company
Andy Brough
does to those inputs and
Co-Head of Pan-European
how what it produces in Small Companies,
terms of products and Schroders
services is then sold. The

50 Building the
Investor Relations
Programme

understand what other

investments an institution holds,
or what topics and companies
the journalist or analyst has
recently written on. Your broker
should be able to brief you on
what the investors you are
meeting are looking for in terms
of returns, and also their
preferences towards timing and
size of investments. You should
also learn how knowledgeable
they are about your sector to
identify whether you need to
explain the technology or
Preparation operations in simple terms, or
It is important that the whether they have a stronger
management are well prepared understanding of the competitive
before any of these meetings, landscape. Corporate brokers
and know what the investor, will be able to give you this
analyst or journalist is looking information on each investor you
for. The best way to do this is to are meeting, as they hold the
relationships directly.

All directors need to be

consistent in their responses,
particularly to any tricky
questions. It is important to
have agreed responses and
good corporate material, key
messages, to rely on and refer
to during meetings. This will
give a high degree of
consistency to the messages
that are conveyed during each
meeting. The management
team also need to be prepared Given that most of the meetings
to answer questions on the that are arranged by your
directors and their advisers will be on a tight time
backgrounds, as well as scale, often lasting for an hour
threats to the business, or less, it is crucial to be
barriers to entry and succinct and well prepared in
competitors. order to make the most of the
time that you have with people.
The companys presentation
should last no longer than 40
minutes, to enable time for
questions.

Conclusion
The meetings that you have
throughout the year are an
opportunity to demonstrate the
companys progress and to
keep investors updated and
informed. They are also a way
to attract new investors and the
support of the press and analyst
community. It is critical to
leverage all of these
opportunities to their full effect,
and to remain transparent and
consistent in all
communications.
 Building the Investor
Relations Programme 51

However, companies must

also operate on an ad hoc
basis to ensure that any new
developments are also
disclosed to the market
without delay.
This will normally involve
consideration of whether
there is any inside
information which requires
disclosure to the market.
Company
The concept of disclosing inside
Announcements information is set out in the UK
Listing Authoritys (UKLA)
Charles Bond, Partner, Listing Rules. Listing Principle 4
Cobbetts LLP
states that a listed company
must communicate information
Transparency to holders and potential holders
In order to maintain fair and of its listed equity securities in
transparent markets, it is of such a way as to avoid the
fundamental importance that creation or continuation of a
quoted companies keep false market in such listed
investors regularly informed equity securities.
about their affairs. The various
provisions set out both in
statute and regulation relating
to company announcements
help to create such
transparency and protection for
market participants.

What to announce
The need to provide investors
with regular news flow means
that companies will need to have
in place an annual reporting
calendar to enable them to
announce certain planned
events throughout the year, such
as the publication of annual and
half-yearly reports. In addition to
this, companies may hold
regular investor or analyst
briefings and will also
communicate with their
shareholders at the Annual
General Meeting. The periodic
publication of news helps to
create a balanced and orderly
market in a companys
securities.
 principles are very similar.

When determining whether a

company has inside
information, the flowchart on
page 54 can be followed. The
initial assessment of whether
particular information amounts
to inside information must be
made by the company, with
help from its advisers. In
reality, unless the case is
obvious, input from the
companys advisers will be
What is inside information? vital, as there will be a number
The principal provisions relating of different factors which will
to disclosure of inside need to be taken into account
information are set out in the when assessing the
Disclosure and Transparency significance of the information,
Rules (DTRs) which implement such as the companys size,
certain European Directives on recent developments and
disclosure and transparency. market sentiment about the
These apply to all companies on company and its sector, the
a regulated market, such as the swing in share price, including
London Stock Exchanges Main other market variables
Market. However, companies affecting price, the source of
quoted on AIM are subject to the information, the companys
their own rules relating to the financial condition and
disclosure of price sensitive information previously
information, although the disclosed by the company to
the market.
52 Building the
Investor Relations
Programme

movement in price), as well as

the input of a financial PR firm
so that any announcement is
properly structured for the
investor audience. With respect
to AIM companies (see further
below), all such considerations
must be made in conjunction
with a companys Nominated
Adviser.

