Backdrop
Client A is a SMID-cap clinical-stage oncology company with a drug candidate with a novel mechanism of action

Gilmartin IR Challenge & Opportunity

• Client A made the decision to discontinue lead program and drastically shift strategy in new direction.
• Client A was concerned that this change would reflect a lack of focus and impact the perception of the company on Wall Street.
• Gilmartin Group was tasked messaging new strategy in a way builds credibility on Wall Street and instills confidence in management’s ability to operationally execute.
• Long-term goals included diversification and expansion of institutional shareholder base and increase in stock performance.

Gilmartin Strategy

• Create clear and concise narrative to Wall Steet on how new clinical plan has significantly de-risked company’s success:
  • Previous work from discontinued program showed a clear efficacy signal
  • Third-party validation from Big Pharma partnership
  • FDA support of new plan has streamlined regulatory process with potential for accelerated approval
• Build confidence in executive team by highlighting successful track record and logical flow in decision making that led to strategic shift
• Provide accurate guidance on upcoming clinical milestones and commercial outlook based on increased TAM with new strategy and company’s differentiated positioning in the market and among peers
• Build new relationships on Wall Street to broaden exposure, increase institutional shareholder base, and improve stock performance

Gilmartin Tactics

Gilmartin Group performed the following activities, which ultimately was well-received by the investment community and led to an upward valuation of the company:

• Robust dialogue with stakeholders to provide a forum for covering analysts and investors to better understand the rationale behind updated clinical strategy
• Collected feedback from analyst and investor community around messaging and positioning
• Leveraged Gilmartin and banking relationships to educate and prime investors on expectations of what good data looks like ahead of upcoming data release
• Host investor call for data release on new lead program followed by 1:1 meetings with analysts, top shareholders
• Engage new target investors to build positive company perception on the Street and expand U.S. institutional investor base

Results