Southern Africa Complete Investment Promotion Programme (SA CIPP)

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Securing Foreign Direct Investment for SADC Countries

“..a complete training and personal development
programme in investment promotion …

Centurion 2-6 July 2018

Offices of Tshwane Economic
Development Agency
Anker Building, 1279 Mike Crawford Road, Centurion CBD

Download the programme Download Registration Form

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Welcome to The Complete Investment Promotion Programme (CIPP)

Securing Foreign Direct Investment for SADC Countries

“..a complete training and personal development programme in investment promotion …

Investment promotion is a complex and challenging job. Winning investment is as much about team work and relationship-­building as it is about knowledge, strategy, planning and implementation. Harnessing business and personal networks whilst building the ability to appreciate the big picture will help you to excel in your role.

We will provide you with tools, models, processes, and ideas to promote your part of South and Southern Africa, both as it is today and as it will develop in the coming few years. The goal is to demystify the more specialised areas of investment promotion and attraction of foreign direct investment (FDI), and associate that approach with local businesses, networks and the wider community.

Thank you for joining the programme!

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John Hanna
Director

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Christina Knutsson
Director

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DAY ONE: The Big Picture of Investment Promotion

Monday 2 July (08:45-17:00)

Key Learning Points:

The day provides a global, macroeconomic perspective to investment promotion in Southern Africa. We also present how companies make location decisions and how investment promotion agencies respond.

08:45-09:00
Registration

09:00-09:15
Welcome to the Southern Africa International Investment Promotion Programme CIPP 2018 Programme.

Opening Remarks. Sponsor IPA CEO.

09:15-09:45
The Ideal Trade & Investment Promotion Agency

Introduction to how experienced IPAs continue to refine their organisation to deliver “value”.

09:45-10:30
The Global Economy and Foreign Direct Investment in Context

Explanations and insights to the global economy and how this is likely to affect investment potential in Southern Africa.

10:30-10:50
Coffee/Tea Break and Networking

10:50-11:15
Programme Challenge #1: Questions to Investors

11:15-11:45
Programme Challenge #2: Assessing Investment Enquiries

11:45-12:30
Corporate Investment Decision-Making
What Drives Investors’ Location Decisions?

12:30-13:45
Lunch & Networking

13:45-14:30
Feedback on Programme Challenges:

  1. Feedback: Questions to Investors
  2. Feedback: Assessing Investment Enquiries

14:30-15:10
Trade Promotion Essentials

15:10-15:30
Coffee/Tea Break and Networking

15:30-16:30
Best Practices in Investor Enquiry Management

16:30-17:00
Review of Day One and Personal Action Plans

17:00
Close of Day One and Consulting Clinics

19:00
GDP Academy Dinner Function
Dress Code: Smart Casual
Included in Programme Fee

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DAY TWO: Advanced Investment Promotion

Tuesday 3 July (08:45 – 17:00)

Key Learning Points:

In addition to looking at long term, big picture trends, we take a broad and experiential look at successful investment promotion strategies. We experience how IPAs provide winning investor facilitation. We look at the key areas for engagement with investors: preparing investor value propositions, managing effective site visits business expansions.

08:45-09:00
Welcome to Day Two, Review of Day One

09:00–09:45
IPA Strategies to Match Global and Local Economic Conditions

09:45-10:45
Promoting Knowledge Economies for Innovative Investment: Global Value Chains. City Region Economies

10:45-11:15
Coffee/Tea Break and Networking

11:15-12:45
Managing your Location’s Business Reputation
Media Relations and Communications Expert.

12:45-13:30
Lunch & Networking

13:30-14:15
Programme Challenge #3 Investor Value Propositions

14:15-15:00
Programme Challenge #4 Investor Site Visits

15:00-15:20
Coffee/Tea Break and Networking

15:20-16:00
Investor Development – Business Retention and Expansion

16:00-16:45
Feedback on Programme Challenges
Best Practices: Investor Value Propositions, Investor Site Visits.

16:45-17:00
“PEST”, “SWOT” and Other Strategic Analytical Techniques
Guides for Strategy Development
Sector Value Propositions – IPA Best Practices
Review of Day Two and Personal Action Plans

17:00
Close of Day Two and Consulting Clinics. Free Evening.

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DAY THREE: Place Marketing and Lead Generation

Wednesday 4 July (08:45 – 17:00)

Key Learning Points:

We look at effective place marketing and lead generation approaches; Lead generation through events and direct marketing; Market and company research, building and working your networks; Making and implementing effective investment promotion plans; Key account management; KPIs and more.

