Innovation Across Borders - Session 8 thomas strodtbeck
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Innovation Across Borders - Session 8 thomas strodtbeck

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    Innovation Across Borders - Session 8 thomas strodtbeck Innovation Across Borders - Session 8 thomas strodtbeck Presentation Transcript

    • ©2009, NBIA. All rights reserved. (Supra)national Intermediary Systems Facilitating Inward Investments and Cross-border Business Development (Push and Pull Strategies)
    • ©2009, NBIA. All rights reserved. Presented by: Tom Strodtbeck Director of International Programs National Business Incubation Association Liverpool, United Kingdom International Headquarters Athens, Ohio USA
    • ©2009, NBIA. All rights reserved.
      • Presentation in brief
      • Pull strategies are (usually) inward investment strategies
        • Key metric: jobs
      • Push strategies are (usually) business development strategies
        • Key metric: sales
      • Facilitators of push and pull strategies do well to focus on:
        • Key business relationships in the new market
        • Education on business culture, and especially, sales and investment strategies
      • Existing home-market business success a plus; regardless, proof-of- relevance is
      • key and should be addressed early in the process
    • ©2009, NBIA. All rights reserved. Pull Strategies
      • Strategies designed to facilitate inward investment and business development, key metrics include job creation, investment and tax revenue
      • Successful pull strategy facilitators leverage existing resources:
        • Regional development agencies
        • National trade and investment authorities
        • NGOs
      • Pull strategies identify competitive advantages to facilitate deal flow:
        • Market and capital access
        • Geographic, cultural, and sector advantages
    • ©2009, NBIA. All rights reserved. Pull Strategies
      • The US Market Access Center, San Jose, California
      • Market access
        • California, US.
      • Geographic advantage
        • Located near large urban areas:
      • San Francisco, LA, San Diego
      • Sector dynamics
        • Technology
      • Capital access
        • 50% of US venture deals
      • Other
        • Cultural connections
    • ©2009, NBIA. All rights reserved. Pull Strategies
      • Cultural relationships
      • Center for Innovation, Grand Forks, ND, USA
      • Cultural connections
        • Bruce Gjovig
      • Professional relationships
      • Montpelier Agglomeration, Montpelier, France
      • Professional network/MOUs: Tacoma, New York, China
      • Services available in French, English, Portuguese, Italian, German and Chinese
    • ©2009, NBIA. All rights reserved. Push Strategies
      • Business development strategies designed to help local businesses expand into international markets: key metric is sales
      • Pretty much EVERYONE wants to do this!
      • Lots of government support:
        • Export Development Canada ( www.edc.ca )
        • United Kingdom Trade and Investment ( www.ukti.gov.uk )
        • European Union Market Access Database ( www.madb.europa.eu/ )
        • US National Export Initiative ( www.export.gov )
      • Challenge: finding reciprocal partnerships
    • ©2009, NBIA. All rights reserved. Push Strategies
      • Technology Business Accelerators (TechBA), Mexico
      • Founded in 2004 to support top tier innovative companies in bringing products into international markets
      • Identified top innovation ecosystems:
        • San Jose/Silicon Valley; ICT, Green tech
        • Detroit: Automotive
        • Austin, Texas: ICT, Telecom
        • Phoenix: Energy, Logistics
        • Vancouver: Multimedia
        • Montreal: Aerospace
        • Madrid: Aerospace, ICT
      Each TechBA office identifies Regional innovation partners. As an example, the IC2 Incubator in Austin; US Market Access Center in San Jose.
    • ©2009, NBIA. All rights reserved. Push Strategies
      • Initial Acceleration:
      • Market readiness
      • Investment readiness
      • Education:
        • Business culture
        • Sales culture
        • Investment culture
      • Mentoring
      • Business matchmaking
      • Sell! Sell! Sell!
    • ©2009, NBIA. All rights reserved. Push Strategies
      • TechBA Lessons Learned:
      • The international (?) challenge of connecting technologists to business talent
      • Businesses that are primarily grant funded are suspect of private equity deals; education needed
      • Mentoring and coaching just as important as educational programs
      • Business matchmaking a key service of TechBA offices
      • Special emphasis on sales: sales culture, sales process, and getting sales.
      Results so far: 633 companies served $ 106 million (US) in transactions 3500 jobs created Source: www.techba.com
    • ©2009, NBIA. All rights reserved. One final thought… People do business with people.
    • ©2009, NBIA. All rights reserved. Thank you! Tom Strodtbeck Director of International Programs National Business Incubation Association Liverpool, United Kingdom [email_address] Skype ID: tom_strodtbeck