Five Expert Insights on Investor Targeting That Will Transform Your IR Strategy
The best IR teams aren't just busy—they're strategic. Learn more about effective investor targeting from the experts.
June 26, 2025
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The IR Storyteller's Handbook: Expert Insights for Investment Communications
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Why IR Storytelling Matters More Than Ever
With 69% of IROs ranking storytelling among their top priorities in 2025, effective narrative communication has evolved from a "nice-to-have" to a strategic imperative. In a noisy market, companies that can tell a clear, credible, and compelling story stand out. Great storytelling helps investors understand where you’ve been, where you’re going, and why they should believe in your vision.
That’s the purpose of The IR Storyteller’s Handbook: a practical guide to crafting and delivering investor communications that resonate.
Drawing on expert insights from the Winning IR podcast, hosted by Mark Fasken, SVP and Co-Head of Irwin, a FactSet company, this handbook offers proven frameworks and techniques to structure your message, adapt to your audience, and leverage modern tools effectively — all while building trust and long-term value.
See Also: Expert’s Guide to Storytelling and Corporate Communications
Executive Summary
Key Strategic Goals of IR Storytelling
When done right, storytelling enables investor relations to:
- Communicate Data with Context: Turn complex financials into a narrative that explains what happened, why, and what’s next.
- Reinforce Key Messages: Establish 3–4 memorable takeaways that cut through market noise and stick with investors.
- Build Credibility: Show consistent execution by connecting past promises to present performance over time.
- Strengthen Relationships: Engage beyond earnings season to build trust that endures through market volatility.
- Manage Perceptions: Address investor concerns through targeted messaging, perception studies, and strategic communication.
Audience-Focused Approach
The most effective IR communicators tailor their approach to diverse stakeholder needs:
- Specialists vs. Generalists: Provide detailed insights for industry experts while keeping your story accessible to generalist investors covering multiple sectors.
- Analysts: Make their job easier with clear headlines, modeling support, and regular feedback opportunities.
- Retail Investors: Engage this loyal, long-term shareholder base through accessible digital events and transparent communication.
Strategic Mediums and Events
Where and how you tell your story is just as important as what you say:
- Investor Days: Your premier opportunity to showcase long-term vision, demonstrate management depth, and address key investor concerns through structured storytelling.
- Earnings Calls: Bridge quarterly performance to your broader narrative, reinforcing key messages while providing fresh insights beyond financial results.
- Supplemental Communications: Extend the reach of your story with shareholder letters, videos, and on-demand digital content that investors can access anytime.
Persuasive Communication Techniques
It’s not just what you say — it’s how you say it:
- Structured Messaging: Use frameworks like the McKinsey Pyramid Principle to build persuasive arguments with clear themes, supporting messages, and data foundation.
- Audience Adaptation: Be an "IR chameleon" by adjusting communication style while maintaining consistent core messages.
- Executive Presence: Project confidence through strong body language, vocal variety, and authentic delivery.
Emerging Tools and Trends
Investor communication is evolving fast. Stay ahead by embracing:
- Social Media: Over 80% of investors report making decisions based on information initially sourced from digital platforms.
- AI-Powered Insights: Use AI for sentiment analysis, peer benchmarking, and message testing — securely and responsibly.
- Digital Innovation: Incorporate video communications, virtual events, and interactive content to meet evolving investor expectations.
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Bottom Line
Effective IR storytelling isn’t about spin — it’s about building trust. Clear, consistent, and compelling communication helps investors understand your company’s value and potential.
Companies that invest in strategic storytelling will differentiate themselves in an increasingly crowded market, attract higher-quality investors, and earn premium valuations through stronger stakeholder relationships.
The techniques and insights in this guide — drawn from leading IR professionals — will help you transform your communications from functional reporting to strategic storytelling that delivers measurable results.
Meet the Experts
The insights in this guide come straight from conversations with leading IROs, executives, and industry experts on the Winning IR podcast. Each guest brings a unique perspective from their corner of the investment world, sharing practical lessons from years of building trust, managing perceptions, and telling stories that resonate.
*Download the ebook to unlock their insights.
Tiffany Willis
Senior Vice President of Investor Relations, Starbucks
Tiffany Willis leads investor relations for one of the world's most recognizable consumer brands. Her expertise spans narrative development, stakeholder communication, and proactive relationship building. She champions the view that storytelling is like a muscle that requires continuous development and practice.
David Calusdian
President, Sharon Merrill Advisors
David Calusdian brings decades of strategic communications expertise to investor relations, helping companies craft persuasive investment narratives. His approach centers on structured messaging frameworks and executive coaching to maximize communication impact.
Zane Keller
Head of Investor Relations, Affirm
Drawing on his buy-side background, Zane Keller offers unique insights into what investors truly want from IR communications. His data-driven approach to relationship building and perception management provides practical frameworks for IR success.
Helene Dina
President and Strategy Partner, HD Strategies
Helene Dina specializes in strategic investor day planning and corporate narrative development. Her systematic approach to event planning and impact measurement helps companies maximize their most important IR opportunities.
Danielle Collins
Senior Investor Relations Director, Shell
Danielle Collins brings a global perspective to IR communications, managing relationships with diverse international investor bases. Her "IR chameleon" approach demonstrates how to adapt messaging while maintaining consistency.
Andrew Storm
Managing Director of Investor Relations, Delta Air Lines
Andrew Storm leverages his extensive buy-side experience to bridge the gap between investor expectations and corporate communication. His focus on perception transformation and strategic relationship building offers valuable insights for challenging situations.
Megan McGrath
Senior Vice President, Investor Relations, Cushman & Wakefield
Megan McGrath combines sell-side experience with corporate IR expertise, providing unique insights into analyst workflows and needs. Her practical approach to supporting analysts helps companies optimize their most important relationships.
Jeffery Lambert
CEO and Founder, TiiCKER
Jeffery Lambert champions retail investor engagement, highlighting the importance of this often-overlooked audience for proxy voting and long-term value creation. His insights demonstrate how to communicate effectively with individual investors.
Listen: Jeff Lambert from TiiCKER on Investing in Loyalty: The Business Case for Engaging Retail Investors
Deborah Belevan
Vice President of Investor Relations, Duolingo
Deborah Belevan brings mission-driven communication expertise from one of the most recognizable technology companies. Her experience with quarterly shareholder letters and stakeholder engagement offers practical insights for modern IR.
Ken Goff
Head of IR, Vimeo
Ken Goff pioneers video innovation in investor communications, leveraging his company's expertise to enhance IR effectiveness. His data-driven approach to video content demonstrates how to optimize engagement in the digital age.
Jonathan Paterson
Founder and Managing Partner, Harbor Access Investor Relations
Jonathan Paterson specializes in small and mid-cap investor relations, bringing expertise in targeting strategies and digital communication. His insights into social media usage and investor outreach provide valuable guidance for growing companies.
Gregg Lampf
Vice President of Investor Relations, Ciena
Gregg Lampf explores the intersection of artificial intelligence and investor relations, providing practical guidance on leveraging new technologies while maintaining security and compliance standards.
Krishna Rangarajan
Founder, BigPi Ventures
Krishna Rangarajan brings venture capital and technology expertise to IR innovation, exploring how artificial intelligence can enhance communication effectiveness and message testing capabilities.
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