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1
“Why Good Facilitation Matters”Winning FDI Through Effective Facilitation
Sancia TemplerOctober 20, 2010
Jamaica Promotions Corporation (JAMPRO)2
Agenda
Key Elements of Effective Facilitation
JAMPRO’s Facilitation Services
Why Facilitation Matters:
o Case Study 1: The Spanish Hotels
o Case Study 2: Sandy Bay Sweets
o Case Study 3: The ICT/BPO
Industry
Key Elements of Effective Facilitation
3
• Ownership
• Understanding of Investor Requirements
• Information Provision
• Packaging
• Site Visits
• “One Stop Shop”
4
Key Elements of Effective Facilitation
• Ownership
• Clear leadership and coordination for handling enquiries
• Key account contact or account manager assigned to every serious enquiry or potential project
• Central point of contact for investor, building rapport, trust and good working relationship with investor
• Good contacts with key government bodies/agencies and private sector advisors to smoothly facilitate project
5
Contact Center
• Sector Managers Account Managers Client
CRM - Tracking System from Inquiry to Project Stage
• Houses entire history of project complete with updates,
issues, interventions required, expenditure/job creation etc.
Formal Handover Procedure
• Prospects formally handed over for project implementation
Accountability
• Account mangers required to provide critical updates in
periodic team meetings to ensure project accountability
• Ownership
Key Elements of Effective Facilitation
6
Key Elements of Effective Facilitation
• Information Provision• Accurate information supplied in a well presented and easily
accessible format
• Information on labor availability/costs, energy resources and
prices, transportation and communications infrastructure etc.
Website Project
Investment Map
Fact Sheets
Pre-prepared macroeconomic data spread sheets
7
• Packaging• Ready made package of opportunities, incentives, and services
by sector/industry for rapid response to enquiries
• High quality customized information including project-specific requirements
Investment Packaging Team- Opportunity profiles by sector and individual opportunities
Key Elements of Effective Facilitation
• Understanding of Investor Requirements• Full and accurate understanding of the investor’s strategic
business requirements
• Win trust of the company/investor
Sector focused Organizational/Divisional structure
Jamaica Promotions Corporation (JAMPRO)8
• Inward Missions• Professional preparation of fulsome/informative
itinerary
• Provision of more detailed information and
inclusion of potential sites
ICT Broker Contract
ICT Real Estate Inward Missions
ICT BPO/Call Center Inward Missions
Key Elements of Effective Facilitation
Jamaica Promotions Corporation (JAMPRO)9
• “One Stop Shop”
• To further facilitate the investment including expediting applications and permit processing, screening or evaluating the project
• Range of services can vary from consulting, expediting permits/application processing, screening/evaluating project, provision of incentives negotiation/approval
Creation of JAMPRO Business Hub
Key Elements of Effective Facilitation
Jamaica Promotions Corporation (JAMPRO)10
JAMPRO’s Facilitation Services
1. Investment Enquiry
• Provision of investment opportunities/profiles
• Provision of macroeconomic data
• Market intelligence/information
• Introductions to local providers of goods and services
• Access to our business library
• Identification of land and factory/operating space
11
2. Investment Progression
• Assistance with navigating regulatory framework
• Assistance with specialized permits, incentives and approvals
• High level access to Government Ministries and Agencies via facilitation meetings/interventions
• Project management and developmental support
• Business networking services
JAMPRO’s Facilitation Services
12
JAMPRO
MOT
NWA
MOFJamaica Customs
Dept.
NEPA
MOL
Parish Councils
JAMPRO’s Facilitation Services
2. Investment Progression
Jamaica Promotions Corporation (JAMPRO)13
JAMPRO’s Facilitation Services
3. Investment Aftercare
LicensesApplicationsVisas/Work
PermitsFree Zone
Applications
UtilitiesStaffing
Office SpaceLinks to local
suppliers
Policy Advocacy
Re-InvestmentExpansion
Administrative Operational Strategic
Why Facilitation Matters:Case Study 1- The Spanish Hotels
Jamaica Promotions Corporation (JAMPRO)14
1. Investment Enquiry
Mission: To position Jamaica as the Tourism Capital of
the World
• Work began as early as the 1990s/Several trips made to Spain to
heads of chains - Several presentations on amaica/Investment
Opportunities in the Tourism Sector
• Close relationship developed between the Agency/Ministry and
the hotel chains
• Worked closely with Spanish Embassy in hosting heads of hotel
chains
• “Soft Sell” and Close
Why Facilitation Matters:Case Study 2- Sandy Bay Sweets
Jamaica Promotions Corporation (JAMPRO)15
2. Investment Progression Mission: To expand share of FDI to non-traditional sectors
• Strategic assistance with the identification of suitable,
available factory space (location, specifications etc.)
• Information on available incentives & free zone status
• Assistance with lease for Jockey Factory
• Expedition of free zone status application to facilitate
company’s deadline for first order (Walmart)
• Interventions with utility companies(JPSCo)
• Assistance with GCT waiver for locally procured products
• Established links to local producers
Why Facilitation Matters:Case Study 3- The ICT/BPO Industry
Jamaica Promotions Corporation (JAMPRO)16
3. Investment Aftercare Mission: To expand and retain the ICT/BPO Industry
• Proactive Policy Advocacy: -Incentives
- Build out of ICT space
- Computer Disposal
• Protection of the Industry -Cyber Crime/Fraud
• Interventions with utility companies
• High level access to Government Ministries and Agencies via
facilitation meetings & interventions
• Facilitation of the expansion and growth of the industry- (M&As,
Expansions, Re-Investment)
TODAY’S JAMAICA MEANS BUSINESS…
Jamaica Promotions Corporation (JAMPRO)17
THANK YOU