FDI support services PM&P with Silverlode Consulting

Profile

Investment Promotion Support Services

PM & Partner Marketing Consulting GmbH (PM&P) Frankfurt | Munich | Berlin www.pm-p.de

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© Copyright PM & Partner Marketing Consulting GmbH, 2012

INVESTMENT PROMOTION SUPPORT SERVICES

Lead

Generation

Intermediaries

Networking

Event

Marketing

PR & Image

Building

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PR & Image

Building

Intermediaries

Networking

Event

Marketing

Lead

Generation

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Lead Generation | Overview

1. 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.

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Lead Generation | Types of Approach

Our integrated approach ranges in intensity from mass marketing to in-depth, individual key account relationship building. Measures (Examples):

Mass Marketing 1-to-1 Marketing

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Lead Generation | Measures, Tools and Assets

PM&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.

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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.

83,000

COM

PANI

ES • Products / services

• Ownership / subsidiaries • Workforce / Turnover last 5 years • Growth by workforce / turnover • Investment activities last 5 years • Detailed target group categories, like

• 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

160,0

00 CO

NTAC

TS • Name, Academic Titles, Position

• Personal Email • Direct phone line • Mobile phone number • Name of personal assistant • Email and direct phone of personal assistant

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Description: No. of

Companies:

Companies in Information and Communication Technology (ICT).

6,151

Companies with Information Technology (IT) as the main activity and/or mixed activities.

4,723

Companies with Software or Software applications as their core business.

2,761

Suppliers of Enterprise-Resource-Planning (ERP) Software or applications.

445

Lead Generation | CRM Database

The companies in our CRM are assigned to specific industry target groups. These are usually sectors, sub-sectors, or even broken down to specific products/services. Examples of typical selections:

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Lead Generation | PM&P Resources

Clients benefit from our comprehensive resources, which they selectively use based on their specific demand and the strategies developed together with the Economic Development Agencies.

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Lead Generation | Organisation Models

Basically, PM&P offers its clients three organization models:

1. Full representation: PM&P establishes and operates a representative office in Germany (virtually as the EDA’s own German office, while the name of PM&P is never disclosed) with its own address, phone, fax, email, etc., and our staff uses the EDA’s business cards.

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.

„PM&P is an excellent extension for the EDA‘s capacities – even if the EDA already runs a representative office in Germany.“

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Lead Generation | Support Services for your European Representative

LEAD GENERATION • Identifying target groups • Creating marketing strategies • Identifiying companies • Identifying decision makers • Direct marketing campaigns • Contacting and contact care to decision makers • Contact database management • Visiting interested candidates • Assisting companies during investmen projects OTHER MARKETING MEASURES • Plannning and conducting events • Organising PR measures • Advertising campaigns

OTHER COMMITMENTS • Representation commitments in the political and business

community • Contact care to public institutions • Interaction with related organisations (embassy, honorary consuls,

etc.)

• Time-intensive measures for generating interested candidates could be outsourced to PM&P – entirely or partially

• All measures requiring a larger structure such as event marketing or PR could be outsourced to PM&P – entirely or partially

• The Local IP * Manager would have more time for other important tasks, which cannot be outsourced

• The local IP * Manager would concentrate on his main strengths: selling the region and its capabilities, visiting interested companies, assisting investors, etc.

• The Local IP* Manager increases results and efficiency.

* Investment Promotion

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Lead Generation | References & Expertise (Examples)

Estonian Investment Agency

Advantage W. Midlands (UK)

Enterprise Florida (USA)

Groupe Sofirem (F)

World Business Chicago (USA)

Metal Park Deflzijl (NL)

Airport Business Park , Hanover

State of Victoria (AUS)

Invest in Finland Bureau

Invest in Italy (today INVITALIA)

Investment & Development Agency of Latvia

Namibia Investment Centre

German Ministry of Economy, Berlin

CDE – EU institution for initiatives in ACP countries

EXTENDA Andalucia Spain

Swedish Trade Council

Hungarian Investment & Trade Develop-ment Agency

EUROPEAN UNION EXPROM Programme Unit

City and region of Stuttgart

Ministry of Economy Baden-Württemberg

Invest in Thuringia, Germany

Business Arena Stockholm and City of Stockholm

Berlin Partner

Cleveland Plus Business Team NEO (USA)

http://www.advantagewm.co.uk/index.html

http://www.cde.int/cde0.html

http://www.region-stuttgart.de/sixcms/rs_home/

http://www.leg.thueringen.de/

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Intermediaries Networking

PR & Image

Building

Intermediaries

Networking

Event

Marketing

Lead

Generation

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Intermediaries 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.

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Intermediaries Networking | Type of Intermediaries

Site Selection Management Human Resources Real Estate Supply Chain

CONSULTANTS Investment Banks Other Banks International Lawyers Venture Capital companies Auditors / Tax Advisory Companies

FINANCE / M&A

Industry Associations Sector Experts / Consultants Sector Journalists Sector Magazines Sector Event Organizers

SECTOR COMMUNITIES Chambers of Commerce Export Promotion Organisations Business Clubs Online Communities Other EDAs

OTHER BUSINESS COMMUNITIES

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PR & Image

Building

Intermediaries

Networking

Event

Marketing

Lead

Generation

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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.

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PR & Image

Building

Intermediaries

Networking

Event

Marketing

Lead

Generation

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PR & Image Building | Image Studies

Image 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.

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PR & 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.

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ABOUT PM&P AND

SILVERLODE

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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.

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:

www.pm-p.de

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PM&P | The three service areas

Market Research Services and Consulting for companies, especially in B2B areas, with a specific

competence in the Life Science industry.

Clients: Large corporations, mid-sized companies; from Europe, the US and South-East Asia.

Consulting Services to public institutions in the framework of regional development, export- and

investment promotion on an international level

Clients: e.g. Finland, Sweden, Latvia, Estonia, Namibia, Stockholm region, Chicago region, regions

in 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 development

Clients: Large corporations, mid-sized companies; from Europe, the US and South-East Asia.

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Silverlode | Profile

www.silverlodeconsulting.com

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.

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

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PM & Partner Marketing Consulting GmbH (PM&P) Frankfurt | Munich | Berlin www.pm-p.de Head Office: Lyoner Straße 34 | 60528 Frankfurt | Germany Your Contact: Markus Wellmann CEO Email: [email protected] Cell: +49 163 6111972

Silverlode Consulting Corp. Cleveland | Denver | New York www.silverlodeconsulting.com Head Office: 3043 Superior Ave. | Cleveland | OH 44114 Your Contact: Steve Weitzner President Email: [email protected] Cell: +1 216 214 5833

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FDI support services PM&P with Silverlode Consulting