08:45-09:00
Welcome to Day Three, Review of Day Two

09:00-10:00
Essential Promotional Tools to Generate Investment Leads: Events and Lead Generation Campaigns.
Investment Promotion Planning Guide

10:00-10:30
IPA Performance Benchmarking: Best Practices and Awards for Investment Promotion Facilitation

10:30-10:50
Coffee/Tea Break

10:50-11:45
Programme Challenge #5 Sharpening your individual Promotion Skills

11:45-12:30
Investment Promotion Networking

12:30-13:30
Lunch & Networking

13:30-15:00
Programme Challenge #6 Build an Investment Promotion and Lead Generation Campaign

15:00-15:20
Coffee/Tea Break and Networking

15:20-16:00
Workshop Session:
Key Account Management, Key Performance Indicators
Policy Advocacy in Investment Promotion

16:00-16:40
Workshop Session:
Feedback on Programme Challenge #6

16:40-17:00
Guides for Investment Promotion
Review of Day Three and Personal Action Plans
Close of Day Three and Consulting Clinics

19:00
GDP Academy Dinner Function
Dress: Casual, Included in Programme Fee

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DAY FOUR: Website and E-Marketing

Thursday 5 July (08:45 – 16:00)

Key Learning Points:

On the “digital” day we look at the importance of a distinctive digital marketing strategy centred on a good website design; Your IPA’s e-marketing status; How to use e-marketing to create awareness and generate leads; How to harness social networking for generating business opportunities.

08:45-09:00
Welcome to Day Four, Review of Day Three

09:00-10:00
Website and E-marketing – The Essentials

10:00-10:30
IPA Performance Benchmarking: Best Practices and Awards for Investment Promotion E-marketing

10:30-11:50
Coffee/Tea Break and Networking

10:50-11:45
e-Newsletters to e-Intelligence

11:45-12:30
Search Engine Optimisation for Investment Promotion

12:30-13:45
Lunch & Networking

13:45-14:30
Social Networking in Investment Promotion

14:30-14:50
Coffee/Tea Break and Networking

14:50-15:30
Review of Day Four
Personal Action Plans

16:00
Close of CIPP Southern Africa 2018 International Investment Promotion Programme (SADC IIPP)

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DAY FIVE: Investor Site Visit/Study Tour Day 

Friday 6 July (08:45 – 15:30)

Key Learning Points:

Conduct business/investor site visits tours. Participants gain direct experience of the Gauteng and Tshwane Business environment through a unique opportunity to see foreign investment business in action.

08:30-08:45
Registration and departure from training centre

09:30-11:30
First Stop: Visit to Company 1 – manufacturing

12:30-14:30
First Stop: Visit to Company 2 – manufacturing

15:30
Return to training centre. End of study tour day

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Christina Knutsson

Director
GDP Global

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  • With over 20 years’ of direct experience in investment promotion, Christina works with and on behalf of investment promotion agencies on all continents. In 2005 she joined GDP Global.
  • Amongst many assignments in 70 countries, Christina has assisted promoters from the many regions and countries in Africa, including in South Africa, Madagascar, Namibia, Botswana, Mali and Egypt.
  • She has also undertaken assignments with UNCTAD, the World Bank Group, the Inter-American Development Bank (IDB), The Millennium Challenge Corporation.
  • She co-founded the Invest in Sweden Agency (ISA), now Business Sweden, where she worked 10 years and founded the ISA UK office. Before she worked in the private sector in multiple roles and industries in trade and exports.
  • She speaks her native Swedish and is bilingual in Spanish and English and is quite fluent in French.
  • Christina is a graduate in Market Economics DRMI from RMI Berghs School of Communication. Stockholm.

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John Hanna

Director
GDP Global

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  • John brings over 20 years of experience in economic development and investment promotion. He established GDP Global in 1999. He created the GDP IPA Benchmarking programme, the GDP Zones Benchmarking programme and the GDP IPA Asset Benchmarking programme.
  • John set up national training programmes in several countries, including national and regional IPA programmes in the EU, Canada, South Africa and Australia (2011-2015). He delivered performance benchmarking and customer service training for Investment New Zealand; he also undertook comparative benchmarking of the RDAs of Wellington and Auckland.
  • John accumulated 12 years of international business experience in pharmaceuticals, consumer goods and publishing with Merck, Sharp & Dohme, Sunbeam International, Wilkinson Sword, Oxford Medicine Group, Tatung and Fiskars. He then spent eight years as a director of the Welsh Development Agency.
  • John holds a BSc Hons from the University of London, and an MBA, Cardiff Business School.

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  • More local investment promotion experts will join the faculty to deliver expert sessions.

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