Certain rumours or speculation

circulating in the market or the
press may prompt the company
to consider whether such
Usually a company will look to a information is inside
combination of its legal adviser, information. The flowchart
to ensure that it complies with overleaf should be followed in
the necessary regulations, its each case but, in general, if the
broker and corporate finance rumour is accurate and is inside
adviser, to assess the significant information, an immediate
price effect test (which, for the announcement will be required.
avoidance of doubt, is not reliant If the rumour is false, then the
on any specific percentage company may choose to delay
disclosure, probably indefinitely.
There is no obligation to
respond to a false rumour,
although a company may wish
to correct significant errors
where they lead to general
market misapprehension or the
market being misled.

For further help on the subject,

the Committee of European
Securities Regulators (CESR)
has published guidance in which
it considers what constitutes
inside information and provides When to announce
additional clarification on the
terms precise nature and Once a company decides
significant price effect. In that there is inside
addition, there is a (non- information, the general rule
exhaustive) list of the types of is to disclose this to the
event or information which may market without delay.
constitute inside information,
ranging from changes in The UKLA has previously
management or control of a made it clear that there is no
company to a projected reason to delay disclosure
withdrawal from or entry into a either due to a lack of formal
new core business area. Board approval or in order to
arrange a parallel event,
such as an associated
webcast. Similarly, the
practice of delaying an
announcement until the
formal regulatory information
channels (see further below)
are closed and then feeding
an exclusive to a newspaper
over the weekend for
enhanced coverage
(sometimes known as the
Friday night drop) is also
unacceptable.

Nevertheless, the disclosure

regime does permit a company
(under its own responsibility) to
delay disclosure of inside
information. For example, if an
unexpected and significant event
occurs about which the company
needs more information in order
to make any announcement
meaningful, a short delay is
acceptable. However, if there is
danger of a leak before the
impact of the relevant
circumstances can be
confirmed, the company should
put out a holding announcement
while the issue is investigated. companys trading being
Failure to make such a holding suspended.
announcement may result in the
Building the Investor
Relations Programme 53
Determining whether a company
has inside information
to the company nou
or its nce
securities? men
t
requ
Is the information of a ired
precise nature?
Yes
1 Does it
relate to
circumstances
that exist/are If the
reasonably likely information was
to come into generally
existence? available, would
it be likely to
2 Is it specific have a
enough to enable a significant effect
conclusion to be drawn on the price of
as to the possible the companys
effect of those securities or
circumstances on the related
price of the companys instruments?
securities? (i.e. NOT
solely rumour or
1 Is the
speculation) information of
a kind that a
reasonable
investor would
Y be likely to
e use as part of
s the basis of
his investment
decisions?

Is the information generally

available?
Yes
1 Is it information
which could be obtained
by research/ analysis by
market users? INS
IDE
INF
N OR
o MA
TIO
N
Does the information A
relate directly/indirectly n
 N
o
No
No

NOT
INSIDE
INFORM
ATION
No
anno
No unce
ment
Yes requir
ed
Building the
Investor Relations
Programme
54
sensitive negotiations on a
deal are underway by a
company and its advisers,
and disclosure of the
information would prejudice
the outcome of the
transaction.

