Strengthening BKPMs FDI Attraction Strategy Results of BKPM Workshop - - PowerPoint PPT Presentation
1 Strengthening BKPMs FDI Attraction Strategy Results of BKPM Workshop and Key Discussions Points Workshop facilitated by: Data Technology Consulting TPSA program is executed by www.wavteq.com | www.incentivesmonitor.com |
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www.wavteq.com | www.incentivesmonitor.com | www.fdiprofessionals.com | www.fdiaccounting.com
company/wavteq @wavteq
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TPSA program is executed by
Data ¦ Technology ¦ Consulting
Workshop facilitated by:
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Over 75 FDI consultants with lead generation teams in Austria, Canada, China, Germany, Hong Kong, India, Ireland, Japan, Korea, Spain, UK & USA
extensive global presence
Investment Services GmbH (Europe) and Research Consultants International Inc. (North America). We have helped over 1,000 companies establish over $50 billion of greenfield investments covering all industries and types of project, including manufacturing, logistics, HQs, and R&D WAVTEQ develops the world’s leading corporate expansion intelligence and corporate location benchmarking databases and CRM systems 100% designed for EDOs/IPAs WAVTEQ is the technology and consulting partner of fDi Intelligence, Financial Times, with the USA, Canada, UK, Asia, and Middle East Franchises ABOUT US
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ABOUT US
Unique database tracking cost & quality competitiveness of nearly 1,000 countries, states & cities in 65+ sectors with nearly 1,000 data points on each location. Includes operating cost and SWOT
value propositions. Developed by WAVTEQ for the Financial Times www.fdibenchmark.com Unique global database which has tracked over $1.4 trillion / 6 million+ jobs of incentivised greenfield projects since 2010. Includes advanced analysis tools to compare incentives worldwide, an Incentives Calculator, incentives policy information, company database, and decision maker contacts in investing companies. Includes investment and incentives Mapping tool. www.incentivesmonitor.com www.fdi365.com fdi365 is a customized global online business intelligence platform. Has tracked since 2017, 2,700 business expansion leads. A Research Consultants International FDI Inc. World’s leading business expansion database, developed by WAVTEQ for the Financial Times. Tracks real time companies announcing, opening & considering greenfield FDI worldwide – an indispensable tool for attracting investment. Tracked over $12 trillion of greenfield projects www.fdimarkets.com www.fdiprofessionals.com Unique global database of 25,000+ location advisors and influencers to get your location on the Investor’s Map and build business networks globally. Use the Client Access feature to provides investors with access to FDI Professionals to make their project happen in your location. Includes an interactive GIS Advisors Map which can plug-in to your EDO/IPA website. CRM compatible Unique software & data tool to track & measure inward investment successes, qualify projects, measure the involvement of your EDO/IPA and the quality of FDI attracted. Measures organizational performance and return on investment of IPAs/EDOs. Includes an Interactive GIS Investment Map. Can be provided as an online location promotion tool through an API to a dedicated website to present FDI Accounting data to the world (e.g. see www.dubaifdimonitor.com ). Licensed by Select USA, Dubai FDI and other EDOs and IPAs . www.fdiaccounting.com World’s first CRM systems designed and created specifically for IPAs and EDOs. Very easy-to-use, cloud-based and with a very flexible structure designed to minimize customization costs. Ready to use for lead generation, investment facilitation and aftercare/BRE
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ABOUT US
₊ WAVTEQ's team is at the forefront of knowledge on FDI, with over 100 FDI publications and training guides. WAVTEQ provides a free publication portal for FDI studies subscribed to by
₊ These studies used extensively by IPAs and international organizations to inform their investment promotion strategies and training needs
Download our training guidelines and latest studies www.wavteq.com/publications
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ABOUT US
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ABOUT US - Recent FDI consulting clients (2013 - 2018)
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department with functions and staff members and their responsibilities
10.Action plan: short-term, medium-term and long-term actions required for each target and goal, outlining investment promotion tools and budgets
WHAT IS AN INVESTMENT PROMOTION STRATEGY (IPS)?
