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“Why Good Facilitation Matters”Winning FDI Through Effective Facilitation

Sancia TemplerOctober 20, 2010

Jamaica Promotions Corporation (JAMPRO)2

Agenda

Key Elements of Effective Facilitation

JAMPRO’s Facilitation Services

Why Facilitation Matters:

o Case Study 1: The Spanish Hotels

o Case Study 2: Sandy Bay Sweets

o Case Study 3: The ICT/BPO

Industry

Key Elements of Effective Facilitation

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• Ownership

• Understanding of Investor Requirements

• Information Provision

• Packaging

• Site Visits

• “One Stop Shop”

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Key Elements of Effective Facilitation

• Ownership

• Clear leadership and coordination for handling enquiries

• Key account contact or account manager assigned to every serious enquiry or potential project

• Central point of contact for investor, building rapport, trust and good working relationship with investor

• Good contacts with key government bodies/agencies and private sector advisors to smoothly facilitate project

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Contact Center

• Sector Managers Account Managers Client

CRM - Tracking System from Inquiry to Project Stage

• Houses entire history of project complete with updates,

issues, interventions required, expenditure/job creation etc.

Formal Handover Procedure

• Prospects formally handed over for project implementation

Accountability

• Account mangers required to provide critical updates in

periodic team meetings to ensure project accountability

• Ownership

Key Elements of Effective Facilitation

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Key Elements of Effective Facilitation

• Information Provision• Accurate information supplied in a well presented and easily

accessible format

• Information on labor availability/costs, energy resources and

prices, transportation and communications infrastructure etc.

Website Project

Investment Map

Fact Sheets

Pre-prepared macroeconomic data spread sheets

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• Packaging• Ready made package of opportunities, incentives, and services

by sector/industry for rapid response to enquiries

• High quality customized information including project-specific requirements

Investment Packaging Team- Opportunity profiles by sector and individual opportunities

Key Elements of Effective Facilitation

• Understanding of Investor Requirements• Full and accurate understanding of the investor’s strategic

business requirements

• Win trust of the company/investor

Sector focused Organizational/Divisional structure

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• Inward Missions• Professional preparation of fulsome/informative

itinerary

• Provision of more detailed information and

inclusion of potential sites

ICT Broker Contract

ICT Real Estate Inward Missions

ICT BPO/Call Center Inward Missions

Key Elements of Effective Facilitation

Jamaica Promotions Corporation (JAMPRO)9

• “One Stop Shop”

• To further facilitate the investment including expediting applications and permit processing, screening or evaluating the project

• Range of services can vary from consulting, expediting permits/application processing, screening/evaluating project, provision of incentives negotiation/approval

Creation of JAMPRO Business Hub

Key Elements of Effective Facilitation

Jamaica Promotions Corporation (JAMPRO)10

JAMPRO’s Facilitation Services

1. Investment Enquiry

• Provision of investment opportunities/profiles

• Provision of macroeconomic data

• Market intelligence/information

• Introductions to local providers of goods and services

• Access to our business library

• Identification of land and factory/operating space

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2. Investment Progression

• Assistance with navigating regulatory framework

• Assistance with specialized permits, incentives and approvals

• High level access to Government Ministries and Agencies via facilitation meetings/interventions

• Project management and developmental support

• Business networking services

JAMPRO’s Facilitation Services

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JAMPRO

MOT

NWA

MOFJamaica Customs

Dept.

NEPA

MOL

Parish Councils

JAMPRO’s Facilitation Services

2. Investment Progression

Jamaica Promotions Corporation (JAMPRO)13

JAMPRO’s Facilitation Services

3. Investment Aftercare

LicensesApplicationsVisas/Work

PermitsFree Zone

Applications

UtilitiesStaffing

Office SpaceLinks to local

suppliers

Policy Advocacy

Re-InvestmentExpansion

Administrative Operational Strategic

Why Facilitation Matters:Case Study 1- The Spanish Hotels

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1. Investment Enquiry

Mission: To position Jamaica as the Tourism Capital of

the World

• Work began as early as the 1990s/Several trips made to Spain to

heads of chains - Several presentations on amaica/Investment

Opportunities in the Tourism Sector

• Close relationship developed between the Agency/Ministry and

the hotel chains

• Worked closely with Spanish Embassy in hosting heads of hotel

chains

• “Soft Sell” and Close

Why Facilitation Matters:Case Study 2- Sandy Bay Sweets

Jamaica Promotions Corporation (JAMPRO)15

2. Investment Progression Mission: To expand share of FDI to non-traditional sectors

• Strategic assistance with the identification of suitable,

available factory space (location, specifications etc.)

• Information on available incentives & free zone status

• Assistance with lease for Jockey Factory

• Expedition of free zone status application to facilitate

company’s deadline for first order (Walmart)

• Interventions with utility companies(JPSCo)

• Assistance with GCT waiver for locally procured products

• Established links to local producers

Why Facilitation Matters:Case Study 3- The ICT/BPO Industry

Jamaica Promotions Corporation (JAMPRO)16

3. Investment Aftercare Mission: To expand and retain the ICT/BPO Industry

• Proactive Policy Advocacy: -Incentives

- Build out of ICT space

- Computer Disposal

• Protection of the Industry -Cyber Crime/Fraud

• Interventions with utility companies

• High level access to Government Ministries and Agencies via

facilitation meetings & interventions

• Facilitation of the expansion and growth of the industry- (M&As,

Expansions, Re-Investment)

TODAY’S JAMAICA MEANS BUSINESS…

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THANK YOU