In adverse market
conditions, companies may
be reluctant to publish
negative news in
circumstances where trading
may have already
substantially deteriorated.
Even if a company does have The DTRs do recognise that
full details of certain inside where the companys
information, it can still delay financial viability is in grave
disclosure if its reason for and imminent danger
doing so is so as not to (although not insolvent),
prejudice its legitimate disclosure of rescue
interests, provided that: negotiations can be delayed
for a limited period if the
1 such non- information would seriously
disclosure would not jeopardise shareholders
be likely to mislead interests by undermining the
the public; conclusion of those
2 any person negotiations. However, it is
receiving the information important to be clear that
owes the company a this only applies to the
duty of confidentiality; details of the specific
and transaction and not to the
3 the company is able fact that the company is in
to ensure the financial difficulty, which in
itself remains disclosable.
confidentiality of that
Companies should consult
information.
their advisers on such
matters.
An example of this may be
where confidential and price
 Financial Services Authority
(FSA) approved Regulatory
Information Service (RIS) in
the first instance so as to
ensure prompt and fair
disclosure to the market.

Although the inside information

provisions do not apply directly
to AIM companies, similar
principles should be taken into
consideration. Pursuant to the
AIM Rules for Companies
(AIM Rules), an AIM
company must disclose any
unpublished price sensitive
information without delay.
However, the AIM Rules do
provide a similar carve-out to
the inside information
exemption in that an AIM
company need not disclose
unpublished information about
impending developments or
matters which are currently in
the course of negotiation. If an
AIM company is in any doubt
as to whether certain
information should be
disclosed to the market, it
should consult with its
Nominated Adviser.

How to announce
Information that is disclosed
must be available to
everyone. The concept of
selective disclosure to only
certain people is
incompatible with a
transparent market and is
therefore not possible,
except in very limited
circumstances such as when
there is valid delay in
disclosure as noted above.
In order for information to be
accessible by all, an
announcement must be
released to the market via a
 Building the Investor
Relations Programme 55
compliance with the DTRs. For
companies on a regulated
market (which does not
include AIM companies), this
includes the obligation to
compile insider lists where
their employees and advisers
have access to inside
information.

The obligations on AIM

companies in respect of the
control of unpublished price
sensitive information are less
prescriptive; such companies
are obliged to have in place
Any announcements should be
sufficient procedures,
true, accurate and not
resources and controls to
misleading and should not
enable it to comply with the
omit anything likely to affect
AIM Rules, which includes
the import of such information.
the protection and
As well as the DTRs and the
appropriate disclosure of
AIM Rules, all companies and
unpublished price sensitive
their directors also need to be
information.
aware of the market abuse
regime, the financial
promotion, misleading
statements and practices
provisions under the Financial
Services and Markets Act
2000 (FSMA), the insider
dealing rules under the
Criminal Justice Act 1993
(CJA), fraud under the Fraud
Act 2006 and, in the relevant
circumstances, the inside
information provisions under
the City Code on Takeovers
and Mergers.

Control of inside information

Listing Principle 2 of the
UKLAs Listing Rules states
that a listed company must
take reasonable steps to
establish and maintain
adequate procedures, systems
and controls to enable it to
comply with its obligations.
This means ensuring that its
procedures, systems and
controls relating to the
disclosure and protection of
inside information are
sufficiently robust to enable
 Penalties, sanctions and
censure
The FSA may impose a
penalty on a company for
any breach of the Listing
Rules or the DTRs. The
penalty can be whatever
sum the FSA considers
appropriate, given the
circumstances. In addition,
the FSA may privately or
publicly censure a company
or suspend trading of its
According to the FSAs securities. In addition, if a
Principles of Good Practice for company or its directors
the Handling of Inside breach the DTRs, it or they
Information, there should be may also be in breach of
clear responsibility within other statute and regulation
organisations for overseeing as set out above, some of
controls and procedures in which can result in criminal
relation to inside information, sanctions.
as well as ensuring that staff
are given the appropriate level Similarly, if the London Stock
of training to understand the Exchange considers that an AIM
importance of keeping company has breached the AIM
information secret, and the Rules, it may issue a warning
consequences of their failure notice against the company, a
to do so. Companies may, for financial penalty and/or a
example, use restricted access censure. In more extreme
IT systems to limit access to circumstances, the London
inside information. Guidance Stock Exchange may cancel the
on implementation of such admission to AIM of the
policies is available from the companys securities and/or
General Counsel 100 Group, a publish the fact that it has been
body that represents the fined or censured and the
senior legal officers of most of reasons for that action.
the FTSE 100 companies.
56 Building the
Investor Relations
Programme