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WHAT IS AN INVESTMENT PROMOTION STRATEGY (IPS)?
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The type of FDI to target depends on the desired benefits
+ The sectors in the economy (e.g. R&D and tech sectors are driven more M&A and NFI/NEM types of FDI) + The existence of local firms both suitable for, and which have a clear desire for, engaging in M&A and/or NFI/NEM transactions with foreign investors + The capability of the IPA to promote and facilitate non-Greenfield types of FDI
WHAT IS AN INVESTMENT PROMOTION STRATEGY (IPS)?
Type of FDI Job creation Fixed capital formation Technology Access to export markets FX earnings Long term finance Greenfield FDI High High High High High High M&A Low Low Low High High Medium NFI/NEM Medium Medium High High Low Low
Source: WAVTEQ
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KEY PERFORMANCE INDICATORS
Source: ESCAP (2017)
Example key performance indicators for an IPA
It is expected that IPAs will increasingly target FDI to achieve the UN Sustainable Development Goals (SDGs) relevant for their location
“The quality of inward FDI is more important than its quantity. FDI quality cannot be assessed simply by looking at aggregate FDI statistics”
Columbia FDI Perspectives, Perspectives on topical foreign direct investment issues, No. 184 (October 10, 2016)
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WHAT SECTORS SHOULD BKPM TARGET FOR FDI?
development
position
demand
WAVTEQ Three Force Model of target sector identification www.wavteq.com/publications
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WHAT SECTORS SHOULD BKPM TARGET FOR FDI?
Sectors where Indonesia has a RCA>1 for FDI projects (2014-March 2018)
Beverages 2.71 Coal, Oil and Natural Gas 2.29 Hotels & Tourism 2.24 Ceramics & Glass 2.12 Metals 1.82 Warehousing & Storage 1.72 Wood Products 1.56 Building & Construction Mater 1.52 Food & Tobacco 1.40 Consumer Products 1.38 Consumer Electronics 1.31 Chemicals 1.30 Automotive Components 1.29 Renewable energy 1.28 Healthcare 1.23 Non-Auto Transport OEM 1.21 Automotive OEM 1.21 Minerals 1.13 Real Estate 1.04 Space & Defence 1.02 Business Machines & Equipmen 1.00 Communications 1.00
Transportation 0.94 Plastics 0.91
0.88 Pharmaceuticals 0.87 Electronic Components 0.83 Rubber 0.82 Software & IT services 0.81 Leisure & Entertainment 0.81 Aerospace 0.70 Business Services 0.64 Financial Services 0.58 Textiles 0.55 Medical Devices 0.43 Biotechnology 0.41 Semiconductors 0.25 Paper, Printing & Packaging 0.23 Engines & Turbines 0.00
Source: WAVTEQ based on fDi Markets data
Indonesia has a RCA mainly in low-technology and a few medium tech sectors – not in high tech sectors
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1. Infrastructure – energy, mining, transportation, electricity – conventional and renewables especially solar (all priority ED objectives) 2. Manufacturing – food (exports), industrial machinery, heavy industry (value added), textiles (jobs), pharma and chemicals (import substitution, lower costs for other sectors, high tech), electronics, automotive (capital investment, jobs, exports, local linkage) 3. Maritime – cold storage, fish processing, harbor, ship and boat building 4. Agriculture – cattle, livestock (food security) 5. Tourism – hotels, restaurants, travel agents, SEZs (priority ED objectives) 6. Lifestyle/Digital – e-commerce, software development, retail, film, creative industries 7. Services – financial, professional (increases competitiveness of all sectors, knowledge-transfer, high income – but min. FDI threshold too high perhaps!), and education
WHAT SECTORS SHOULD BKPM TARGET FOR FDI?
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WHAT SECTORS SHOULD BKPM TARGET FOR FDI?
