The 7 Stages of the
Foreign Investment
Attraction Cycle
S T R AT E G I E S , TA C T I C S A N D TO O L S F O R E C O N O M...
Questions you should ask your Team to answer
throughout the 7 Stages of the Investor attraction cycle
HOW TO FIND, ATTRACT...
Early Mid Late
Find and
attract
subjects
Capture
Prospects
Educate
and
nurture
leads
Convert
opportunities
Land
Investors
...
Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Inve...
Late
Upgrade
Investors
Attract Suppliers
Regional
Vision
1. What Project or Cluster do you want to develop? How many
leadi...
Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Inve...
Late
Land Investors
Upgrade
Investors
Attract Suppliers
Soft Landing
Services
1. Will you offer commercial missions for In...
Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Inve...
Early Mid
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Potential Investor Nurturing
Meeting Real...
Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Inve...
Early Mid
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Potential Investor Nurturing
Growing the
TRUST Factor
1....
Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Inve...
Early
Find &
Attract
Suspects
Capture
Prospects
Getting Investors to
LIKE YOU
1. What will you offer in your website or in...
Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Inve...
Find &
Attract
Suspects
Getting
Investors to
KNOW YOU
1. What will be the sources of offline and online traffic of potenti...
Your FDI Attraction Campaign Map & Tracking System
MAKE SURE YOU MEASURE YOUR CONVERSION RATES FROM STAGE TO STAGE
FDI Attraction Campaign Map: Example
Stage 1: Attract
Investors
Stage 3: Nurture
Investors
Stage 2: Capture
Names
Stage 4:...
Considerations for your tracking system
1. Be selective on your resource management: human resources,
time and budget.
2. ...
Will YOU Be Our Next Success Story?
At FDI Attraction Academy we are on a Mission:
To help Economic Developers to attract ...
About FDI Attraction
FDI Attraction is on a mission to help industrial and economic developers to find, attract and engage...
“Attract Foreign Investors to your Region” Training course
Hands-on training organized in 3 Phases:
Implementation Phase:
...
 Virtual academy with immediate access to strategies, tactics and tools to find, attract
and land foreign investors in yo...
If you have any questions or comments contact us!
www.FDIAttraction.com | Strategy@fdiattraction.com | +1 832 305 9234
Opt...
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Investor attraction stages

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On this ebook, you will learn about the key questions that you need to answer at each one of the 7 stages of the investment attraction process.

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Investor attraction stages

  1. 1. The 7 Stages of the Foreign Investment Attraction Cycle S T R AT E G I E S , TA C T I C S A N D TO O L S F O R E C O N O M I C , C O M M U N I T Y A N D R E A L E S TAT E D E V E L O P E R S . By Xavier Hurtado | Foreign Direct Investment Consultant www.FDIAttraction.com| Strategy@fdiattraction.com
  2. 2. Questions you should ask your Team to answer throughout the 7 Stages of the Investor attraction cycle HOW TO FIND, ATTRACT AND LAND FOREIGN INVESTORS IN YOUR REGION
  3. 3. Early Mid Late Find and attract subjects Capture Prospects Educate and nurture leads Convert opportunities Land Investors Lead nurturing Upgrade Investors Attract suppliers “X” 2% 25% 10% 10% 25% 30% These are the market conversion rates from one stage to another So, how many potential investors do I need to reach in order to be successful? The arrows indicate the moment when a potential investors need more information before committing to our region 1. Suspect: potential investors who you want to attract to your region. 2. Prospect: Subjects that show interest in our region (at this point we know who they are). 3. Qualified Lead: Prospects who request information to start doing business in your region. 4. Opportunity: Leads who request a business agenda to visit your region, cost model simulation, incentives, proposal or other key information. 5. Investor: An Opportunity that decides to Invest in your region. 6. Upgrade Investor: companies that expand their business in the region 7. Supply Chain Integration: creating an ecosystem of productive and MRO suppliers. This is the typical graphic representation to Land Investors in your region. It is very important that you implement and use the right tools and message at each of the stages so that you capture, nurture and convert those investors into new businesses in your region. The 7 Stages of the Foreign InvestmentAttraction Cycle
  4. 4. Early Mid Late Find & Attract Suspects Capture Prospects Nurture Leads Convert Opportunities Land Investors Potential Investor Nurturing Upgrade Investors Attract Suppliers Regional Vision We have to start with our Regional Vision = How do we want our Community to grow? Where do we start our FDI Attraction Campaigns? What should we review?
