How to Stay on a Fund Manager’s Radar
“You wouldn’t believe how many meetings I sit through where, by the end, I still have no idea what the company is trying to say.”
That’s Sid Chand Lall, a fund manager at Marlborough Group (a UK-based investment management firm) overseeing $15 billion in assets, speaking on the Enquire podcast (a great listen for top IR and Capital Markets insights).
Some companies make investor communication effortless. Others leave fund managers confused, unimpressed, or worse, disinterested.
Fund managers hear from dozens of companies each week. Only a handful stand out. And it’s not just about performance. It’s about clarity, trust, and leadership.
So what actually keeps a company on a fund manager’s radar? Here are three things that matter, according to Sid.
1. If Fund Managers Have to Work Too Hard, They Will Move On
A company can hit its numbers and still trade at a discount. Another can miss expectations and still maintain investor confidence. Why? Because performance alone does not drive perception. A clear, compelling story does.
Fund managers are not just analyzing results. They are assessing how well companies explain those results, their strategy, and their long-term vision.
Too many companies assume their equity story is obvious. But if an investor has to work too hard to connect the dots, they will not bother.
The best IROs make their company’s story repeatable, digestible, and compelling. The ones that do? They stay on investors’ minds.
2. Investor Guidance: Underpromise, Overdeliver
Guidance is not just a projection. It is a credibility test.
Take two companies:
- Company A sets conservative targets and consistently beats them.
- Company B overpromises, misses, and scrambles to adjust expectations.
Over time, investors learn to trust Company A and question Company B.
As Sid put
A steady, disciplined approach to guidance builds investor confidence. Wild swings create doubt, and doubt pushes companies off a fund manager’s radar.
3. Where is the Board? Investors Want to See More Than Just the CEO and CFO
When only the CEO and CFO engage with investors, it raises questions.
- How engaged is the board?
- Are key directors visible, or do they only appear in times of crisis?
The best companies do not keep their board in the background. They ensure key directors are present at major investor events, reinforcing leadership strength and long-term vision.
A well-run company signals stability, and stability keeps investors interested.
The Bottom Line
Fund managers don’t just look at numbers. They pick up on signals: clarity in messaging, credibility in guidance, and confidence in leadership.
The companies that get these right stay on a fund manager’s radar. The ones that don’t? They fade into the background.
P.S. Want to hear more? Check out the full conversation on the Enquire podcast
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