Support to the Development of Greenfield investments in Lithuania
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Transcript of Support to the Development of Greenfield investments in Lithuania
Support to the Development of Greenfield investments in Lithuania
“Marketing and promotion of the industrial parks”
Training session leader: Paul Baker, ECORYS
Hotel Reval, Vilnius, 19 September 2006
Content
• Strategic Marketing – brief overview• Developing a joint approach
– Motivation and purpose– Investment promotion functions– Allocating functional responsibilities in the context of
a joint approach– Mechanisms for
Marketing and Promotion
Marketing & Promotion
Attraction
FDI Strategic Marketing
• The Business Concept – Whom (“FDI Target Market”) – What (“Location Value Proposition”)– How (“Delivery Approach”)
• The Organisation Concept– Resources– Structure– Controls and Rewards
• The Core Processes– Product (Solution) Development– Resources (Stakeholder) Development– Changes & Transformation
FDI Strategic Marketing
Reasons for adopting a joint approach
• Mutual reinforcement of FDI promotion activities• Avoid negative consequences of multiple
marketing strategies– Wasteful competition to attract the same investment– Duplication of effort and utilisation of resources– Too many agents approaching potential investor– Confusion of key messages
Purpose of a joint approach
• Deliver a clear and coherent message • Enhance the ‘professionalism’ of the services
provided• Overcome resource limitations and lack of
capacity• Improve information flows, oversight and
management of the system
Main functions of an IPA
Function Description
Image buildingCreating positive image of the country as a whole to international investors and business community worldwide
Investment generation
Creation of a flow of FDI prospects: marketing investment opportunities (from general to highly targeted activities)
Retain and expand existing FDI
Investment facilitationProject handling: assist investors to evaluate opportunities; provide information and support during pre-establishment and establishment phase.
Investor servicing / aftercare / corporate development
Assist investors in the operational phases (e.g. to minimise difficulties encountered by investors in operating their business)
Retain and expand existing FDI
Policy advocacy / business environment improvement
Advocate for policies to enhance the investment and general business climate and to address investors’ concerns
Resource assessment – national level
• National level IPA (LDA)– Natural point of contact for initial investor enquiries– Involvement in defining and building national image – Better access to government networks (e.g.
overseas foreign representation)– Able to provide greater choice to investors through
broader scope of investment opportunities and locations
– Able to direct investment leads to the region(s) that are most suitable
Resource assessment – local level
• Local Agency / Industrial Zone Management– Provide local facilitation services (planning and
construction, local utilities, recruitment etc.)– Inform and ‘promote’ foreign investments to local
communities– Provide aftercare services (particularly where they
concern ‘local’ issues)– Keep Informed of developments in the business and
therefore encourage re-investment
– Assist development of linkages to local businesses (suppliers etc.)
Allocation of functional responsibilities
• IPA (LDA) should take lead role in activities of:– Investment marketing and lead generation– Investment facilitation (pre-establishment
phase)– Support to investment decision
• Industrial Zones should take lead in:– Investment facilitation (establishment phase)– Investment servicing (operational phase)
Cooperation mechanisms and protocols
• Where local investment attraction priorities are similar:– a transparent mechanism for allocating investment
prospects to individual industrial zones is required;• Where local investment attraction priorities are dissimilar:
– resources should be allocated to generate investment prospects that reflect the range of different priorities of industrial zones.
• The IPA and IZ management agencies should identify priority activities for mutual cooperation and develop an implementation plan that should be integrated within their respective Business Plans.
Coordination mechanism
• Broad context: part of overall coordination of the country’s investment promotion system
• Narrow context: coordination between national IPA (LDA) and FDI-related activities of IZ management agencies
• Scope of activities:– Setting guideline and protocols for marketing and
promotion activities– Setting guidelines and protocols for information
sharing– Administering procedures to handle disputes– Monitoring and benchmarking performance