Source: Developed by WAVTEQ for TPSA project
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WHAT SECTORS SHOULD BKPM TARGET FOR FDI?
Source: Developed by WAVTEQ for TPSA project
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WHAT SECTORS SHOULD BKPM TARGET FOR FDI?
Source: Developed by WAVTEQ for TPSA project
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WHAT SECTORS SHOULD BKPM TARGET FOR FDI?
Source: Developed by WAVTEQ for TPSA project
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WHICH COUNTRIES SHOULD BKPM TARGET FOR FDI?
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Source: WAVTEQ
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WHAT COUNTRIES SHOULD BKPM TARGET FOR FDI?
Source Countries United States China Japan German y France UK South Korea Singapo re Spain Italy UAE Canada Switzerl and Hong Kong Taiwan Russia Netherla nds India Malaysia Thailand Luxemb
Australi a Denmar k Saudi Arabia Real Estate 41980 82258 40281 5711 4846 12511 4098 48198 743 625 41460 8885 217 18156 4530 1 3644 8446 15215 13322 25576 22055 226 7859 Coal, Oil and Natural Gas 65919 42268 29705 5538 30751 16213 11213 7638 7739 17948 9488 3295 3710 4607 50 47833 8286 9157 9962 8620 1056 4896 13568 Alternative/Renewable energy 26038 27242 8731 17733 18228 11446 11197 4976 19510 24385 2168 16912 1716 1580 2787 449 2550 6099 4033 8046 1628 689 7999 2942 Communications 72119 15420 6402 2403 6791 14279 4542 5605 13111 2075 1013 1887 719 2295 3052 1158 4369 1175 987 53 3900 1900 173 482 Automotive OEM 22688 16241 22570 37998 10548 4759 10396 127 542 2570 180 667 7 2157 1982 1504 66 4782 2634 7 95 3 1 13 Chemicals 21033 11562 8616 12097 8661 1811 8056 1636 445 401 1382 3061 9015 1844 1835 646 6051 2178 2000 603 567 590 3285 11129 Metals 9177 28812 11815 4357 1303 16418 7456 830 2962 2939 437 12989 2073 1046 1650 391 1683 2913 250 11 4905 1299 124 48 Food & Tobacco 20251 7268 5227 18827 9515 3649 1625 1200 1636 1595 2815 1810 7552 1653 816 520 2842 508 1721 2988 154 450 2055 754 Textiles 16236 5775 5019 6517 16209 7691 3667 2014 8698 16314 422 3305 1756 2512 2832 115 1321 1586 45 99 311 1641 1555 108 Financial Services 19514 4528 5828 4238 5225 12612 3592 2727 3469 1996 7157 3820 5852 3163 3614 2049 1684 1430 1134 839 867 2499 486 436 Consumer Products 25318 1952 4089 5117 15177 5137 4660 590 4919 4413 1156 856 8525 1804 706 140 4437 1419 829 411 1422 1842 5897 182 Transportation 17143 8398 5387 21591 5353 8237 856 1121 1721 1120 2259 3537 3846 1394 864 3993 3634 922 767 629 586 297 3706 212 Software & IT services 52415 2275 2694 6524 6632 8445 446 1231 997 622 533 3687 1788 669 479 1154 2202 4860 82 24 157 1671 713 22 Automotive Components 12285 4515 18085 22918 4638 2776 3897 56 1526 1273 47 3592 778 763 684 263 1979 69 112 701 232 1 