Investor Relations As The New Focus In Creating Long Term Corporate Value - ABF Investor Relations Conference
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Investor Relations as the new focus in creating long term corporate value *Assess the importance of Investor Relations functions *Factors prohibiting growth or development in this area *Differentiating Investor Relations with other communication initiatives in maximizing its value
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Investor Relations As The New Focus In Creating Long Term Corporate Value - ABF Investor Relations Conference
- 1. INVESTOR RELATIONS AS THE NEW FOCUS IN CREATING LONG TERM CORPORATE VALUE Case Study, Concepts, and Debatable Ideas Kenny Ong CNI Holdings Berhad www.myCNI.com.my www.OOBEY.com
- 3. Importance of Investor Relations Why focus on Investor Relations in the first place? www.myCNI.com.my www.OOBEY.com
- 9. BRAND POSITIONING STATEMENT: ATTRIBUTES Brand 'Name' Brand Architecture TARGET INSIGHTS COMPETITIVE SET . PERSONALITY EMOTIONAL RATIONAL REASONS TO BELIEVE DIFFERENTIATOR OVERALL BENEFITS
- 14. Intelligence: How do Investors get their ‘INFO’? (1/2) Institutional Gov./Politics Customers Suppliers Economics AGM Market Research Internet* Annual Report Media Analysts Fund Managers Due Diligence NGOs Newsletter Spokespersons www.myCNI.com.my www.OOBEY.com
- 15. Intelligence: How do Investors get their ‘INFO’? (2/2) Retail Gov./ Politics Customers Public Events Economics AGM Ads Internet* Annual Report Media Analysts Fund Managers Relatives Friends Pasar Malam Employees Employee Bloggers Mgmt Actions Newsletter www.myCNI.com.my www.OOBEY.com
- 16. Intelligence: How to Communicate? Self Reliant Need Help Seek Change Seek Stability Searchers Collaborators Streamliners Delegators www.myCNI.com.my www.OOBEY.com
- 19. Investor Intelligence: Why? Revenue Growth Base Retention Share Gain Positioning Adjacent Market New Business Operational Excellence Product Leadership Customer Intimacy Competencies Information Systems Motivation, empowerment, alignment Financial Learning & Growth Internal Process Customers Investment Strategy Productivity Market Value www.myCNI.com.my www.OOBEY.com
- 24. Obstacles to Growth of Investor Relations If IR is so important, why is it not growing? www.myCNI.com.my www.OOBEY.com
- 28. Good News vs. Controllability Can Control Cannot Control Internal Attribution External Attribution www.myCNI.com.my www.OOBEY.com ?
- 29. Bad News vs. Controllability Can Control Cannot Control Internal Attribution External Attribution www.myCNI.com.my www.OOBEY.com
- 31. 2. Aligning IR to Business Priorities USP Market Discipline Profit Model Business Model www.myCNI.com.my www.OOBEY.com
- 32. 2. Aligning IR to Business Priorities Operational Excellence (low cost producer) Ref: The Discipline of Market Leaders , Michael Treacy & Fred Wiersema; 1995 Product Leadership (best product) Customer Intimacy (best total solution) www.myCNI.com.my www.OOBEY.com
- 34. 2. Aligning IR to Business Priorities Upturn Flat Downturn Fight Complacency Sharpen Edge Keep Momentum Conquer ‘ Change’ mgmt Reduce Fat Continuity Everyone Happy Innovation Acquire Profits Build momentum Sales Cash Flow Talent Mgmt Innovation/R&D Early wins Slow Down HR Costs Top Talent focus Sales, Sales, Sales Increase attrition www.myCNI.com.my www.OOBEY.com
- 36. 5. Idealistic Theories Right Information at the Right Time Integrity + Care towards Individuals Managerial (Internal) vs. Technical (External) Manage conflicting ‘Trust’ agendas Manifestation of Correlation vs. Causal problem www.myCNI.com.my www.OOBEY.com Build Trust Managerial Competence Integrity Transparency
- 37. IR vs. Communications Maximizing the value of IR www.myCNI.com.my www.OOBEY.com
- 39. IR in Communications Communications Internal External Mgmt Distributors Suppliers Proactive Reactive Proactive Reactive COMM Tools COMM Tools www.myCNI.com.my www.OOBEY.com Employees Associations Universities NGOs Investors Media Government Public Authorities
- 43. Communications to bring in the Sales Ultimate Objective of Marketing: “ Get more people, to buy more things, more frequently, at higher prices.” Sergio Zyman “ Retention and Loyalty are useless if No Conversion is happening.” www.myCNI.com.my www.OOBEY.com
- 44. Communications to bring in the Sales “ Retention and Loyalty are useless if No Conversion is happening.” “ Comm (IR) is useless if No Conversion is happening.” www.myCNI.com.my www.OOBEY.com
- 48. Virtuous Cycle to Maximize IR and Communications Internal External Feed Feed www.myCNI.com.my www.OOBEY.com
- 52. Maximizing IR in Communications Communications Internal External Mgmt Distributors Suppliers Proactive Reactive Proactive Reactive COMM Tools COMM Tools www.myCNI.com.my www.OOBEY.com Employees Associations Universities NGOs Investors Media Government Public Authorities
- 55. Thank You. soft copy of slides: http://totallyunrelatedrandomanddebatable.blogspot.com/