How to Talk About Your Moat the Way Investors Do

We’ve been listening to Business Breakdowns, a podcast where seasoned buy-side investors and analysts dissect companies in remarkable depth. These are people who spend their careers studying business models and identifying the edges that endure. What stood out to us is how clearly they frame each company’s investment thesis, especially...

3-2-1: Winning Buyer’s Attention, New Cat Man Landscape and Serving Affluent Shoppers

3 Insights Worth Your Attention I. The Storytelling Shift That Wins Retailer Buy-In “Turn data into a story.” That’s how Julie Craig, in her Shopper Insights role at GSK, described what finally gets retailers to pay attention in a recent podcast. She recalled a Walmart category review from her GSK days, selling...

5 Pillars of IR Storytelling – From Nick Cabraloff, Senior Buy-Side Analyst at Whale Rock Capital

At the recent NIRI Annual Conference, our founder, Harry, had the privilege to moderate a session related to investor storytelling. The goal of this panel: help IROs articulate their company’s investor value proposition to the Street.  The panel featured Debbie Belevan, Duolingo IRO, and Nick Cabraloff, a senior buy-side analyst at Whale...

Do Your Prepared Remarks and Earnings Slides Tell the Same Story? 10 Ways to Check

Earnings season has just wrapped up for many of you. As we look back at recent calls, one pattern stands out: prepared remarks and slides that don’t quite tell the same story. It’s not always a major disconnect, but even subtle misalignment can change how investors interpret the narrative. And...

3-2-1: ‘Newstalgia’ Wins, What Buyers Really Want and The Sour Surge

3 Insights Worth Your Attention I. ‘Newstalgia’ and Indulgence: Two Shopper Triggers Driving CPG Wins At this year’s IDDBA 2025 (International Dairy Deli and Bakery Association) Annual Conference hosted at New Orleans, two patterns stood out driving measurable results across categories.  1/ Newstalgia is beating pure novelty. Millennials and Gen Z crave products that...

The Other Two-Way Street of IR: Partnering Internally to Strengthen Your External Story

The best IR teams don’t just bridge the company and Wall Street; they connect IR strategy with execution by involving colleagues a layer or two below the C-suite. Armstrong World Industries’ (AWI) two-person IR team, led by VP of Investor Relations and Corporate Communications, Theresa Womble, runs a tight and...

Q&A on Earnings Shareholder Letters, Video Earnings Calls, and Investor Day Experiential Ideas

Instead of going deep on one topic, we’re answering a few of the questions we’ve been hearing from the IR community lately. Chances are, these have been on your mind too. Q1: “We’re thinking about moving to a shareholder letter format instead of the usual earnings press release. Who’s doing...

5 Practical Takeaways for IROs, Straight from a Buy-Side Investor

We recently tuned in to a teaser of an IR masterclass featuring Stephen Yiu, co-founder of Blue Whale Growth Fund, a London-based buy-side investor. Hearing it straight from an investor was especially valuable. While some of the points may feel familiar, it was validating to hear them framed from the investor’s...

3-2-1: A Buyer’s Deal-Breakers, Lessons from Dr. Squatch, and Getting Seasonal Displays Right

3 Insights Worth Your Attention I. Operational Friction is One of the Fastest Ways to Lose a Buyer’s Trust, Even if the Product is Great. Robert Johnson (Category Manager, New Seasons Market, a regional grocer based in Pacific NW) points to the everyday friction from CPG Sales execs that slows...

Insights from “Perception to Reality: Involving the Investor Perspective in Corporate Strategic Planning”.

We’re continuing our popular recap series from the NIRI 2025 Conference. This session, was well-attended, and I thought the nuggets are worth sharing. So let’s dive in! The panel featured moderator Mark Hayes (Partner, Breakwater Strategy) and senior IROs Amy Wakeham (Solventum), Debbie Hancock (Lamb Weston), and Mark Macaluso (ITT)....

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