Overview of the latest trends in Investment promotion. Hugues de Cibon OCO Global, Paris Belgrade, March 2015

Transcription

1 Overview of the latest trends in Investment promotion Hugues de Cibon OCO Global, Paris Belgrade, March 2015

2 Summary FDI will not be the same again and neither will the organisations mandated to attract investment Fragmented market Sectors, sources and modes of investment are changing Smaller and specialised projects Decreased appetite for risk More intense competition for these projects EDOs & IPAs need to revisit strategy, targets and ways of engagement in the new landscape 2

3 Implications FDI Market Strategy Organisation Marketing Specific Competitive Advantages 3

4 Segment choice a strategic step F u n c t i o n s Sectors Automotive Energy Agrofood ICT HQ / Regional HQ R&D Design Components manufacturing? Systems manufacturing? Integration / Assembly?? Logistic Service centers Back-offices? 4

5 Segments choices have to be based on : Full understanding of the value chain Good knowledge of companies requirements Awarness of my competitive position for each key factor Market potential 5

6 Strategy Objectives quantity (capex, jobs ) vs. quality (added value, impact ) Targets countries bric, sectors "hybrid" sectors, activities data centres, training centres, KPO, companies strategic companies, key accounts, start up Talents, Financing (VC), Support services, "Global References" Performance measurement productivity 6

7 Organisation Processes and Services setting-up: "strategic projects" vs. "fast-track", "soft landing" / welcome package" alternative forms of FDI: M&A scientific collaborations Partnerships with partners who can provide specialist content and expertise and who have a stake in the outcomes Outsourcing 7

8 Marketing Pipeline qualification and strategic company assessment business intelligence Message: "solutions": tailor made information package, benchmarking, simulations, testimonials, case studies, Channels: social media 8

9 Trends in IPA observed Merge with innovation support organisations Merge with trade organisations Stronger commitment with local companies and sector organisations Innovative marketing to face stronger competition Partnership with local clusters More attention given to entrepreneurs, talents, 9

10 An overview of the Balkan IPOs Albania Bosnia-Herzegovina Bulgaria Croatia Kosovo * (under UN Security Resolution 1244) Former Yugoslav Republic of Macedonia Montenegro Serbia Slovenia

11 N of IPAs created Year of Creation Year of Creation No specific peak in the creation of the investment promotion organisations (IPOs) surveyed but some have been restructured and transferred to Governmental bodies/ministries or merged with other economic development organisations No information Years

12 Structure Funding Budget Public- Private 11% 33% 11% Less than 500,000 22% Between 500,000 and 1M Between 1M and 5M Public 89% 34% No information Most of the IPOs have limited budget and human resource in respect to the cost of doing investment promotion internationally and compared to their competitors of other regions

13 Structure 45% of the IPOs dedicate their efforts exclusively to investment promotion Type of Missions The remaining 55% offer complementary services such as: Trade (export) SMEs support Innovation & Technology transfer Financing/Public Private Partnership following a global trend based on both strategic (synergy between economic development missions and tools) and tactical (budget) considerations FDI+Trade+SMEs+ Innovation 22% FDI+Trade+SMEs 11% FDI+Trade 22% FDI 45%

14 Targeting Sectors Targeting 10 and more 22% 5 to 9 sectors 56% No information 11% 1 to 4 sectors 11% Most of the IPAs claim to work on: 7 to 10 strategic sectors which is a high number of projects for agencies which have limited budget and staff The most common sectors are: ICT Automotive Metals & Machinery Agri-food Textile Logistics Limited interest for BPO and Pharma

15 Targeting Auto Metal s Wood Textil e Phar ma Energ y Electr onics ICT BPO & SSC Agrofood Logistics Tourism Other s Slovenia Croatia Serbia Montenegro Bosnia-Herz. Albania Kosovo* FYROM** Bulgaria * Kosovo (under UN Security Resolution 1244) ** Former Yugoslav Republic of Macedonia

16 Structure No 67% International Offices Yes 33% Three of the nine IPOs that were researched had offices overseas Nevertheless, these representations also have multiple functions such as trade and are not 100% focused on FDI. The countries for international representation remain in the European region Other countries covered are: USA China, Turkey and Russia The IPA with the largest number of representation abroad is Former Yugoslav Republic of Macedonia with around 18 points of contact abroad, covering 22 countries

17 Communication Website Information Almost all the agencies provide detailed sector information. Most of the IPAs include success cases or testimonials as one of their selling strategies About 45% of the agencies have designed interactive tools for cost/site selection simulation Sucess cases Interactive tools Detailed sector info. Yes Partial No

18 OCO Global Ltd (Head office) 6 Citylink Business Park - Durham St. Belfast BT12 4HB, Northern Ireland Hugues de Cibon Deputy Director, Paris T: +33 (0) E: hugues.decibon@ocoglobal.com OCO Global (Europe) 12, Rue de la Chaussée d Anjou Paris, France OCO Global (UK) Whitefriars Street London, EC4Y 8BH, United-Kingdom OCO Global (North America) 45 Broadway 21 st Floor New York, NY 10006, USA OCO Global (Asia) East Tower 4th Floor Otemachi First Square Otemachi, Chiyoda-Ku Tokyo , Japan 18

19 «Strategic target company» UKTI 19

20 «Proposition» Kansas City, MO 20

21 Co-branding IDA Ireland 21

22 Welcome package BIE Bruxelles & Recruiting Package Berlin Partner 22

23 BDD & Mapping ProMexico & UKTI 23

24 Dedicated incubator (/per geography) AWEX Wallonia 24

25 Support services Invest in Finland 25

26 EDO/IPA Positioning ITD Hungary 26

27 Webinars SDI Scotland 27

28 Social media Enterprise Florida 28

29 Apps Berlin Partner 29