Investment Promotion                                                   Profile                                            ...
2INVESTMENT PROMOTION      SUPPORT SERVICES  Lead                 Intermediaries         Event                  PR & Image...
3PR & Image                            LeadBuilding                              GenerationEvent                          ...
4    Lead Generation | Overview1. PM&P is one of Europe‘s most experienced consulting and marketing support companies for ...
5                                      Lead Generation | Types of ApproachOur integrated approach ranges in intensity from...
6                                     Lead Generation | Measures, Tools and AssetsPM&P‘s mix of state-of-the-art tools and...
7                                                           Lead Generation | CRM Database     PM&P has developed a signif...
8                                        Lead Generation | CRM DatabaseThe companies in our CRM are assigned to specific i...
9                                       Lead Generation | PM&P ResourcesClients benefit from our comprehensive resources, ...
10                                Lead Generation | Organisation Models                               Basically, PM&P offe...
11                     Lead Generation | Support Services for your European RepresentativeLEAD GENERATION     • Identifyin...
12                                                 Lead Generation | References & Expertise (Examples)                    ...
13          Intermediaries NetworkingPR & Image                            LeadBuilding                              Gener...
14Intermediaries Networking | Introduction           1. Intermediaries are a high-value source of contacts to FDI projects...
15                    Intermediaries Networking | Type of IntermediariesFINANCE / M&A                                     ...
16PR & Image                            LeadBuilding                              GenerationEvent                         ...
17   Event Marketing | Overview                      Very few marketing activities are as critical as events.            ...
18PR & Image                            LeadBuilding                              GenerationEvent                         ...
19                                     PR & Image Building | Image StudiesImage Studies• Opinion Research within the Europ...
20PR & Image Building | Public Relations                        Public Relations                        • Besides publishi...
21                          ABOUT PM&P                                  AND                           SILVERLODE© Copyrigh...
22                                        PM&P | Profile              PM & Partner Marketing Consulting GmbH (PM&P) is an ...
23                    PM&P | The three service areasConsulting Services to public institutions in the framework of regiona...
24                                                             Silverlode | Profile                               Silverlo...
25PM & Partner Marketing Consulting GmbH (PM&P)                                          Silverlode Consulting Corp.Frankf...
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FDI support services PM&P with Silverlode Consulting

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FDI support services PM&P with Silverlode Consulting

  1. 1. Investment Promotion Profile Support ServicesPM & Partner Marketing Consulting GmbH (PM&P)Frankfurt | Munich | Berlinwww.pm-p.de
  2. 2. 2INVESTMENT PROMOTION SUPPORT SERVICES Lead Intermediaries Event PR & Image Generation Networking Marketing Building © Copyright PM & Partner Marketing Consulting GmbH, 2012
  3. 3. 3PR & Image LeadBuilding GenerationEvent IntermediariesMarketing Networking © Copyright PM & Partner Marketing Consulting GmbH, 2012
  4. 4. 4 Lead Generation | Overview1. PM&P is one of Europe‘s most experienced consulting and marketing support companies for Economic Devlopment Agencies.2. PM&P can build on a 35-year record of success in attracting foreign direct investment for agencies around the world.3. PM&P‘s mix of state-of-the-art tools and techniques have been perfected over these decades.4. PM&P uses an integrated approach ranging from mass marketing to in-depth, individual key account relationship building.5. PM&P enjoys long-term partnerships with our clients, confirming the high quality of our services as well as the trust and confidence of our customers.6. Clients include Economic Development Agencies of States, Regions and Cities, as well as Business Parks, Free Trade Zones, Export Processing Zones, Airports, and others. © Copyright PM & Partner Marketing Consulting GmbH, 2012
