2. GIPB-global investment promotion
benchmarking.
It evaluated each IPI’s ability to meet the
informational needs of potential investors
during the site-selection process,
Resources based on
IPI responses to two simulated inquires
its Web site.
3. Support for Worldwide business
IBPC (International Business Promotion Center) Osaka Network Center
--
promote trade, industry, and communication between Osaka and cities
on the Asian continent and throughout the world.
--provide various types of support for your business, in collaboration
with partners in the BPC and WTC network
4. To check more detail:
http://www.ibpcosaka.or.jp/index_e.html
Compare to the top agency. We also have weak one.
Here we can see the lesson from GIPB for
Papua New Guinea:
http://www.youtube.com/watch?v=CvMekCAR3K0
(not only for PNG, but also for other country like Indonesia)
5. Most governments depend on investment
promotion agencies, economic development
boards, industrial development agencies and
other investment promotion intermediaries(IPIs)
to compete globally for critical foreign investment
and the development benefits it brings
6. “More than 70% of investment promotion intermediaries
missing out on the foreign investment by failing to
provide investors with accurate and timely information”
(Quote: the global investment promotion benchmarking 2009 report)----GIPB
Reason: “investment facilitation”
---one of the simplest and most cost effective function
Always neglected at many agencies.
7. A new survey identified 14 common
practices of top-performing agencies in
the benchmarking study.
Benefit:
Weaker performers can inexpensively
implement many of these practices to win
a larger share of the trillion-dollar market
for foreign investment.
8. Differences:
Foster a private sector-minded culture
14
Accumulate deep business knowledge practices
Implement internal systems
Ensure the agencies can provide foreign
investors with necessary information to
influence their investment decision.
9. 1. private sector experience:
(build a staff with public and private sector experience)
Great challenge of public sector IPIs is to understand
private sector service standard
Public agencies : task-oriented
Top IPIs: hire staff with private sector experience (74%)
Weak IPIs: only have half (30%)
Private experience Key hiring criteria
10. Based on the demand of private experience
Public IPIs Private sector
firms
Talented
staff
Salary compare:
Top IPIs (83%) >= public sector level Weak
IPIs(62%)=public sector level
11. The most successful IPIs are given focused
mandates and then allowed to pursue them
through result-oriented strategies with
minimal interference and the freedom to
allocate resources accordingly.
Autonomy
helps to preserve a private sector-like clarity
of mission and means.
12. Top IPIs: One of the most widely shared
characteristics is they have identified a few
priority sectors on which to focus the bulk of
their promotion and facilitation efforts.
It is essential in permitting the development
of the deep knowledge required to
understand and speak to the needs of specific
investors.
13. At least 76% of the top IPIs fit into one of
three categories:
Subnational agency
National agency with subnational offices
National agency in a country with separate
province-level agencies, including special
economic zones.
14. 81% top IPIs have own office near potential
investors
Dedicated staff in their countries’ embassies.
Advantages:
1.deeping IPI knowledge of targeted markets.
2.developing many more face-to-face relationships.
3.Allowing more frequent visits to investors.
4.Improving responsiveness to inquires.
15. “maintain English-speaking staff in sufficient
numbers and with the full range of facilitation
skills.”
16. The “right people” have to be developed!
(People with internal potential)
I have
“ soft skills” I’m the
“right people”
Training & developing
17. 8.research capacity
(establish a minimum level of in-house research capacity)
For each person employed:
In top IPIs: have on average 1.05 computers with high-
speed internet access.
In weak IPIs: have only 0.6 computers per person
Conclusion:
the weak IPIs staff members have limited access to the
primary tool for research.
18. 88% of top IPIs have inquiries handled by a single
person throughout the entire life cycle of the inquiry.
Putting a single account manager’s advantages:
1.build familiarity with potential investors.
2.take advantage of and build on the knowledge of the IPIs
sectoral specialists.
3.establish relationships with investors.
4.smoothly advance investor interest.
19. Five common tools used by top IPIs: (for knowledge
management)
1.investor information systems
2.regular staff meetings
3.database of available land
4.directories of business service providers
5.customer relationship management software
20. 70%of the IPIs did not respond in the time
requested to one or both of two investors’
inquiries.
When the investors knock your door!
(there’s no potential sales)
If fails to provide the basic information
Damage the image and actual performance
21. 12.being accessible
“maintain the equipment and practices to be easily
reached and to quickly return calls and emails”
13.a web site work plan
“demonstrate professionalism and dynamism through
the web site with frequent news updates on the
content, style, timeframe”
14.respones guidelines
“follow detailed guidelines on the content, style,
timeframe and quality assurance of inquiry repones