environment in the UK and

overseas has gone through
significant change in recent
years. Annual report content
in the UK has been subject to
regulatory and legislative
change that has impacted
both the front and back
sections of annual reports
ranging from the once
Annual Reports mandatory Operating and
Financial Review (OFR),
Richard Carpenter, Managing through to the Business
Partner, Merchant Review and Enhanced
Business Review and the
implementation of
Reporting changes
International Financial
The corporate reporting
Reporting Standards (IFRS)
for the accounts.

The technological
environment has changed
significantly too. Many
companies are looking to
move their reporting into an
online format. That
progression has been
helped by changing
legislation both in the UK
(the Companies Act 2006)
and overseas allowing
companies to default to Content
online or electronic
communications with their The annual report remains an
shareholders rather than absolutely key part of the
sending printed material. overall shareholder and
stakeholder communications
Key document mix. Many companies view it
Due to its statutory nature, the as the document that brings
production of the annual report together all of their key
should be seen as a key messages throughout the year.
activity in any companys It is, in that regard, a sort of
investor relations programme. convenience publishing tool
In many ways, the annual for investors. It should bring
report is a direct extension of a together a description of the
one-on-one meeting with business; the context in which
investors it gives the the business is operating; an
strategic detail of the results overview of strategy,
information that is released at performance and operations;
the time of the preliminary plus key governance
announcement. As with any information, including risks and
other key part of the investor uncertainties. Last, but
relations programme, the certainly not least, it should
publication date of the annual present the main financials,
report should be set well in together with detailed
advance as part of a explanatory notes. In essence,
companys financial calendar. the report should give readers
an in-depth understanding of
the company, its performance
and, crucially, its prospects
going forward.

This latter aspect of the

annual reports role has grown
in prominence in recent years
with companies paying more
attention to the forward-
looking information they
include within the document.
As such, there needs to be a
clear balance in giving some
indication of future prospects
without making unrealistic
statements that could
compromise the directors
legal obligations. Companies threats and opportunities that
that are adept at presenting they currently see in their
this type of forward-looking marketplace. It is increasingly
information tend to common to also use
concentrate their efforts on externally-sourced statistics to
talking about their plans for back up that sort of case for
the future for example, example, overviews from
strategy and setting those industry bodies that analyse
plans in the context of the the sector.
Building the Investor
Relations Programme 57

one where there is an

opportunity for companies
to show how best practice is
embedded in their culture,
could be improved.

The challenge going

forward therefore is for
companies to be clearer,
briefer and more
strategic with the
content of their annual
reports so that they gain
the attention of
investors.

Reviewing annual Michael Mitchell

reports (both printed General Manager,
and online) for the The Investor Relations
Investor Relations Society
Societys Best Practice
Awards, it is
noticeable that there
are considerable
differences in
performance.

Many companies
communicate their
strategy, performance,
governance and risks
effectively in their annual
reports, presenting the
information in such a way
that enables readers to
quickly understand each
aspect.

However in many cases

strategy is not clearly stated
up front and business drivers
are not explained. It was
also felt that discussion on
corporate governance, an
area which is coming under
much closer scrutiny and
 wider appreciation of how the
company is operating along
with other reputational factors
that might impact the bottom
line.