  5. 5. 5 Lead Generation | Types of ApproachOur integrated approach ranges in intensity from mass marketing to in-depth, individual key account relationship building.Measures (Examples):Mass Marketing 1-to-1 Marketing © Copyright PM & Partner Marketing Consulting GmbH, 2012
  6. 6. 6 Lead Generation | Measures, Tools and AssetsPM&P‘s mix of state-of-the-art tools and techniques has been perfected, including:1. CRM Database: PM&P has developed a significant database of more than 83,000 European companies, with more than 160,000 decision makers.2. Personal Relationships: PM&P has developed personal relationships with the top management of nearly all major companies in Germany as well as with important fast growing Small and Medium sized companies.3. Business Scenarios: PM&P is highly experienced in developing the appropriate business scenarios for each target group – a key success factor to achieve attention, interest and confidence among investors.4. Multi-Channel Marketing: PM&P uses multiple channels to generate leads, including direct contacts by mail, fax, phone, and email, as well as by personal networking at trade fairs, conferences, our own events and in online-communities such as XING, LINTO, and others.5. Target Group Analyses: PM&P’s initiatives are based on an overall strategy that is usually developed together with our clients. This includes a very precise target industry sector analysis.6. Reporting and Project Management: We tend to work closely with our clients for long periods of time. PM&P pays close attention to an efficient reporting and project management system, web-based, project management software providing real-time information on the status of their projects. © Copyright PM & Partner Marketing Consulting GmbH, 2012
  7. 7. 7 Lead Generation | CRM Database PM&P has developed a significant database of more than 83,000 European companies, with more than 160,000 decision makers from entire Europe.    • Products / services • Name, Academic Titles, Position83,000 COMPANIES 160,000 CONTACTS • Ownership / subsidiaries • Personal Email • Workforce / Turnover last 5 years • Direct phone line • Growth by workforce / turnover • Mobile phone number • Investment activities last 5 years • Name of personal assistant • Detailed target group categories, like • Email and direct phone of personal assistant • sectors • sub-sectors • exhibitors at certain fairs • Detailed action history (what has been done) • Reminder system for future activities • Further fields adapted to clients‘ needs © Copyright PM & Partner Marketing Consulting GmbH, 2012
  8. 8. 8 Lead Generation | CRM DatabaseThe companies in our CRM are assigned to specific industry target groups. These are usually sectors, sub-sectors, or evenbroken down to specific products/services.Examples of typical selections: No. of Description: Companies: Companies in Information and 6,151 Communication Technology (ICT). Companies with Information Technology 4,723 (IT) as the main activity and/or mixed activities. Companies with Software or Software 2,761 applications as their core business. Suppliers of Enterprise-Resource- 445 Planning (ERP) Software or applications. © Copyright PM & Partner Marketing Consulting GmbH, 2012
  9. 9. 9 Lead Generation | PM&P ResourcesClients benefit from our comprehensive resources, which they selectively use based on their specific demand and the strategiesdeveloped together with the Economic Development Agencies. © Copyright PM & Partner Marketing Consulting GmbH, 2012
  10. 10. 10 Lead Generation | Organisation Models Basically, PM&P offers its clients three organization models:„PM&P is an excellentextension for the EDA‘s 1. Full representation: PM&P establishes and operates a representative office incapacities – even if the EDA Germany (virtually as the EDA’s own German office, while the name of PM&P isalready runs never disclosed) with its own address, phone, fax, email, etc., and our staff uses thea representative office in EDA’s business cards.Germany.“ 2. “Promotion under the PM&P-flag”: the promotion of the EDA in the name of PM&P – as business consultants providing professional advice on opportunities in investment abroad. 3. “Invisible marketing engine”: We would neither act as PM&P nor as a the EDA’s representative office, but we would work as an “invisible” marketing support to the EDA. We do not provide an official office, but we are conducting all marketing measures in Germany in the name of the EDA. © Copyright PM & Partner Marketing Consulting GmbH, 2012