15 Electronic Components 10974 6638 6183 5444 1429 4826 14439 485 490 517 36 1414 2276 2560 22709 17 1102 75 19 44 3 144 120 Hotels & Tourism 15088 2778 1998 1016 4208 4000 423 3301 9832 61 1713 1648 1354 5345 75 5 201 598 1205 2832 5 913 2 179 Business Services 15727 2029 2094 1955 3876 11729 914 988 3599 449 441 1010 1413 407 138 129 1505 2437 2553 133 456 1453 489 52 Warehousing & Storage 2858 5800 4138 4439 3085 1153 1019 1652 1199 31 5909 272 1653 3494 208 4354 423 743 173 221 147 4615 174 Industrial Machinery, Equipm8540 5234 7021 7598 1413 1783 796 174 711 1672 93 850 3978 342 1483 30 973 398 46 28 58 189 606 18 Semiconductors 13985 289 1566 4455 69 589 9239 48 3 8 65 690 2563 8513 512 6 Pharmaceuticals 8245 816 2058 3440 2610 3729 1817 33 509 239 495 991 2747 60 97 232 133 1777 16 62 581 1796 237 Plastics 4281 1556 6765 4087 609 662 2007 188 702 470 1399 393 971 1961 1178 87 523 1483 72 174 466 162 404 291 Building & Construction Mate 2452 6720 354 1784 2930 597 345 350 1290 737 22 138 2691 28 608 3 123 120 1470 227 84 1038 Leisure & Entertainment 7437 1011 1354 40 2509 4087 627 663 609 376 323 3337 257 3 132 89 489 166 659 3 38 Rubber 2028 4553 4226 3224 1852 246 2355 588 163 1068 88 385 82 1010 107 119 1062 406 161 123 81 146 Aerospace 9553 638 518 1195 2959 2505 107 361 54 368 51 713 459 375 195 466 3371 408 20 106 200 54 5 Paper, Printing & Packaging 2252 5847 944 1368 112 787 4 9 637 1007 1 840 492 213 12 90 101 158 172 28 99 216 Beverages 6716 1127 88 388 1351 96 74 263 147 96 130 1089 114 4175 1914 8 67 125 134 Biotechnology 7413 611 746 2562 939 825 454 440 425 101 135 297 1267 94 96 83 199 11 1 701 293 Non-Automotive Transport OE 1278 1280 2241 2593 917 383 3876 39 103 185 700 453 3 746 24 153 377 172 10 15 64 Consumer Electronics 1645 1624 695 1617 79 748 4521 53 63 371 174 46 109 152 303 146 61 16 1 63 Ceramics & Glass 2198 1862 2680 1120 1052 109 329 228 891 68 85 67 504 469 18 26 16 3 7 Medical Devices 4819 308 1034 2701 112 491 62 127 66 68 73 276 12 218 7 840 116 127 85 Business Machines & Equipme 4159 389 2008 192 100 293 78 1 124 15 5 60 995 1419 52 6 1 14 112 Wood Products 324 286 217 289 185 164 166 149 62 47 656 516 233 65 6 76 40 29 15 1 Minerals 748 149 83 221 377 593 3150 366 514 52 152 29 140 119 24 129 324 Healthcare 1852 125 577 254 209 309 90 1351 413 122 559 164 8 19 50 248 350 109 50 78 20 128 Engines & Turbines 1939 444 228 1357 134 288 70 22 180 20 26 20 5 127 46 822 Space & Defence 627 82 3 222 362 695 17 8 109 94 30 31 54 184
Total 559252 309581 225306 224826 176391 168926 119553 91536 90038 87086 82330 79889 70933 66478 65061 62130 61978 57665 46163 43183 42827 42326 42131 39025
Source: fDi Markets, FT
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WHICH COUNTRIES SHOULD BKPM TARGET FOR FDI?