Design
There is, of course, little
point in drawing together lots
of detailed financial and non-
financial information if no-
one can access the
information or no-one wants
to access the information
Indeed, it is these and other because it looks too
softer elements of company complicated. Many
reporting that have come companies nowadays hire
more to the fore in recent the services of annual report
years partly as a result of design and consultancy
the changing regulatory specialists to help them
environment and partly due to structure and design the
changing focus from content in both print and
companies and investors. online. The navigational aids
Increasingly, companies are and look and feel should be
including a range of non- specifically designed to help
financial key performance guide readers through the
indicators (KPIs) alongside maze of information included
the more traditional financial within the report. It is also
measures of performance. worth bearing in mind that
These range from indicators your audiences will want to
such as footfall per unit in the access the information in
case of, say, a retail operation different ways. Some will
to those associated with want to read all of the
corporate responsibility content in depth, but many
programmes, such as will be looking for a quick
environmental and employee read approach, so pulling out
satisfaction indicators. The key messages and content is
idea behind this non-financial crucial.
focus is to give readers a
58 Building the
Investor Relations
Programme

Despite the change in

legislation noted earlier, the
vast majority of companies
continue to post out their
printed reports to all
shareholders. Increasingly,
however, some audiences
prefer online formats to the
print option and Large-Cap
companies, in particular, are
trying to respond to that
demand. Typically, many
companies moving towards
the online communication
approach have found that an
Distribution average of 20 per cent of
shareholders still want to
receive their materials in
printed format.

The UK market has seen

Larger-Cap companies with
large shareholder bases
eagerly embracing the
possibility of communicating
with their shareholders online.
After all, it offers the
possibility of drastically
reducing print runs and
mailing costs and therefore
brings significant cost In recent years a range of
savings. Companies with online formats have emerged
more average sized to satisfy these trends.
shareholder registers for Virtually all quoted
example, 10,000 companies now make their
shareholders or less have annual report available as a
been more cautious about the PDF online thereby
move due to the lack of such satisfying the need to
immediate cost-savings. Each produce the same content in
company should weigh up the print and online. Some of the
needs of its audiences and Larger-Cap companies have
the way in which they
also opted to produce all of
communicate with their
their annual report as full
shareholders before
web pages (or HTML).
determining their own
Others have opted to
produce the front narrative
approach.
sections of their reports in
HTML, while keeping the
back section as PDFs.
Again, there is no right or
wrong approach
companies should simply
think about the needs of their
audiences while also
considering a range of other
factors, such as budget,
accessibility and transition
towards wider online
communications.

It is this wider consideration

that is driving some
companies towards online
reporting. While they may feel
no immediate demand from
their shareholders and may
see no immediate budgetary
advantage, there is a
widespread acceptance that
investor communication is
increasingly moving to an
online format. The annual
report should form part of that
wider online investor electronic versions of investor
communications effort and presentations, share price
sits comfortably alongside charts and AGM information.

Building the Investor

Relations Programme 59
Investor Relations Websites
have risen and stakeholders.
Al Loehnis, the quality of However, to
Director, Investis the website some extent,
sends subtle expectations
Standard-Bearer but important are rightly
The continuing signals to an different for
obligations for investor: Does well-
quoted this look like a established,
companies to company that large
provide timely treats investor international
disclosure of relations companies and
price sensitive seriously? Can young
information and I expect active, companies new
equal treatment open to the market.
of all communication
shareholders s going
have always forward? In a
been central to survey
the regulatory conducted by
regime. However Investis, many
it was not until institutional
the advent of the investors noted
internet that a correlation
companies had a between a poor
practical means website and a
of fulfilling these. company that
was perceived
The role of the to lack
company website transparency or
today goes far to have poor
beyond meeting management.
regulatory
obligations. In Good practice
many cases for investor
relations
websites are the
websites
first touch point
All companies
between an
should treat
investor and a
their website as
company and so
a key
act as a standard-
communications
bearer for the
platform and
corporate brand
recognise its
and values. As
importance to
standards have
investors and
improved so
other
expectations
 announcement maintain a
s are made. website on
which certain
For companies All quoted information
who are making companies must be
the transition should take available free of
from private to advice as to charge and
public ownership what regulatory easily
through an IPO, requirements accessible from
the website is their website one part of the
particularly needs to meet website.
important. You as there are
may have more various rules The table
people looking at and guidance opposite sets
your site over the governing out some
course of two corporate guidelines on
weeks than you information content and a
will for the next disclosure
typical
two years. But in across a
structure that
the run-up to an companys
an investor
IPO, the website. For relations
demands on example, AIM website might
senior companies are follow, but
management required to more
time will be ensure that the generally here
enormous. So it information is
are five key
pays to think disclosed in areas to give
about it early and accordance
thought to
get a good with AIM Rule when
framework of 26, which considering
corporate
requires that your investor
information in
each AIM relations
place long before
company must, website.
any
from admission,

