S2E8 - Megan McGrath from Cushman & Wakefield on How To Build Better Relationships With the Sell-Side

The sometimes adversarial nature between Corporate IR and the Sell-Side can result in some unknowns when it comes to building strong and mutually beneficial relationships between IROs and sell-side analysts. In this episode of Winning IR, Mark Fasken sits down with Megan McGrath, Senior Vice President of Investor Relations at Cushman & Wakefield. Megan's insights are incredibly valuable for Investor Relations Officers who want to enhance their sell-side coverage. As someone who has worked in the sell-side industry, Megan's advice comes from a place of deep understanding. Having held key positions as an analyst and Director of Research at top firms like The Buckingham Research Group, MKM Partners, Barclays Capital, and Lehman Brothers, Megan's expertise is unparalleled.

Listen to the episode to learn more about:

• The transition from the sell-side into IR
• The biggest misconceptions about the sell-side
• What IROs can do to better engage the sell-side
• How to work more proactively with the sell-side
• Tips for getting the sell-side to initiate coverage
• How to better work with your covering analysts
• Building An Efficient Partnership Between The Sell-Side, Your Company, And Your Management Team

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Chapters

• 0:00 Megan McGrath
• 1:06 The Biggest Surprise Moving Into IR From the Sell-Side
• 4:41 The Biggest Misconceptions About The Sell-Side
• 8:24 What IROs Can Do To Better Engage The Sell-Side
• 14:39 How to Work With The Sell-Side On Your Modelling
• 18:47 Tips For Getting The Sell-Side To Initiate Coverage
• 23:10 How To Better Work With Your Covering Analysts
• 26:17 Building An Efficient Partnership Between The Sell-Side, Your Company, And Your Management Team
• 31:58 Managing Expectations With Management