  5. 5. Late Upgrade Investors Attract Suppliers Regional Vision 1. What Project or Cluster do you want to develop? How many leading companies and productive or MRO suppliers would that project have? 2. What type of Company would benefit the most by investing in that type of project and what type of suppliers would they need? 3. What type of educational support would they need for the required labor? 4. What type of laws and regulations will they need to operate? 5. What will be the contribution of this project to the economy in jobs and income? 6. What type of services can local business owners offer on the administrative local side of the operation (Human Resources, Fiscal, Customs, Logistics, Finance, etc)? 7. Who are the local business owners that would benefit from this investment (Real Estate Owners & Developers, Construction companies, Logistics providers, etc) What Strategies, Tactics, Tools, Budget and Team will you need to help investors grow and integrate their supply chain? Questions for our Community Vision:
  6. 6. Early Mid Late Find & Attract Suspects Capture Prospects Nurture Leads Convert Opportunities Land Investors Potential Investor Nurturing Upgrade Investors Attract Suppliers Soft Landing Services How will we facilitate the establishment of foreign or international companies in our region?
  7. 7. Late Land Investors Upgrade Investors Attract Suppliers Soft Landing Services 1. Will you offer commercial missions for Investors so that they see first hand how their company would look and feel there? Would you include B2B meetings with potential clients or suppliers? 2. Will they need Local Intelligence to select the most cost-effective land or facility (accessibility to infrastructure, labor, utilities, consumer markets, etc) ? 3. Will they need a Local Manager or Service provider to do due diligence on properties and someone who has the “Know How” and the “Know Who” about how to do business in your region? 4. Will they need help finding distributors and/or local suppliers? 5. Will they need help to fill out all the paperwork required by Government Authorities to be fully compliant? 6. Will they need help to import and export their products saving on taxes and duties? 7. Will they need special help to bring expatriates with their families and belongings into your region? What Strategies, Tactics, Tools, Information, Budget and Team will you need to land investors in your region? How will we facilitate the establishment of foreign or international companies in our region?
  8. 8. Early Mid Late Find & Attract Suspects Capture Prospects Nurture Leads Convert Opportunities Land Investors Potential Investor Nurturing Upgrade Investors Attract Suppliers Meeting Real Investors How will we transform interested investors into real projects in our Community?
  9. 9. Early Mid Attract Suspects Capture Prospects Nurture Leads Convert Opportunities Potential Investor Nurturing Meeting Real Investors 1. Will you offer a Consultation call or Strategy Session for those potential Investors interested in your region? 2. Will you offer an Assessment to help them evaluate how prepared they are in Knowledge, Finance, Networking or anything they need to succeed in your region that allows you to have a 1-on1 call or visit in a commercial mission? 3. Will you offer the service of locating distributors and/or suppliers through a form on your website that allows you to have a conversation with them? 4. Will you offer a Total Cost Business Case that will allow Investors to get an estimate of how much it will cost them to do business in your region including labor, utilities, real estate, logistics, taxes, etc.? 5. Will you offer B2B meetings in your region with potential clients and suppliers? What Strategies, Tactics, Tools, Information, Budget and Team will you need to Convert Leads into Opportunities for your region? How will we transform interested investors into real projects in our Community?
  10. 10. Early Mid Late Find & Attract Suspects Capture Prospects Nurture Leads Convert Opportunities Land Investors Potential Investor Nurturing Upgrade Investors Attract Suppliers Growing the TRUST Factor How will we transform interested investors into real projects in our Community?
  11. 11. Early Mid Find & Attract Suspects Capture Prospects Nurture Leads Potential Investor Nurturing Growing the TRUST Factor 1. Will you host frequent webinars or promote eBooks showing success stories & case studies from companies already working in your region? 2. Will you develop special reports showing the opportunity for Investors with supply chain integration or infrastructure needs? 3. Will you host teleconferences or record podcasts interviewing local managers or decision makers from companies already investing in your region to provide testimonials? 4. Will you host virtual tours or virtual trade shows where potential investors can view videos, podcasts, reports or any kind of media with information that they need? 5. Will you maintain contact with your interested investors about your reports through email, SMS, voicemail? What Strategies, Tactics, Tools, Information, Budget and Team will you need to Convert Leads into Investment Opportunities? How will we transform interested investors into real projects in our Community?
