In this course, we look at why company targeting and lead generation are critical to the success of an IPA. We consider the role of both a reactive and proactive approach to lead generation and consider a variety of tools and resources that can be used to identify potential investment leads.

We look at the relative merits of mass company outreach versus a targeted, customised approach. Since the latter requires greater research and effort, we will look at how to reduce a longlist of targets down to a manageable shortlist of prospects, using relevant shortlisting criteria and drawing on a variety of investor signals that may come solely from the company, or be influenced by broader sector-based or economy-related factors and trends.

We then move on to look at how you can successfully make contact with potential investors – including some important dos and don’ts to bear in mind. Finally, we examine the increasing importance of social media in company outreach and explore how best to leverage digital tools for maximum impact.