With market dynamics continuing to impact how the sell side operates, many IR teams are having to adjust their interactions with analysts in order to make the most of their relationships with them.
This was how Shubha Khan, senior vice president, head of investor relations at Great-West Lifeco, approached his own company’s interactions with the sell side in recent years.
That led to the insurer being nominated for the award for best sell-side management at the IR Impact Awards – Canada 2026. Khan and his team would later pick up the award for best IR impact (large cap) at the awards ceremony.
‘The key is building a relationship with the sell side over the last 12 months,’ he told IR Impact on the red carpet before the awards. ‘It helps that I’ve had a 10-year career in on the sell side and then a 10-year career in IR as well.
‘It’s a matter of understanding how their their industry is evolving and trying to make their jobs easier.’