  12. 12. Early Mid Late Find & Attract Suspects Capture Prospects Nurture Leads Convert Opportunities Land Investors Potential Investor Nurturing Upgrade Investors Attract Suppliers Getting Investors to LIKE YOU How will you get the names and data of potential investors interested in your region?
  13. 13. Early Find & Attract Suspects Capture Prospects Getting Investors to LIKE YOU 1. What will you offer in your website or in a trade show to capture the names of potential investors so that you can NURTURE THEM? 2. Will you offer FREE access to Ebooks, Webinars, Lectures, Seminars, Reports, Directories, Videos, DVDs, Books, Teleconferences, Virtual Trade Shows? 3. Will you offer lists of projects that your region will support in any of the formats mentioned below? 4. Will those type of media be accessible from your website? Will those media be in any language that the potential investor might speak? 5. Will they be able to access those media from any device like computers, tablets or mobile phones? 6. Will you have international phone numbers so that potential investors can easily reach you? 7. When you attend events, will you be able to capture the mobile numbers from qualified potential investors so that you can follow up with them? What Strategies, Tactics, Tools, Information, Budget and Team will you need to Capture Prospects and turn them into LEADS? How will you get the names and data of potential investors interested in your region?
  14. 14. Early Mid Late Find & Attract Suspects Capture Prospects Nurture Leads Convert Opportunities Land Investors Potential Investor Nurturing Upgrade Investors Attract Suppliers Getting Investors to KNOW YOU Getting Potential Investors to learn about the Opportunity in your region How will you attract potential investors to learn about the opportunity in your region?
  15. 15. Find & Attract Suspects Getting Investors to KNOW YOU 1. What will be the sources of offline and online traffic of potential investors that you will use to promote your Campaign? 2. Will you attend trade shows, business or industrial associations or events with Trade & Investment Diplomats? 3. Will you buy databases and contact potential investors through telemarketing, email or direct marketing? 4. Will you pay advertising on search engines and social networks with special keywords? 5. Will you use targeted discussion groups and/or forums on Linked In and Facebook? Or promotional accounts on Twitter, Pinterest, Instagram, Flickr, etc.? 6. Will you publish videos on YouTube, Slideshare channels or other video publishing platforms? 7. Will you advertise on targeted magazines or newspapers? 8. Will you launch articles and press releases on targeted media like newsletters, newspapers or bulletins or on your own blog? 9. Will you use a Referral Strategy? What Strategies, Tactics, Tools, Information, Budget and Team will you need to attract Suspects to your Media and turn them into Prospects? How will you attract potential investors to learn about the opportunity in your region?
  16. 16. Your FDI Attraction Campaign Map & Tracking System MAKE SURE YOU MEASURE YOUR CONVERSION RATES FROM STAGE TO STAGE
  17. 17. FDI Attraction Campaign Map: Example Stage 1: Attract Investors Stage 3: Nurture Investors Stage 2: Capture Names Stage 4: Qualify and convert Stage 5: Sign deals Stage 6: Expand Operations Stage 7: attract or develop suppliers Reach 8000 automotive suppliers through Embassies, Trade & Development Organizations, Cold Calls/emails, Linked In Discussion Groups, Twitter and 2 targeted trade shows Offer Guide & Webinar “Business Opportunities for Automotive suppliers” available on website Commercial Mission with B2B meetings Negotiate incentives, offer Soft Landing Incubator Program Organize local B2B events to stimulate growth in the recently landed companies in your region Integrate or develop direct and indirect suppliers Invite to Filter Nurture Investors with Success Stories, Best Practices and Calls to action to register for Commercial Mission (7 sequenced email messages with a 3 day interval reinforced through telemarketing) Register for
  18. 18. Considerations for your tracking system 1. Be selective on your resource management: human resources, time and budget. 2. Determine which media or events will just bring results vs the ones that will just be an EXPENSE with no return on investment after stages 3 or 4. 3. Prioritize on the campaigns that will bring a greater good for your community in the long run: job creation, supplier development, infrastructure development, academic development and most importantly: quality of life growth. 4. Determine your total cost of investor acquisition. In a B2B environment, you would not be allowed to spend more than 5% of your income in MARKETING & SALES or the “Total Cost of Client Acquisition”. So, how much will you allocate for each stage? Regardless of what strategies, tactics and tools you use to attract investors, make sure you ALWAYS TRACK results and conversion rates. This will allow you to:
