IR Strategies Around Clinical Trial Success
In this episode of The Investor Relations Podcast, Michael Loftus, Biotech Growth Architect and Family Office Strategist, shares how biotech companies should approach investor relations conversations around major clinical milestones. He explains why early and proactive engagement is critical, what types of conversations to prioritize before and after approval, and how the current market environment has shifted expectations compared to previous years.
The discussion highlights the importance of realistic revenue communication, the risks of overselling financial expectations, and the need for transparency to build trust. Michael emphasizes why biotechs should be talking with investors well before the final approval decision to avoid falling behind and to establish long-term credibility.
#InvestorRelations #Biotech #LifeSciences #CapitalMarkets #ClinicalTrials #BiotechInvesting
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Joshua:
So Michael, a biotech company goes through the different clinical trials and then they have the last one and it worked, right? What are some of the conversations that you want to have with investors, maybe right before that and maybe afterwards?
Michael Loftus:
Well, you’ve got to assess the options in the market. There’s a lot going on, and the market today is a little different than it was five years ago. A company that has an approved asset—or almost approved asset—would have had different conversations then versus now. Really now, it’s about revenue: how much revenue you think you’ll be able to generate in that first one to five years, and what markets it will cover. Is it a worldwide asset, or is it country by country?
Some of the things I’ve seen go wrong in the past are when a company oversells the revenue that’s going to happen. That might get people interested quickly, but it can also cause them to exit later on. I think being open and honest, especially in today’s market, will give you your best chance for long-term success.
As far as talking to people, talk early. Get out there and build those relationships now, because if the drug is approved, you may already be six months behind if you haven’t been out there communicating with the world.