THE WORLD BANKWorld Bank Group Multilateral Investment Guarantee Agency

Group ExerciseSimulation of an Investor Inquiry

Valeria Di FioriSydney, Australia

December 2010

THE WORLD BANKWorld Bank Group Multilateral Investment Guarantee Agency

Winning Investors through Competitive Investment Facilitation – An Exercise

Description

A 40-minute simulation of the inquiry-handling process.

Each participant will role-play 1 of 4 characters: investor, site selection consultant, IPI staff, and ministry staff.

Each participant will have unique instructions and investor information, creating different advantages and disadvantages for each.

Each participant will experience or witness the effects of good and bad inquiry-handling, as well as investor frustration and disaffection from poor service.

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THE WORLD BANKWorld Bank Group Multilateral Investment Guarantee Agency

Flow of Participant Interaction during Simulation

• Requests list of sites• Makes final decision

Investor

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THE WORLD BANKWorld Bank Group Multilateral Investment Guarantee Agency

Winning Investors through Competitive Investment Facilitation – An Exercise

Your Goals

Investors: Be the first manufacturer to select a good location, where you can be profitable and start operations quickly

Site Selection Consultants: Provide the investor with multiple good location options and recommend your top choice. Have the investor select your top choice. If more than one consultant recommended that location to your investor, be the first consultant to have made that recommendation.

IPIs: Make the best case for your location possible, while meeting the consultants time and information requirements. Hopefully, be chosen by the investor.

Ministries: Follow your instructions for information dissemination.

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THE WORLD BANKWorld Bank Group Multilateral Investment Guarantee Agency

Approximate Room Layout Needed for Exercise

IPI Alpha

IPI Bravo

IPI DeltaIPI Echo

IPI Foxtrot

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Investor ABC Consulting

PBJ Consulting

XYZ Consulting

Ministry of Labor

Customs Authority

Trade & Investment

Environ, Health & Safety

Min. of Transport

Revenue Authority

THE WORLD BANKWorld Bank Group Multilateral Investment Guarantee Agency

Your Secret Instructions Revealed!

•Process for inquiries•Info prepared•Customer-oriented

Alpha

•Process for inquiries•Info prepared•Not customer-oriented

Bravo

•Process for inquiries•No info prepared•Not customer-oriented

Delta

•No process in place•Info prepared•Not customer-oriented

Echo6

•No process in place•No info prepared•Customer-oriented

Fox-trot

•No process in place•Info prepared•Customer-oriented

Sierra

•Process for inquiries•No info prepared•Customer-oriented

Tango

•No process in place•No info prepared•Not customer-oriented

X-Ray

Good Luck!