Source Countries Constructi
Creative Industries Energy Renewable Energy Food, Beverages & Tobacco ICT & Electronics Life sciences Physical Sciences Profession al & Financial Services Tourism Transport Equipment ALL SECTORS United States 5 1 1 2 1 1 1 2 1 1 3 1 Germany 9 7 8 4 2 6 2 4 10 11 1 2 Japan 3 5 6 9 5 4 4 5 7 10 2 3 China 1 4 2 1 4 5 6 1 14 7 4 4 France 6 3 5 5 7 8 5 9 3 4 5 5 UK 7 2 4 7 3 7 3 3 2 3 7 6 Korea 11 11 14 12 10 3 13 7 12 14 6 7 Taiwan 13 14 16 11 16 2 15 16 16 15 10 8 Singapore 2 6 9 15 12 12 8 10 13 6 15 9 Switzerland 12 13 13 13 6 13 7 8 6 12 12 10 Spain 16 9 11 3 11 15 12 14 5 2 13 11 Italy 15 16 7 6 13 14 14 15 15 16 11 12 Hong Kong 8 15 15 10 14 10 16 11 11 8 14 13 Canada 10 8 3 8 8 11 11 6 8 9 9 14 India 14 10 12 14 15 9 9 12 4 13 8 15 UAE 4 12 10 16 9 16 10 13 9 5 16 16
Source: WAVTEQ based on fDi Markets data
Global rank of countries for outward FDI in different sectors (top 5 countries highlighted)
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1. Japan (no. 1 votes by participants) 2. China and HK (no. 2) 3. US (no. 3) 4. South Korea 5. Singapore (a lot maybe by other foreign companies in Singapore) 6. Australia, UK, Germany, France, Canada in specific sectors
WHICH COUNTRIES SHOULD BKPM TARGET FOR FDI?
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1. Investment seminars with social media 2. Trade shows / exhibitions 3. 1:1 meetings 4. Networking events 5. Site visit programs 6. High level events 7. Regional investment forum 8. Advertising in international media 9. Social media accounts
WHAT’S NEW IN INVESTMENT PROMOTION
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WHAT’S NEW IN INVESTMENT PROMOTION
▪ Remit for greenfield/expansion ▪ Property portfolio ▪ Grants and incentives expertise ▪ Project facilitation ▪ Planning/permitting ▪ Enquiry handling ▪ Mass marketing at events and advertising ▪ Geographical focus of sales ▪ Public sector/administrative skills ▪ Tourism feel to marketing materials
▪ Remit for all forms of investment ▪ Access to inventory of skills and technologies in region ▪ Relationships with clusters (science parks, academics, companies) ▪ Project and account management ▪ Involvement of private sector experts in sales process ▪ Highly focused proactive marketing to specific sub-sectors ▪ Outsourced lead generation/qualification ▪ Key accounts/strategic companies ▪ Business advisory skills ▪ Customized business propositions for investors
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WHAT’S NEW IN INVESTMENT PROMOTION
Cluster development
Government ‘proactive’
4th generation
Singapore Ireland Czech Republic
Time Private sector practices Source: WAVTEQ
Investment Facilitation 1st generation
Indonesia? Haiti Vietnam
Proactive Targeting 3rd generation
Malaysia Costa Rica Hong Kong Thailand US IPAs
Image building
Government ‘reactive’
2nd generation
Dubai Chile Turkey
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WHAT’S NEW IN INVESTMENT PROMOTION
Source: DCI (2017a) survey based on 331 US –based corporate executives
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The challenge: How to promote and facilitate FDI at the local level?
skills, infrastructure, clusters and often incentives will be assessed by investors
linkages, cluster development, and skills development takes place, as demonstrated by Michael Porter
countries, have diverse economic regions with strengths in different sectors, with specific investment opportunities for investors, and often with different economic development objectives reflecting the economic and social situation
countries, for a national IPA to have comprehensive and constantly updated information on every region and investment opportunity across the country WHAT’S NEW IN INVESTMENT PROMOTION
The solution: The Invest Canada-Community Initiatives (ICCI) program
their capacity to attract, retain and expand FDI
partnerships at the local community level
supporting the attraction, retention, and expansion of FDI through specific types of activities
expenses (the local IPA needs to co-fund the project)
and community organizations through 1253 projects valued at $42.2 million. In 2016, 87 organizations across Canada are receiving more than $3.7 million in funding from the Government of Canada
target sectors and 23 target countries, to coordinate national and local investment promotion strategy
http://tradecommissioner.gc.ca/funding-financement/icci-icic/index.aspx?lang=eng
Source: WAVTEQ
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WHAT’S NEW IN INVESTMENT PROMOTION
world (World Bank) and winning multiple times best European IPA of the year.
