Investment "cast a wide net", you can "catch more fish".

Always heard, "thousands of eleven" idea.

Boldly ask, this inertia thinking right?

It has been said that thinking is the local investment guide.

Chain thinking, investment banking thinking, piece of thinking, market-oriented thinking ......

Today, mention two more thinking:

To marketing thinking and engineer thinking to guide investment.

01 marketing thinking target companies

A deputy director of the management committee of the Economic Development Zone, is in charge of the park investment.

He mentioned that the earliest commitment to investment, in order to contact with enterprises, sweeping from floor to floor to hand out business cards.

Later, want to broaden the project information channels, to exhibitions, forums, promotional meetings ......

In fact, these are looking for the target enterprise "battlefield".

Generally speaking, when contacted 1,000 enterprises, may establish contact with 100 enterprises.

Of these, 10 are interested in investing locally, and only one ends up on the ground.

Put into marketing thinking, this is the forward funnel model.

Previously, we have done internal research, full-time investment people a year in-depth docking 50 projects, which in turn led to conversion and landing.

Not, a large number of to contact the enterprise, there will be results-oriented.

Think differently and use the "reverse funnel" in marketing to solve the problem.

First lock the core target enterprise, and then establish contact with the target enterprise, and then extend the deep digging target enterprise demand, and finally die target enterprise settlement.

In addition, the following labels should also be torn off:

The project volume is large or small, the site selection information is more or less, as well as the intention to look at the area of corporate investment alone.

Is it possible to just "ignore" these as long as they don't match?

In fact, instead of looking for the right company, "die hard" to follow up, may have results.

Tell a real investment case to share with you.

In the park of a third-tier city, in order to facilitate the landing of the project, it is necessary to contact and invite at least 100 companies to visit the park within a short period of time.

This task is undoubtedly a tough battle for the investment team.

After a period of time, the investment team finally accomplished the data target, successfully contacting more than 100 companies and arranging meeting times.

While the park met and talked with the companies, it still didn't lead to a project landing.

They realized that pursuing the number of companies contacted was not enough. What is more important is to understand the needs and wishes of the enterprises, and to screen out the core enterprises that really have the intention and are in line with the development of the park to do in-depth communication.

How to find core enterprises in investment promotion?

Inviting investment to strengthen the "marketing thinking" and "engineer thinking" as a bridge linking the park and enterprises, so that the investment and enterprise contact, to facilitate more efficient communication between the two sides.

Find the core target enterprises, directly with the project leader docking, accurately grasp the enterprise demand, and constantly follow up the natural investment opportunities.

Invitation to investment, from "stare" to "nail" to "small incision" to break the problem, to realize the "big deep " push.

It is important to use the "reverse funnel" model to obtain the core target enterprises, and effective "link". Every time, seize the opportunity to contact the enterprise, there is no project that can not be negotiated.

02Engineer thinking and enterprise frequency

First of all, what is "engineer thinking"?

Problem-oriented, more emphasis on logic and systematic, the pursuit of precision and efficiency, focus on data analysis and quantitative results.

Obviously, it is characterized by rigor, pragmatism and efficiency.

So, why is the investment promotion work to strengthen the "engineer thinking"?

One of the investment promotion bureau chief with us, mentioned:

Take "engineer thinking" to do investment promotion, like customizing the right solution for technology-based enterprises.

Now, unlike before, technology-based enterprises are becoming more and more technologically advanced.

In the case of technology-based companies, the project is like building a house, with every step of the way planned, from the foundation to the finishing touches.

They prefer to get clear policy interpretation, specific support programs, and quantifiable implementation paths from localities.

Standing in the perspective of investment attraction, from "what I can provide you with" to "how to solve problems together", to become a technical partner and regional development peer.

For example, artificial intelligence enterprises are in urgent need of real scenes to verify the algorithm, whether the investment team can quickly open up the built-in scenes to create an exclusive "testing ground" for them.

Then again, for example, biomedical enterprises are facing the plight of a long approval cycle, whether the investment team can quickly set up a pre-trial counseling mechanism to solve the investment blockage for them.

To replace the rough promotion of investment promotion with accurate technical portrait, not only can the enterprises feel the heart and professionalism of the investment team, but also can stimulate the deep power of rooted growth.

The "engineer's mindset" in investment attraction, in-depth understanding of the path of technological transformation, to find out the key bottlenecks of the enterprise R & D to mass production.

Does it require specific experimental scenarios or industry standard support? What supporting resources are available for deep-dive industry chain synergy needs? Evaluate whether the local area can provide the talent pool needed for technological upgrading?

Science and technology companies, in particular, have shifted from "where the conditions are good" to "where the ecology is good," placing more emphasis on the local industrial environment.

For the investment promotion, the real service upgrade is not by additional subsidies, but like engineers to repair the machine, the first to solve the pain points encountered by enterprises.

Both can provide enterprises with development planning, but also can assist in solving practical problems, enterprises will naturally be willing to stay and develop.

When the investment promotion work can understand the law of technological development of enterprises, will be able to grasp the industrial upgrading in the wave of scientific and technological innovation "leap".

This evolution of thinking is the key to cultivating new productivity and building new advantages in development.

Invitation work is not simply "cast a wide net, more fishing", from "stare" to "nail" using the reverse funnel model, in the [investment network] to lock the core target Enterprises, and effective links and in-depth communication.

While the engineer thinking, pay more attention to logic and systematic, problem-oriented, to provide enterprises with customized landing program.

The combination of these two mindsets not only enhances the efficiency and success rate of investment promotion, but also injects new momentum into local economic development and industrial upgrading.