Our Beyond the Expected content series showcases how Truist Securities uses its industry expertise and deep knowledge to help clients navigate complex situations and achieve their goals.

In this piece, we highlight how Truist Securities assists firms in showcasing themselves to potential capital markets investors.

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Mary Stroth: At Truist Securities, we expect the usage of data by our clients and by our

analysts to grow significantly.

 

Visual Description: Mary Stroth is seated in a purple chair in an interview room facing the camera.

 

On-screen text: Mary Stroth. Head of Equity Sales, Trading & Research. Truist Securities. 

 

Mary Stroth: In 2030, we're projecting roughly $32 billion will be spent on alternative data.

 

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Mary Stroth: Data on its own is really an incomplete picture. 

 

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Visual Descripion: Two different Truist employees are seated at their desks working on data visualizations.

 

Mary Stroth: At Truist Securities, our research analysts combine their fundamental research analysis with proprietary data sets that they are collecting to really provide insights into that data and help you with your investment decisions.

 

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Visual Description: Mary appears in the Truist office speaking to one of their analysts. He points the his monitor screen displaying data in spreadsheets and visualizations.

 

Mary Stroth: Our research analysts at Truist Securities have deep knowledge in the sectors they cover, including those that are most important to our investors.

 

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Mary Stroth: From technology, healthcare, consumer, industrials, financials, and many more.

 

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Mary Stroth: Our analysts at Truist Securities truly are unique.

 

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Mary Stroth: First, they have between 15 and 20 years of experience in the industry covering the companies they do.

 

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Mary Stroth: Secondly, they also have been through business cycles, economic cycles. They know the markets, and that really provides them unique insights into the recommendations they're providing.

 

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Mary Stroth: And so when they're outside covering those companies, it really allows them to dig deeper in a way that other analysts are unable to do.

 

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Mary Stroth: And then thirdly, I really think that our proprietary surveys and our usage of unique data sets really allows our analysts to differentiate themselves.

 

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Mary Stroth: We really take the usage of data seriously in incorporating it into our fundamental research analysis, because ultimately that's what our clients are looking for us to do.

 

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On-screen text: Truist Securities. Copyright 2024 Truist Financial Corporation. Truist and Truist Securities are service marks of Truist Financial Corporation. All rights reserved. Truist Securities is the trade name for the corporate and investment banking services of Truist Financial Corporation and its subsidiaries. Securities and strategic advisory services are provided by Truist Securities, Inc., member FINRA and SIPC. Lending, financial risk management, and treasury management and payment services are offered by Truist Bank. Deposit products are offered by Truist Bank, Member FDIC.

When it comes to preparing for a capital markets transaction and making your case to potential investors, it’s important to have your company’s finances in order. However, it’s equally as important to craft a compelling story that resonates with investors.

Storytelling is an often-forgotten component of generating interest in your company from potential capital markets investors, says Jim Pirouz, Head of Capital Markets and Syndicate at Truist Securities. His team assists clients with creating and articulating their story to give them the best chance of securing the most favorable transaction.

We recognize that many of our clients are growth-oriented companies, and their stories are not well-known in the marketplace. And so we invest a lot of time in getting to know the management team, understanding their go-to-market strategy, and learning about their goals and objectives to make sure we help them tell their story and convey it to investors.
—Jim Pirouz,
Head of Capital Markets and Syndicate, Truist Securities

Here, Pirouz outlines some of the key components that make an effective story for investors, and what companies can expect working with their Truist Securities team to craft that story.

3 strategies for crafting an engaging story

1. Don’t assume your story is known.

You live and breathe your business, so even if you know exactly what makes your company different from others in your sector, investors may not. They’re sifting through hundreds of potential opportunities and may have widespread interests that go beyond your industry. Pirouz says one of the key elements of a compelling story is that it highlights the benefits of investing in your company based on your unique competitive advantages.

2. Be transparent.

While your story certainly should include the positive aspects of your firm—how long your management team has been in place, your growth potential driven by differentiated offerings and industry tailwinds, and more—it’s also smart to name and address any challenges you’re facing. Pirouz suggests talking about those with a focus on the strategies you’re putting in place to mitigate any negative impacts these challenges could cause to the underlying business.

3. Workshop and hone your story.

Pirouz says the Capital Markets team will often work with other leaders within Truist Securities to practice telling their story as a way to analyze how well the concept is working. “We’ll solicit feedback from the sales force, who are putting themselves in the shoes of the investors. It helps to hone the story so that when we ultimately go to market, we’re putting our best foot forward.”

“Success is where preparation meets opportunity”

The storytelling process is just one example of what drives Pirouz and other leaders at Truist Securities. At the core of their work is a desire to get to know clients and really understand their unique needs and strengths. It’s about developing a trusted advisory relationship with clients in order to help them reach their goals.

“As we push leaders to tell us what some of their sector challenges are, sometimes the process can get a little uncomfortable,” Pirouz admits. It’s not always easy for clients to look inside and be honest about their challenges. “But investors are going to ask those questions, too.” He adds that, often, thinking about those hard questions in the preparation rounds gives company leaders insights into their own firm they hadn’t considered before.

The more time you and your Truist Securities team spend crafting and perfecting your story, the better-equipped company leaders are to meet with potential investors. “I like to say that success is where preparation meets opportunity,” Pirouz says. “And that’s why we invest so much time with our clients getting them prepared for this go-to-market process.”

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