Evolving IR Strategy for a Dynamic PH Market (Part 2)

(Part 2)

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Building on the foundational principles of leadership, transparency, and market confidence explored in Part 1, Part 2 delves into the practical strategies and evolving skills demanded of Investor Relations (IR) professionals in the Philippines' dynamic capital market, as discussed at the SharePHIL Investor Relations Forum.

IR as Salesmanship and Strategy

In the forum, Saavedra cited the two important skill sets that good investor relations must demonstrate.

"First, you need to have the financial know-how. Of course, you have to understand the business financials and also the basic operation of your business. The second is the stakeholder management, stakeholder relations. You have to be very good at that," said Saavedra.

"So remember, IR is like a salesman wherein the product you're selling is the company itself. Having someone who can represent the company by investing relationships with the investors, continuing going out, and then explaining to the investors because selling a company or a product is not like selling one apple in the market within one hour. It takes years, so relationship building is very important; it's long-playing."

Saavedra believes IR professionals should know their investors as well as marketers know their customers.

"Different types of investors will have different strategies, but in the end, you have to use your salesmanship skills," he said.

For strategic investors, as he also mentioned in his speech, a rifle approach works best: "try to understand their portfolio, their mandate, their objective."

This strategic adaptability is even more urgent now.

"The market has shifted, 180 degrees turn," Saavedra said, referring to the flight of foreign investors and heightened interest rate sensitivity.