  11. 11. 11 Lead Generation | Support Services for your European RepresentativeLEAD GENERATION • Identifying target groups • Creating marketing strategies • Identifiying companies • Time-intensive measures for generating interested candidates could be outsourced to PM&P – entirely or partially • Identifying decision makers • Direct marketing campaigns • All measures requiring a larger structure such as event marketing or PR could be outsourced to PM&P – entirely or partially • Contacting and contact care to decision makers • Contact database management • The Local IP * Manager would have more time for other important tasks, which cannot be outsourced • Visiting interested candidates • The local IP * Manager would concentrate on his main strengths:OTHER•MARKETING MEASURES investmen projects Assisting companies during selling the region and its capabilities, visiting interested companies, • Plannning and conducting events assisting investors, etc. • Organising PR measures • The Local IP* Manager increases results and efficiency. • Advertising campaignsOTHER COMMITMENTS • Representation commitments in the political and business community • Contact care to public institutions * Investment Promotion • Interaction with related organisations (embassy, honorary consuls, etc.) © Copyright PM & Partner Marketing Consulting GmbH, 2012
  12. 12. 12 Lead Generation | References & Expertise (Examples) World Business Hungarian Investment EXTENDA Chicago & Trade Develop-ment Andalucia (USA) Agency SpainInvest in Italy (today INVITALIA) Enterprise State of Business Arena Florida (USA) Victoria Stockholm and (AUS) City of Stockholm Swedish Trade Council Invest in Cleveland Plus German Ministry of Finland Business Economy, Berlin Bureau Investment & Development Team NEO Agency of Latvia (USA) Estonian Metal Park CDE – EU institution for initiatives in Groupe Investment Deflzijl (NL) ACP countries Sofirem Agency (F) Airport EUROPEAN UNION Namibia Advantage Business EXPROM Investment W. Midlands Park , Programme Centre (UK) Hanover Unit City and region Ministry of Economy Invest in Berlin Partner of Stuttgart Baden-Württemberg Thuringia, Germany © Copyright PM & Partner Marketing Consulting GmbH, 2012
  13. 13. 13 Intermediaries NetworkingPR & Image LeadBuilding GenerationEvent IntermediariesMarketing Networking © Copyright PM & Partner Marketing Consulting GmbH, 2012
  14. 14. 14Intermediaries Networking | Introduction 1. Intermediaries are a high-value source of contacts to FDI projects – a fact that is often underestimated. 2. PM&P has developed a comprehensive network with intermediaries in Europe. 3. PM&P collects all information in its own CRM Database, including details on the organisations’ needs and preferences, as well as possibilities for cooperation. 4. PM&P knows a lot about developing a promising concept for cooperation with intermediaries. Such “Give-and-Take” scenarios are critical to success in terms of FDI. 5. PM&P’s networking with intermediaries is closely tied to event marketing and PR/Image Building activities. © Copyright PM & Partner Marketing Consulting GmbH, 2012
  15. 15. 15 Intermediaries Networking | Type of IntermediariesFINANCE / M&A CONSULTANTSInvestment Banks Site SelectionOther Banks ManagementInternational Lawyers Human ResourcesVenture Capital companies Real EstateAuditors / Tax Advisory Companies Supply ChainSECTOR COMMUNITIES OTHER BUSINESS COMMUNITIESIndustry Associations Chambers of CommerceSector Experts / Consultants Export Promotion OrganisationsSector Journalists Business ClubsSector Magazines Online CommunitiesSector Event Organizers Other EDAs © Copyright PM & Partner Marketing Consulting GmbH, 2012
  16. 16. 16PR & Image LeadBuilding GenerationEvent IntermediariesMarketing Networking © Copyright PM & Partner Marketing Consulting GmbH, 2012
  17. 17. 17 Event Marketing | Overview  Very few marketing activities are as critical as events.  We provide the vast experience which is necessary to use event marketing for investment promotion in a successful way.  PM&P has developed the tools and services to attract the right audience to the right event, and to maximise benefits from these contacts.  Our event marketing for investment promotion covers investment seminars, sector workshops, informal networking events, etc.  For example, we have developed special event formats for the U.S., Japanese and Korean investment community, as well as special formats for combining M&A with greenfielding, and other ventures.© Copyright PM & Partner Marketing Consulting GmbH, 2012
  18. 18. 18PR & Image LeadBuilding GenerationEvent IntermediariesMarketing Networking © Copyright PM & Partner Marketing Consulting GmbH, 2012
