Paul Whiteway, an Associate Consultant of GDP Global, specialises in inward investment promotion. From 2003 to 2008, he worked at the centre of the UK’s inward investment network as...
Today’s more difficult economic climate means that IPAs should pay more attention to cultivating existing investors. Otherwise they may fail to capitalise on opportunities for expansion and may even see some disinvestment. This means preparing and executing an investor development strategy.
The longer version of this blog suggests what the stages should be. Here it is worth emphasising that investor development involves a long term relationship with carefully selected clients. The aim is for the IPA to secure its own business objectives by adding value to the client. To achieve this, an IPA may need to upskill its workforce, reorganize itself and work in harmony with national and regional stakeholders. All of this can be a challenge, but as with any promotional activity, the key is persistence! more…