Building the
Investor
60 Relations
Programme
Guidelines on investor relations
website content and structure

Menu Section Typical Pages Comment

About Us Business overview The 'elevator pitch' of what you do
Strategy Ideally with performance KPIs/targets
Company history Tell the story of your evolution
Product or service information With an investor audience in mind
Information about markets Drivers, dynamics, trends, competitors
Fact sheet Key information at a glance
Governance Combined Code compliance Statement of compliance
Board of Directors Photos, biographies, roles and responsibilities
Board committees Include membership and terms of reference
Company structure Explain how business is organised
Directors shareholdings Consider detailing Director's dealings too
Senior Management information Key management below Board level
Risk management Include other relevant policies
News & Events Press releases Include e-mail alert and RSS feed
Regulatory announcements 12 months minimum
News clippings Or links to third-party sites
Financial calendar Include reminder feature
Results & Meetings Recent/forthcoming results Gather all information in one place
Results archive Use tabs and tables to make easy to use
Key financial data Latest P&L, Cash Flow and Balance Sheet
Annual reports HTML as well as PDF sections ideally
Presentations Include results, analyst visits, conferences etc.
Share price details Share price display Summary table plus listing information
Charting tools Allow comparison with peers and indices
Shareholder information AGM information Note regulatory requirements
Key shareholders Holdings over 3% and analysis by size
Registrar Contact details, forms and links to sites
Dividends Policy, payment history and calculator
Shareholder documents Prospectuses/Admission documents if relevant
Analyst information Include estimates if possible
Advisers & Contacts Table of key advisers Broker, Sponsor or Nominated Adviser, Financial PR,
Auditors, Lawyers etc.
Company contact details Details for named IR and Media contacts

The above table provides high-level guidance only and advice on detailed requirements should be sought.
Building the Investor Relations
Programme 61
 Context
Perhaps the most common failing of websites is
Content to focus too inwardly on the company and not to
The general rule on content is that more is better: provide the broader picture of the market
investors can then filter what they do not want. environment and other contextual information.
Many investors are using the website as their
primary source of information and they value both 1 What are the dynamics of the market
depth in content (for example comprehensive in which you operate?
archives of historical information going back five or
2 What are the long term trends and where
10 years) and breadth in content (for example
do you see it going?
detailed information about operating companies and
their products, explained from an investors
3 Who are your competitors and what
is your market position?
perspective not with a customer in mind).
4 Is it a tightly regulated market?
Importantly more content does not mean longer
text. When creating content specifically for the If you are not providing answers to these sorts of
web, make it easy to digest. The more text there questions then investors will be going elsewhere
is on a page, the lower the recall in general, for this information, to sources over which you
web copy should be 40 per cent shorter than the have no control. It is a missed opportunity to not
print equivalent. You can improve search engine provide the contextual framework within which
rankings and comprehension by keeping text people will be assessing your company.
short and breaking it up with good use of sub-
headings and bulleted lists.

Do not just think about the written word.