nearly 250,000 new jobs and $34.5 billion of FDI from 1993-2015
merged with the SME agency in 2003, which created stronger capacity to improve the capability of SMEs to work with MNEs investing into the Czech Republic
England as a best practice example of how to develop the program, and investment officers from the North East of England IPA were seconded into Czech Invest to help develop the program
contracts facilitated
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WHAT’S NEW IN INVESTMENT PROMOTION
Supplier Development Program
implemented a National Supplier Development Program
promotion agency, Czech Invest, has 13 staff reviewing the capability of local companies, raising their capability and then supporting their integration into the supply chains of multinational companies
and Irish experience in the electronics and automotive sectors, and is supported by the European Union
highest demand that can be supplied to a range of sectors (e.g. machined parts, packaging)
Implementation
companies to gain approved supplier status and new business from the multi-national companies. Online database for multinational companies to find suppliers
detailed consultancy, training and funding support in the utilization of technology, general management operations, certification, strategy and organizational change based on the European Foundation for Quality Excellence Model, and
suppliers against world-class performance standards to achieve continuous improvement
management, human resources management, production management, materials management & purchasing, and the impact of value engineering and quality engineering & control
Source: WAVTEQ
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The “FastStart” program
“FastStart” to support inward investors in Louisiana
by both The Economist and Business Facilities Magazine
are offered at no cost to the company, and are part of the incentives package negotiated by LED
permanent manufacturing jobs, or a net of at least 50 new, permanent service-related jobs FastStart services for investors
sectors being targeted, analyze the company’s current processes to understand the company’s operations and needs before they invest in Louisiana. A document is prepared outlining the analysis which would be signed-off by the investor
employee competencies and behaviors that match the cultural and technical abilities needed by the company and provides comprehensive employee recruitment services
investor recruits the right staff
training programs custom designed, sequenced and delivered to engage new employees WHAT’S NEW IN INVESTMENT PROMOTION
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Source: WAVTEQ
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W A V T E Q
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Meetings with qualified investors
You will be meeting companies pre-qualified as having investment opportunities. Note that the actual size and timing may only be revealed during the meeting
Industry knowledge
By speaking with investors you can get good knowledge of the opportunities and challenges facing the industries of companies you are meeting
Raising brand / location awareness & image
This will only be for investors you meet face to face. But companies speak to
PROS AND CONS OF OVERSEAS MISSIONS
Networking with a high number of investors
You typically can meet 8-15 companies on a 1 week road show depending on number of cities you are visiting, locations of investors, congestion & logistics etc. Always focus on quality not quantity and always arrive to meetings early!
Meeting decision makers for location expansion
You will be meeting senior decision makers at their HQ. Note that the level of seniority may depend of the seniority of people you send to meet the company
Source: WAVTEQ experience
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PROS AND CONS OF OVERSEAS MISSIONS
Source: WAVTEQ
Companies highly time conscious with barriers to
meeting with decision makers very good but often they prefer to meet at major trade shows instead
Middle East
Business is almost always done face-to- face and only after many meetings and lunches typically
China
Essential to meet the full team at the companies
consensual decision making culture
USA
Always appreciated by investors but many decision makers also happy to do virtual meetings
Japan
Japanese business proverb: “you need to sell your face before your product” . Virtual meetings rarely take place or work well
Germany
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Networking with a high number of investors
Attending major trade shows allows the EDO/IPA to meet with a high number of investors – “walking the floor” can result in typically 20-50 investor conversations
Meetings with qualified investors
Typically 10-15 meeting should be setup in advance with pre-qualified investors. The pool of investors is limited by which companies attend the show. Furthermore, meetings are often very short – a bit like speed dating!
