Date: 6/10/2018
Event start time: 8:30 AM
Event end time: 1:30 PM
Category: Seminar
Price: Members: $999; Nonmembers: $1,199

Download program brochure (pdf)

2018 NIRI Annual Conference
Pre-conference seminar

Learn to look through the eyes of one of your key target audiences. Find out how analysts think, how they build their models and what pushes their buttons. This course will put you in the shoes of an analyst so that you can see things from their perspective. Exercises include interpreting how guidance affects an analyst’s model and identifying the key assumptions in consensus.

IRC® credential holders can earn up to 3 professional development units (PDUs). More information is available at


This course is designed for anyone who deals with the sell-side as part of the company’s financial communications. We will assume that you have taken Finance Essentials or have the equivalent knowledge.  Participants tend to come from a mixture of financial and non-financial backgrounds and this course provides something for everyone.


  • Understand the role of the sell-side, primary tasks, sources of information and perspectives
  • Appreciate how analysts do their job – from identifying the value drivers, through to forecasting and model building, valuing the business and making a recommendation
  • Be able to translate this into lessons for IR on how best to communicate with and influence analysts on both the sell-side and the buy-side


The Big Picture
  • Setting the scene – understanding your investor base
  • The role of analysts in today’s capital markets
  • Sources of information and how it is organized
  • How you can help
Forecasting and Model Building
  • Typical models
  • How analysts forecast and the role of guidance
  • Special factors for cyclical or growth companies
  • Red flags
  • Sensitivity analysis
  • Understanding the key assumptions in consensus
  • Key questions you need to be able to answer on the financials
  • Understanding price targets and recommendations
Identifying Value Drivers
  • Economic fundamentals
  • Evaluating sector and company prospects
  • Identifying critical factors
  • Key questions you need to be able to answer on strategy
Lessons for Communications with Analysts
  • Tactics to encourage a following
  • Disclosure checklist
  • What is your story and who will it appeal to?
  • From good to great IR


We will assume that you have taken Finance Essentials or have the equivalent knowledge.



David Yates

David Yates

Partner, FinanceTalking, Ltd.

David joined FinanceTalking in 2009 after nearly thirty years in the City as a corporate lawyer, investment banker and financial PR specialist.

  • Qualified as a solicitor in 1982.  Joined Linklaters & Paines, specializing in capital markets and corporate law
  • Joined the corporate finance division of Robert Fleming, London based merchant bank, in 1984.  Spent three years on secondment with Jardine Fleming in Australia between 1987 and 1990.
  • Began his Financial PR career in 1995 with Gavin Anderson & Co.
  • Joined Financial Dynamics (FD) as a partner at the end of 1998 and commenced their coverage of the Life Sciences sector.
  • Retired from FD in March 2009 following sale of the company to FTI Technologies Inc. of the US.

During his financial PR career in the City, David built a reputation as one of the leading practitioners in London and acquired experience in all aspects of the financial markets, particularly M&A and IPOs.  Together with his experience in the law and the investment banking sector, he has an in-depth knowledge of the workings of the City, the roles that each of the institutions play in the markets and how business is covered by the media.

Miranda Lane

Miranda Lane

Managing Director, FinanceTalking, Ltd.

Miranda has 16 years’ experience of teaching finance to people who do not have a financial background.  This and her broad City experience in investment banking and financial communications enable her to explain complex subjects in simple ways.
  • Qualified as a Chartered Accountant in 1985 with Touche Ross in London
  • Worked for investment bank, Morgan Grenfell, analysing companies
  • Financial PR and Investor Relations in two leading consultancies
  • Gained invaluable experience freelancing for a City training company, teaching analysis of financial statements and equity analysis
  • Over the last 16 years, Miranda has taught people from well over 50% of the FTSE100 companies, and most of the leading financial PR consultancies in the UK as well as companies from continental Europe, Asia, the Middle East, Russia and Ukraine.
Miranda founded FinanceTalking to provide the best financial training to the corporate communications world.  She designs and teaches highly relevant, practical courses for FinanceTalking and for companies' in-house training programmes.