Multimedia content is increasingly important in
creating an engaging experience and in
bringing a less formal and more personal tone
to corporate communications.
 62 Building the Investor Relations
Programme
charting tools, calculators, analyst estimates
3 Maps and timelines: Interactive
applications to explain history and
geographic presence in an engaging way
4 Alerts and reminders: E-mail and calendar
alerts,
RSS news feeds

Usability
However good your content is, users will leave
your website quickly and with a negative
impression if the site suffers from poor usability.
Good usability is the sum of many parts,
including for example:

1 A user-centric design, with good colour

contrast
2 A familiar, consistent navigation
mechanism
3 Simple structure with well-labelled content
sections
4 Homepage and landing pages
with good signposting
5 Content pages that do not require
too much scrolling
6 Archives that make it easy to find
documents in a choice of formats
7 Orientation aids, like breadcrumb
trails and related links
8 Fast page-load speeds
9 Good coding, to ensure accessibility for all
users

Functionality
The web is an interactive environment and there
are many useful tools you can provide to
engage and help your website visitors. Think
about your audiences needs and how you can
help them with those. Some examples of
features and tools you might consider:

1 Basics: Search, site map and print-optimised

pages
2 Data tools: Share price charting, KPI
Ongoing management

How you are going to manage your site on an

ongoing basis is as important a consideration as
what to display in the first place. While some of
the content should be evergreen, there will be
plenty of content that needs regular checking and
updating to ensure it remains consistent with the
broader communications output.

Investors will notice quickly if content on a site is

not current or key announcements are not updated
simultaneously with market disclosure. They may
not complain, but they will stop regarding your
website as an authoritative source and you will
have lost control of your message. So establish
some governance rules for the website early on
and get buy-in from management about the
resources required and the responsibilities on an
ongoing basis. In addition, you should consider
periodically reviewing other quoted companies
websites to benchmark if your own website is as
easy to use, informative and up-to-date as that of
your competitors. Remember, investors, analysts
and journalists who use company websites for their
research will notice and may be influenced by such
differences.

Conclusion
Websites are a critical part of the investor
relations toolkit: an opportunity (and an obligation
with respect to AIM companies under the AIM
Rules for Companies) to reach the widest
investor audience, to engage with them and to
start building valuable relationships. The most
important success factor is not the size of the
budget you have, but the commitment you make
to treat it as a communications platform. If you
embrace it, you will be rewarded.
Building the Investor Relations
Programme 63
Electronic Shareholder Communications:
The Companies Act 2006
Andrew Hutchings, Partner and James Kerton, Associate, Freshfields Bruckhaus Deringer LLP
administration, Since Carillion
New regime printing and post. introduced the
The Companies Act 2006 (the Act) created a
provision of
new regime for communications between
shareholder
companies, shareholders and holders of debt
securities that came into force on 20 January
documents in
2007. It applies to any information or document electronic form
required or authorised to be sent or supplied in September
under the Act. This means it covers, but is not 2008, we have
limited to, annual accounts and reports and enabled
notices of general meetings. The three basic shareholders to
types of permitted communication from a access
company to its shareholders are hard copy, documents more
electronic communication (such as email or fax) quickly, reduced
and website publication. the impact on the
environment
Website publication: the advantages for
through printing
companies and shareholders
The Act allows a company to communicate with
a lot less
its shareholders by website either with their
documents and
express agreement or, if certain conditions are also benefited
met and procedures followed, with their from the cost
deemed agreement. Website publication has savings of
several advantages for the company and its printing and
shareholders: posting less. It is
a good and
1 increased speed and convenience of sensible
communication for the company and arrangement
shareholders - shareholders will be able to which recognises
access communications on the date of the development
publication, rather than waiting for postal in
deliveries;
communications.
2 savings on environmental resources, as
the company can reduce paper and printing Tim George
usage; and Deputy Company
3 cost savings in relation to Secretary,
Carillion plc

