Discussing ways in which U.S. economic developers can leverage SeelctUSA resources for their FDI attraction strategy.

1. Investment Attraction in a
Changing Global Economy
A seminar based on real world location strategy
experience from some of the world’s top
site selection consultants aimed at assisting
North American economic development
and investment promotion organisations
stay ahead of the competition in attracting
meaningful investment to their locations.
brought to you by:

2. Day One 11th February
08.30 – 09.00
Registration and Networking
09.00 – 09.15
Welcome remarks from Conway Events and
Investment Consulting Associates (ICA)
09.15 – 10.15
FDI Trends – The Opportunity for North America
Douglas van den Berghe, CEO,
Investment Consulting Associates
What FDI opportunities exist across North America?
What kinds of industries look to North America for
new opportunities? This session will look to the
recent past to describe which areas of the continent
have fared the best in attracting FDI, and for what
kinds of industries and functions/activities.
10.15 – 11.15
FDI vs. Regular Economic Development? How
to Best Organize Your Community for FDI?
Chris Steele, COO & President North America,
Investment Consulting Associates
In order to fully understand the potential of FDI
for your community it is necessary to understand
the similarities and differences between standard
business attraction and FDI attraction. This session will
cover topics like FDI assessment by country and key
industries given today’s global economy and looking
ahead which industries will be key in the future.
How to develop real value propositions for foreign
companies and understanding their requirements. It
also addresses how to educate your city council and
commissions on relevant FDI issues and coordinate
regional activities (Don’t ‘Go It Alone strategy’).
11.15 – 11.45
Coffee break and networking
11.45 – 12.30
Comparing Economic and Investment
Agency Performance
Location Advisor
Competition among locations is intense and
EDOs are increasingly adopting similar methods
to attract investment. This makes it more difficult
for EDOs to differentiate themselves and find new
methods of attracting investment. This session
looks at the activities of EDOs from around the
world and highlights innovative ideas and best
practices and sets those against results achieved.
12.30 – 13.30
Lunch and networking
13.30 – 14.30
Corporate investment and location
decisions: a corporate perspective
Chris Steele, COO & President North America,
Investment Consulting Associates
The decision to invest in a particular location is
based on a wide range of location determinants.
Such location determinants are based on the motive
and strategy behind the corporate investment
and vary per industry and business activity. How
do companies make investment decisions and
when can EDOs play a role and how can they
influence the decision making process? Are there
different approaches to this between domestic
North American firms and foreign firms?
14.30 – 15.30
Q&A – Corporate Investment Drivers
– Criteria That Sealed the Deal
Local Corporate Investor moderated by Chris Steele, COO &
President North America,Investment Consulting Associates
We hear directly from at least one
multinational company about how their
investment decisions are made:
• What are they looking for in a location? What are the
must-haves and what are the deal-changing add-ons?
• What kind of services would they value
and appreciate from local government
bodies when looking at locations?
• Policy tools
• What locations do they see as potential
for future investment and why?
• How important is liveability to them?
We hear a candid view of how your city or state
could improve services to the corporate investor.
15.30 – 16.00
Coffee break and networking
16.00 – 17.00
Putting it All Together. Identifying
your value proposition
Location Advisor
Drilling down to identifying your value proposition,
selling to the client, winning and retaining the
investment! An interactive session where delegates
will use the knowledge from the day to prepare
a SWOT analysis of their own location.
17.00 – 18.00
Join us for drinks, networking and
informal Q&As with our speakers.

3. Day Two 12th February
08.30 – 09.00
Breakfast and networking
09.00 – 9.45
Making Investment Incentives Work
Chris Steele, COO & President North America
Investment Consulting Associates
Investment incentives are often the primary tool
to attract (foreign) investment, but have also
become highly political given the exposure of
many governments to reduced tax revenues.
How can authorities continue to exploit
incentives as tool for economic development
whilst simultaneously respecting principles of
transparency and accountability? Which incentive
programs are effective in attracting investment?
9.45 – 10.45
External Communication, Marketing and Social Media
Shirar O’Connor, Principal, Conway PR & Marketing
In this session we look at ways to improve
marketing plans with all the components of
promoting a location for investment.
Key questions addressed in the session include:
• New perspectives on marketing’s role in FDI.
• Marketing’s role in developing sector propositions.
• Strategies marketers can leverage to
build perception and market-share.
• A mix of tools, strategies, and resources.
• Using the right marketing channels,
instruments and social media.
• The reality of the social meda
phenomenon: facts and figures.
• Dispelling some myths – social media is it worth it?
• EDOs and their use of social media.
• Which should you be using?
• Who is using it well and what can we learn from them?
10.45 – 11.15
Coffee break and networking
11.15 – 11.35
Advice from Select USA on marketing your region
to encourage economic development and FDI.
Alev Gunay, Senior International
Investment Specialist, SelectUSA
11.35 – 12.30
Lead generation
Lead generation expert
How can you set up a detailed lead
generation program to attract more investors
and which results can you expect.
• Using clusters to attract niche sectors such
as Cleantech, Social Enterprise, eHealth.
• Targeting certain geographic regions such
as Asia Pacific/Europe/Middle East.
• Using talent attraction and retention
as a value proposition.
• Policy tools at your disposal to improve the
business climate and image of your location.
• Resources: using your networks, intermediaries
and even traditional competitors as
well as market intelligence.
• Sales techniques
• Closing the deal.
12.30 – 13.30
Lunch and networking
13.30 – 15.00
Best Practice Session:
Maureen Donohue Krauss, Vice President, Economic
Development, Detroit Regional Chamber
Douglas Lee, Deputy Head, Invest Hong Kong
Dennis Pruitt, Vice President of International
Business Recruitment, Missouri Partnership
William Delaney, Delaney Law, Founding Partner
The questions we get most frequently asked, are:
“Who does it well? How do we benchmark our work?
How can we compare and discuss best practice?”
With this in mind we selected panellists from
economic development agencies to answer specific
questions pre-prepared and set by you in this
session. This is your chance to discuss and compare
best practice on attracting and retaining FDI.
Key questions addressed in the session include:
• How are investment and economic development
agencies aligning their investment strategies
with other areas of economic development?
• Talent, workforce and training
• How are they reviewing their approach to foreign
investment attraction while ensuring an efficient
and effective use of limited resources?
• Internal account management tools and techniques
(Customer Relationship Management Systems)
• How is their organisation structured?
• How can they compete on a worldwide scale?
• What is their value proposition and how
are they getting this message across?
• Pitfalls, challenges and successes
• Lead Generation Options
• Setting Agency Objectives and Measuring Results
• Reinvestment/Aftercare – what works?
15.00pm
Close of seminar

4. Contact lauramartin@conway.com
for more information.
Special rate of $999 available
until the end of 2015.
Registration available at
www.conway.com/events