Meeting decision makers for location expansion
C-Level and President/SVP level executives generally do not attend trade shows. In most trades shows the objective is to get a referral to the decision-maker
PROS AND CONS OF OVERSEAS MISSIONS
Raising brand / location awareness & image
Having a booth at the show and related marketing and PR activities can raise the profile of the location subject to: (1) high impact booth; (2) high profile participants from the EDO/IPA; (3) excellent marketing. Typically big budget needed to stand out.
Industry knowledge
Attending leading industry specific trade shows is a great way to keep up-to-date with the latest industry trends
Source: WAVTEQ experience
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PROS AND CONS OF OVERSEAS MISSIONS
Source: WAVTEQ
Very effective as Germany is leading hub for trade shows and the Germany economy is decentralized with no central business hub
Middle East
Major hubs attract high number of companies – good for targeting FDI from this diverse region
China
C-level executives often
hard to setup meetings pre- show
USA
Vast number of shows & companies attending. Typically not decision makers
Japan
Decision-makers for FDI rarely
firms prefer 1:1 meetings/seminars
Germany
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Networking with a high number of investors
Great way to network with investors – and investors you have specifically targeted to attend the seminar/event so should be the right companies
Meetings with qualified investors
You can often arrange meetings with investors around a seminar or event – either during or after a big event on in the days after a smaller seminar but it is not as effective as conducting direct visits to the company HQ
Industry knowledge
The seminar is more about your presenting the industry-specific opportunities in your location but you should always invite your existing investors to speak at the seminar and this can impart good industry knowledge
PROS AND CONS OF OVERSEAS MISSIONS
Meeting decision makers for location expansion
You will invite senior decision makers to attend but who actually attends is not
Raising brand / location awareness & image
Great way to raise the brand of your location in a specific market especially if combined with PR and media interviews and you have high level speakers. Can be an effective way to first enter a market as part of an FDI promotion strategy
Source: WAVTEQ Effectiveness
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PROS AND CONS OF OVERSEAS MISSIONS
Source: WAVTEQ
Highly effective for lead generation and general promotion of your
events are generally best. G2B meeting best at company offices
China
Very effective. Given volume of companies, large scale events
meetings can be done at events
UK
Can be effective, especially Roundtables and Seminars but note that drop-
USA
Can work well especially in key clusters (e.g. San Fran). Typically straight after work. Logistics very important so easy to get to the venue
Germany
Generally not very effective and hard to get decision makers to attend
Japan
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CASE STUDY – Three major FDI Events and B2B Meeting Program in China
Project Summary
WAVTEQ was awarded the contract to conduct the investor recruitment and meeting set-up for three events in China taking place in March 2017 in Beijing, Tianjin, and Qingdao.
Activities
including through social media
Chinese companies to meet with Canadian cities attending the conference (all the major cities in Canada) and Global Affairs Canada
the-ground meetings between city economic development
Results
and 120 Qingdao) – exceeding targets by 150%
through social media channels
generated from the three events and B2B meetings
delivered for Invest in Canada to recruit investors and set-up meetings for an FDI event in Beijing in 2013
“The seminars in all 3 stops were at or over capacity, hence far outreaching our targets. We were very pleased with the turnout and number
want to thank you and the team in China for all
challenging task. We greatly appreciated the level of service and efforts put in by the team in implementing the project”
(Global Affairs Canada)
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CASE STUDY – Abu Dhabi India Week
Project Summary WAVTEQ was awarded a contract in a competitive tender to
2018, which includes organizing two major FDI events in Mumbai and New Delhi and organizing a B2B and G2B meeting program. Activities and Results
attend the two events
ten Abu Dhabi companies
25 Abu Dhabi public sector organizations attending India Week
and technical set-up & support; roll-up for the registration, events brochure, badges/name cards and other related printing costs; Photography; and Marketing materials and
services including the organization and operational management of the two Events and the B2B and G2B meeting program
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SOCIAL MEDIA FDI STRATEGY – CASE STUDIES
Activities and Results Social Media Marketing: WAVTEQ’s Marketing team launched a social media campaign in the build up and throughout India
a ‘buzz’ around the event and boosted engagement with the Abu Dhabi brand. Abu Dhabi India Week took place in January 2018 WAVTEQ’S social media marketing campaign provided positive results (results based across all channels)
Week – 6th highest in India!!!