  19. 19. Will YOU Be Our Next Success Story? At FDI Attraction Academy we are on a Mission: To help Economic Developers to attract Industrial, Commercial and Touristic Investment projects to their regions or project through the Strategic Planning and Promotion of commercial missions and global investor attraction Campaigns. Accept our challenge: “Launch your global campaign to attract foreign investors to your region in 12 weeks”
  20. 20. About FDI Attraction FDI Attraction is on a mission to help industrial and economic developers to find, attract and engage with potential investors for their regions. Investment Attraction Campaigns: including 20 deliverables grouped in 5 packages: 1. Regional Investment Seminar and eBook Creation to promote your Business Value Proposition for Investors 2. Soft Landing Strategy and Team integration Guidelines 3. All marketing tools: campaign website, social media profiles + ebooks + webinars + articles + press releases 4. FDI Attraction Campaign implementation 5. Weekly report of Qualified Potential Investors Some of our Strategic Alliances & Network FDI Attraction Academy: On demand or Live Training Programs:  Phase 1: Identifying your IDEAL POTENTIAL INVESTOR – FDI Attraction Matrix + 8 Strategic elements for your FDI Attraction Campaign + Regional Value Proposition & Soft Landing Incubator Integration  Phase 2: Transformation of Value Proposition into Investment Guides, Seminars and a Global Marketing Campaign  Phase 3: Implementation of the Global Marketing Campaigns connected with Embassies, Trade & Development + Industrial Associations & Clusters All 5 Packages for a flat fee of US$60 per day or on a Pay-per- Performance model! www.FDIAttraction.com FDI Attraction - Business Development Programs: Go to http://academy.fdiattraction.com
  21. 21. “Attract Foreign Investors to your Region” Training course Hands-on training organized in 3 Phases: Implementation Phase: • Schedule Investment Seminars for events organized by embassies, consulates, clusters and associations • Launch direct marketing campaign through social networks, press release and article market sites Evaluation Phase: Integrate best practices report and business development plan for the next 12 weeks Module 1: Mapping the 7 stages of the Foreign Investment Attraction Process Module 2: Integrating your database and networking map of potential investors Module 3: Integrating your regional value proposition, testimonials, success stories + a soft landing and incubator program for foreign companies Module 4: Structuring an international referral program for Brokers Phase 1: Regional Value Proposition Creation Module 5: Transform your Regional Value Proposition into an Investment Seminar, Recorded Webinar and Guide Module 6: Create a Global website with downloadable eBooks, Investment guides and follow up system Module 7: Create Regional Profiles on business and social networks, press release and article marketing sites Phase 2: Global Marketing Campaign Design Phase 3: Global Marketing Campaign Launch To learn more Go to Http://Academy.FDIAttraction.com
  22. 22.  Virtual academy with immediate access to strategies, tactics and tools to find, attract and land foreign investors in your region.  24/7 access to our private members site with marketing materials, eBooks and tools.  Intended for economic, community, industrial and touristic developers looking to attract international investors to their regions.  50% Scholarship for qualified EDOs: PROMO CODE: 50-SCHOLARSHIP-EDOS Methodology To learn more Go to Http://Academy.FDIAttraction.com “Attract Foreign Investors to your Region” Training course
  23. 23. If you have any questions or comments contact us! www.FDIAttraction.com | Strategy@fdiattraction.com | +1 832 305 9234 Option 1: Join our Challenge and learn how to “Attract investors in 12 weeks” Http://Academy.FDIAttraction.com Option 2: Request our Foreign Investment attraction campaigns: http://www.fdiattraction.com/request-a-proposal.html Start your Foreign Investor attraction campaign Today! Investment Attraction Campaigns: including 20 deliverables grouped in 5 packages: 1. Regional Investment Seminar and eBook Creation to promote your Business Value Proposition for Investors 2. Soft Landing Strategy and Team integration Guidelines 3. All marketing tools: campaign website, social media profiles + ebooks + webinars + articles + press releases 4. FDI Attraction Campaign implementation 5. Weekly report of Qualified Potential Investors All 5 Packages for a flat fee of US$60 per day or on a Pay-per- Performance model! www.FDIAttraction.com
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