64 Building the
Investor Relations
Programme
How can companies take advantage of the
rules for website communications?
A shareholder is deemed to have agreed to
receive company communications on the
website if two conditions are met.
The company may only send a request once
First: every 12 months for the same or similar
1 either the shareholders have passed a documents or information. Even if a
resolution at a general meeting allowing the shareholder has agreed expressly, or is
company to communicate in this way or the deemed to have agreed, to website
companys articles contain provisions to this communication, he or she may still obtain hard
effect. copies of documents free of charge at any time.
Listed companies (which does not include AIM
Second: companies) must also comply with the Financial
1 the company has asked the Services Authority (FSA) rules on electronic
shareholder individually to agree that the communications set out in the FSA Disclosure
company may communicate by website Rules and Transparency Rules. Similarly, the
(either generally, or in relation to a AIM Rules for Companies contain guidance for
particular document or item of information), AIM companies that opt to communicate with
explaining that the effect of a failure to shareholders by electronic means.
respond will be to trigger the automatic
consent rules (i.e. the shareholder will be
deemed to have agreed to website
communication); and
2 no response is received within 28
days beginning with the day of its request.

Building the Investor Relations Programme

65
 Email communication: express
consent still required
Making the communication by website Companies still need a shareholders
When a document or item of information express agreement to use electronic
required or authorised to be sent or supplied communication such as email. Any
under the Act is published on a companys agreement with a shareholder made since
website, the company must notify the 2000 under the companies legislation that
shareholder of: preceded the Act continues to have effect for
the purpose of the new regime. Even if a
1 the presence of the document or shareholder has agreed to electronic
information on the website; communication, he or she may still obtain
2 the address of the website; hard copies of documents free of charge at
3 the place on the website any time.
where it may be accessed; and
Communications in hard copy
4 how to access the document or
There have been no recent changes in the
information.
rules governing hard copy communications
between companies and their shareholders,
This notification must be sent as a hard copy
the main requirements of which are detailed
or, if the shareholder has agreed, by
in a companys articles of association and, in
electronic communication such as email. The
respect of listed companies, the Listing
FSA has confirmed that, in respect of listed
Rules.
companies, such a letter must comply with
the usual Listing Rules requirements for
circulars. The company must usually make
the document or information available on the
website for at least 28 days beginning with
the date the notification of availability is sent.
The company must also comply with any
extra requirements about website
publications in the companys articles.
66 Building the Investor
Relations Programme
Contacts and Resources: London Stock Exchange

Company Services Contacts Telephone

UK companies +44 (0)20 7797 3429

International companies +44 (0)20 7797 4208

Corporate advisers +44 (0)20 7797 3403

www.londonstockexchange.com

Contacts and Resources

67
68
Information in this publication is not offered as advice on any particular matter and must not be treated as a substitute for specific
advice. In particular, information in this publication does not constitute professional, financial or investment advice and must not be
used as a basis for making investment decisions and is in no way intended, directly or indirectly, as an attempt to market or sell any
type of financial instrument. Advice from a suitably qualified professional should always be sought in relation to any particular
matter or circumstances. The chapters, case studies and text provided by the contributors are not the opinions of the London Stock
Exchange plc or any of its group undertakings (and for the purposes of this publication, group undertakings should be construed
in accordance with section 1161 of the Companies Act 2006). The information in this publication is provided for information and
educational purposes only. Further, while all information contained herein is obtained from sources believed to be accurate and
reliable, neither London Stock Exchange plc or any of its group undertakings is responsible for any errors or omissions. All
information is provided AS IS without warranty of any kind. Neither London Stock Exchange plc or any of its group undertakings
makes any representations, and each of London Stock Exchange plc and each of its group undertakings disclaims all express,
implied and statutory warranties of any kind, including warranties as to accuracy, timeliness, completeness, merchantability or
fitness for any particular purpose.

AIM, London Stock Exchange and the London Stock Exchange coat of arms device are registered trade marks of
London Stock Exchange plc. Main Market and Nominated Adviser are trade marks of London Stock Exchange plc.

FTSE is a registered trade mark of London Stock Exchange plc and The Financial Times Limited and is used by
FTSE International Limited under licence.

Other logos, organisations and company names referred to may be the trade marks of their respective owners.

February 2010
London Stock Exchange
plc 10 Paternoster Square
London EC4M 7LS
Telephone +44 (0)20 7797 1000

www.londonstockexchange.com
287/ABS/IR