McKinsey interviews Gartner CFO on communicating with investors

Presentations to analysts and investors are very important for publicly traded companies: they have a direct impact on the share price.

In this interview for the McKinsey Quarterly, Gartner CFO Christopher Lafond lays out his investor relations strategy:

• Segment and prioritize investors you want to talk to (in his case funds that have a long-term interest in Gartner, and do their homework to understand the fundamentals of the business)
• Focus on a very limited number of performance metrics, not shying away from internal, operational metrics that are usually only discussed by management
• Educate investors why these are important

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