Earnings preparation is one of the most critical recurring activities for any public company. Across our global client base, management teams regularly engage in the intensive process of preparing quarterly, half-year and full-year results, and we work alongside them to ensure every element is executed with precision.
Each market has its unique expectations and requirements for earnings communications. While American investors expect detailed financial analysis, specific forward guidance, and immediate access to management insights, others may focus on strategic narratives and long-term value creation. Our methodology has been developed specifically to meet these demands across different regulatory environments and investor bases while allowing for the customization each client requires.
Our Strategic Process
Performance Analysis: We begin every earnings cycle with a comprehensive analysis of our client’s financial and operating results against historical performance, internal and market expectations, and previously issued guidance (both formal and informal). This deep dive helps identify areas where analysts and investors will focus regarding your quarterly performance. This isn’t just limited to your P&L – any metric you have provided previously is fair game and should be scrutinized as part of this process. The results of this analysis are used to help develop the narrative for the quarter.
Strategic Execution Review: Just as important as a client’s financial performance is the progress they have made during the relevant reporting period towards key strategic initiatives. These initiatives are unique to every public company and could span from launching a new clinical trial to the implementation of a new commercial strategy. Regardless of the situation, conducting a thorough review of strategic execution during the period will not only help explain your financial results, but provide the market with an update on all areas of the business that may impact their thesis on your stock.
Competition and Market Dynamics: As a public company, there are a variety of factors that impact the market’s view on your story outside of your financial performance. This includes the performance and commentary from direct peers as well as broader market dynamics. We conduct exhaustive reviews of earnings transcripts, research analyst notes, and direct interactions with the investment community to determine if these factors should be proactively addressed or may potentially be asked during Q&A.
Guidance Framework: Setting guidance is one of, if not, the most critical component of our earnings prep process. Again, this is not limited to revenue or other key financial metrics, it also applies to any forward-looking metric. We help clients develop guidance approaches that provide meaningful direction without creating unnecessary constraints. Once guidance has been appropriately set, we can begin to develop a narrative about what investors should expect from you for the balance of the year.
Materials Development: With a thorough understanding of all of these factors, we work with clients to develop your earnings call materials.We work closely with management teams to craft messaging that balances current performance with future expectations and is effectively communicated across their earnings press releases, prepared remarks, and if utilized, an earnings deck.
Q&A and Post-Call Preparation: Our preparation process does not end with drafting materials. We spend significant time with management teams to prepare for not only the live earnings call Q&A, but for all of the subsequent analyst and investor follow-up calls.We develop comprehensive questions based on all of the inputs utilized to develop your materials with an emphasis on the most likely topics. Our preparation sessions focus on delivering clear, confident responses that reinforce core messages.
Execution and Follow-Through
Earnings Day Management Successful earnings calls require seamless coordination across multiple elements. We manage technical logistics with call providers, monitor analyst sentiment, and ensure management teams can focus entirely on delivering their message. The immediate post-call period is equally important, as quick clarification of any unclear points can prevent narrative drift.
Strategic Callbacks Post-earnings individual conversations with key investors and analysts often prove as valuable as the public call itself. We help prioritize these discussions based on influence and investment impact, ensuring management time is allocated for maximum effectiveness.
Media Engagement Strategic media outreach can amplify earnings messages beyond the investment community. We suggest engaging with healthcare and financial press when companies have significant clinical milestones, regulatory approvals, or pipeline advancements to announce alongside financial results. This could include post-earnings commentary to reinforce strategic initiatives or clinical milestones that positions the company’s long-term value proposition. We coordinate this outreach to ensure messaging consistency across investor and media channels while respecting regulatory requirements and disclosure obligations.
Consensus Building Process Following earnings calls, we coordinate the collection and analysis of updated analyst models to establish new consensus figures. This process involves systematic outreach to covering analysts, compilation of revised estimates, and identification of any significant disconnects that may require additional communication.
Measuring Success
Effective earnings management extends beyond the call itself. We track attendance patterns, question themes, and subsequent analyst actions to identify areas for continuous improvement. This data-driven approach helps refine our process and better serve client needs over time.
The most successful earnings processes are those that treat quarterly results as opportunities to reinforce strategic positioning rather than merely report financial performance. Our approach is designed to help clients maximize these opportunities while maintaining the authenticity and transparency that markets demand.
Every earnings season brings its own challenges, but the fundamentals remain consistent: thorough preparation, clear communication, and strategic follow-through. These elements, executed well, form the foundation for successful ongoing investor relations.