  19. 19. 19 PR & Image Building | Image StudiesImage Studies• Opinion Research within the European business community on the perception of locations as a potential target for investment.• Large Image studies conducted already for Sweden, Finland, Italy and other territories.• Regular in-depth analyses of decision making processes in the European Industry.• Results of some of the studies have been published in comprehensive PR campaigns including press conferences, „road shows“ and Radio / TV interviews. © Copyright PM & Partner Marketing Consulting GmbH, 2012
  20. 20. 20PR & Image Building | Public Relations Public Relations • Besides publishing results of image studies, PM&P provides valuable PR services in the framework of our investment promotion campaigns. • Subjects of the publications could be – sector-specific news on the location published in specialized magazines. – event-related publications before and after an event. – publishing success stories of investments. • The specialized, niche expertise of PM&P in investment promotion delivers results in PR which are difficult to achieve for other agencies. © Copyright PM & Partner Marketing Consulting GmbH, 2012
  21. 21. 21 ABOUT PM&P AND SILVERLODE© Copyright PM & Partner Marketing Consulting GmbH, 2012
  22. 22. 22 PM&P | Profile PM & Partner Marketing Consulting GmbH (PM&P) is an independent consulting firm, consisting of marketing professionals and market research analysts. The company provides strategic and operative support in marketing and business development to industrial companies, as well as to investment promotion institutions.www.pm-p.de Founded: 1974 Professionals: 20 Offices : Frankfurt/Main – Munich - Berlin PM&P is part of a worldwide network of independent Consulting and Market Research companies. PM&P is divided into 3 areas of activity: © Copyright PM & Partner Marketing Consulting GmbH, 2012
  23. 23. 23 PM&P | The three service areasConsulting Services to public institutions in the framework of regional development, export- andinvestment promotion on an international levelClients: e.g. Finland, Sweden, Latvia, Estonia, Namibia, Stockholm region, Chicago region, regionsin France, State of Victoria/Australia, The German States of Baden-Württemberg, Mecklenburg-Western Pomerania, Enterprise Florida, TeamNEO (Cleveland+ Business), Invest in Morocco.Consulting Services to Companies covering all aspects of state-of-the-art Marketing Strategies,Organization and Marketing Tools for cross-border business developmentClients: Large corporations, mid-sized companies; from Europe, the US and South-East Asia.Market Research Services and Consulting for companies, especially in B2B areas, with a specificcompetence in the Life Science industry.Clients: Large corporations, mid-sized companies; from Europe, the US and South-East Asia. © Copyright PM & Partner Marketing Consulting GmbH, 2012
  24. 24. 24 Silverlode | Profile Silverlode Consulting provides lucrative economic development solutions and game-changing analysis for public and private sector organizations across the business spectrum and across North America. From Fortune 10 companies and state governments to family-owned businesses, our deep real-world experience leads to positive outcomes and dramatic financial opportunities for our clients.www.silverlodeconsulting.com Services for businesses:  Economic and fiscal impact analysis  Financial modeling and decision analysis  Comprehensive financing assistance, including tax and financial economic incentives negotiation, acquisition and compliance  Site selection and location analysis  Market analysis Services for state and local governments and other agencies focused on economic development:  Targeted industry studies  Project management  Business attraction and retention advisory services  Economic and fiscal impact analysis  Economic development benchmarking  Marketing and outreach  Trade mission and show representation © Copyright PM & Partner Marketing Consulting GmbH, 2012
  25. 25. 25PM & Partner Marketing Consulting GmbH (PM&P) Silverlode Consulting Corp.Frankfurt | Munich | Berlin Cleveland | Denver | New Yorkwww.pm-p.de www.silverlodeconsulting.comHead Office: Head Office:Lyoner Straße 34 | 60528 Frankfurt | Germany 3043 Superior Ave. | Cleveland | OH 44114Your Contact: Your Contact:Markus Wellmann Steve WeitznerCEO PresidentEmail: markus.wellmann@pm-p.de Email: steve@silverlodeconsulting.comCell: +49 163 6111972 Cell: +1 216 214 5833 © Copyright PM & Partner Marketing Consulting GmbH, 2012

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