831: Building Your Credibility | Chuck Triano, CFO, Xalud Therapeutics

Unlike many CFOs who tell us that their finance career paths did not intersect with the investor relations (IR) function until shortly before their arrival in the CFO office, Chuck Triano relates that his actually began inside the IR function. In fact, most of the experiences that he credits with shaping his finance leadership portfolio were gleaned during a multi-chapter IR leadership career.Still, Triano’s expansive IR resume is not unusual among life sciences CFOs, who say that high-calorie IR/communication skills have long distinguished the sector’s finance leadership.   For Triano, whose resume includes a 13-year IR leadership tour with Pfizer and 8 years with Forest Laboratories, the IR path provided an uncompromising view of CFO leadership—one that other members of the finance rank-and-file are unlikely to experience.According to Triano, it’s not unusual for IR executives to find themselves seated alongside their CFOs and at times actively assisting the finance leader as he or she seeks to achieve a discerning and influential narrative about the business.Along the way, Triano recalls, his powers of narrative storytelling were put to the test nowhere more than at Pfizer, where at one point he became responsible for “putting down on paper” the company’s 6- to 7-year plan.Providing investors with an extended view into the future can be a delicate task, but inside the world of pharmaceuticals—where drug patent expirations loom large—providing an over-the-horizon look for investors can be especially hazardous, admits Triano.Still, Triano realized that there was no turning back.  “We had to make the long-term picture clearer, so we needed to talk about these things and get out in front of them,” reports Triano, who notes that the experience became liberating for the business in a way.Looking back at the task of helping to create Pfizer’s long-term outlook, Triano says: “I began by thinking, ‘How do we weave a story out of this?,’” –Jack Sweeney