Social Media supporting the following results:
events promoting Abu Dhabi
Dhabi companies
Dhabi public sector organizations attending India Week
India Week Trending
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CASE STUDY – Global Lead Generation, Investor Recruitment, and B2B Meeting Program
Project Summary
WAVTEQ was contracted to run a global lead generation programme in 2016 to:
within the next 2 years
Sept 2016
potential investors around the FDI Forum
Activities
with over 1,000 companies in 30 countries over 6 monts We supported companies with Q&A on investing in Sharjah
between investors and the client
Results
profile on each company provided
company planning a manufacturing facility, two major retails brands opening multiple stores in the Emirate and at least 5 further concrete project opportunities 10.Fresh Foods, a company who visited the event has announced a manufacturing facility with an investment of $7.5 million.
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+ Tourism + Infrastructure – energy and transportation + Digital economy + Import substitution manufacturing + Automotive + Electronics
+ Xx + Xx + Xx + Xx + xx
DEVELOPING BKPM’S ANNUAL BUSINESS DEVELOPMENT PLAN
+ China + Japan + US + Singapore + Korea
+ Germany + UK + France + Australia + India?
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DEVELOPING BKPM’S ANNUAL BUSINESS DEVELOPMENT PLAN
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Conferences/trade shows that will be attended
+ Xx + Xxx + Xx
+ Xx + Xx + Xx
+ Xx + Xx + Xx
+ Xx + Xx + Xx
DEVELOPING BKPM’S ANNUAL BUSINESS DEVELOPMENT PLAN
to attend to ensure there is a large pool of the right companies and decision makers to meet
qualified investors
it will give an ROI – you don’t need a booth to meet investors
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Road Shows and Seminars that will be conducted overseas
+ 5-6 road shows to key target markets meeting leading investors in the sector – ideally as part of a strategic company targeting program
+ China + Japan + Korea + Singapore (can also promote to intermediaries) + ASEAN organized seminars (but low numbers of investors)
DEVELOPING BKPM’S ANNUAL BUSINESS DEVELOPMENT PLAN
they will just send invites to their list of contacts – it is not strategic
generally set these up – either BKPM does or you work with in-market LG consulting firm
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Schedule of activities
DEVELOPING BKPM’S ANNUAL BUSINESS DEVELOPMENT PLAN
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Key performance indicators
+ E.g. 10 road shows = 100 meetings + E.g. 10 trade shows = 200 meetings + E.g. 5 seminars = 350 attendees + 50 meetings
+ E.g. 10 road shows = 30 prospects + E.g. 10 trade shows = 20 prospects + E.g. 5 seminars = 50 prospects
+ E.g. 10 road shows = 6 successes + E.g. 10 trade shows = 4 successes + E.g. 5 seminars = 10 successes
+ E.g. $1 billion FDI + E,g. 10,000 direct jobs + E.g. $1 billion multiplier impact on domestic investment + E.g. 20,000 indirect jobs + Compare above to budget needed to deliver the Business Development Strategy + Every year the pipeline will grow and the no. successes will increase – exponential
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www.wavteq.com To our client location &
representatives Telephone or face to face meeting with decision makers
Establish level
key barriers/ triggers to FDI Nurture companies through regular contact & updates
Contact Introduce Qualify Nurture Meet
Reaching the right decision makers
Close
Work as “one team” with our client to close investment projects
Business development plan
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W A V T E Q
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+44 7557 965393 info@wavteq.com @wavteq /company/wavteq Keep in touch
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