Investment "hexagonal warrior", specific to the details of professional competence, but to meet the five core knowledge system.
Previously, we analyze the park carrier and infrastructure foundation, macroeconomic and regional analysis and other related knowledge system.
This article will focus on industry and industry research, policies and regulations and contract finance and taxation, investment strategy and practical skills.
01 Merchants "power system"
Core value: understand the industry in order to "say to the heart of the enterprise", the program fell to the point of enterprise demand, to professional knowledge to investment The landing to provide inexhaustible power.
Industry and industry research essential knowledge:
1. Understanding of 50 industrial categories
2. Familiar with 200 industry chain research
3. Interpretation of the feasibility of investment in enterprises
4. National industrial restructuring guidance directory
5. >5. National Pollution Prevention Technology Guidance Catalog ......
Old rules, first read a short story.
Weihai for the introduction of HP laser printer project, the formation of a professional team to dismantle the core components of the printer, for 10,000 parts and components one by one to match the local resources.
The investment team negotiated with HP while targeting HP's industry chain suppliers and core component projects.
In just half a year, Weihai has introduced five projects with a total investment of 1.2 billion U.S. dollars, including Hong Kong's Yee Wo and South Korea's Dazhen.
In order to undertake the HP industry chain project, Weihai "tailor-made" 6,000 acres of laser printer industrial park, to create a specialized plant for enterprises to move directly into.
With the professional park as the carrier, Weihai realized the core unit of laser printer "supporting full coverage", which eventually led to the entry of HP.
The leading enterprises attracted new projects, and Jabil, HP's most important machine supplier, moved into the area.
When our height can stand in the industry's international and domestic layout point of view, a clear grasp of the industry's most urgently needed elements, naturally, to businessmen care about the interests of the point of view to impress them, so as to realize the attraction of a business, the formation of a cluster.
The semiconductor packaging and testing industry, for example, the core demand of businessmen is no more than cost, technology and talent.
The cost of the pain point is the plant needs to be customized, such as clean room requirements such as ISO 6 and above;
Technical pain point is the high-end packaging and testing equipment import cycle up to 180 days, the need to dock the local equipment maintenance service providers.
Talent pain points are divided into high-end R & D talent scarcity, high labor costs; professional counterparts of the skilled labor "gap" and so on.
Of course, different volumes, different stages of development of semiconductor companies, there will be different needs, this has to be specifically analyzed.
But mastery of the basic semiconductor industry, can help us quickly determine the other side of the demand point, and thus targeted to throw out the right topic, step by step to guide out the motivation we need to choose the site.
If even the first step - professional dialog, can not "catch", how to talk about the next step?
On the feasibility study for business investment.
In March 2023, the National Development and Reform Commission (NDRC) promulgated the General Outline for the Preparation of Feasibility Study Reports for Government Investment Projects and the Reference Outline for the Preparation of Feasibility Study Reports for Enterprise Investment Projects, which set out the norms for the preparation of feasibility study reports for investment projects. Perhaps, we can do a focused extraction from a global perspective.
"General Outline" is mandatory, the government investment project declaration, must be in accordance with the outline requirements for the preparation of feasibility study report and as the basic basis for the approval of government investment projects at all levels of government and relevant departments.
The Reference Outline is non-compulsory, and enterprises can decide on their own whether or not to prepare feasibility study reports in accordance with the requirements of the Outline according to the actual situation. This arrangement reflects the basic principle of "classification and management".
"Separation of government and enterprises, and full realization of enterprise investment autonomy" is the core requirement of the investment system reform.
For enterprise investment projects, the current policy does not put forward feasibility studies of enterprise investment projects, mandatory management requirements, but to approve the project application report, the registration form for the record in two ways to implement the government's external management of enterprise investment projects.
Which, for the "reference outline" of the project site selection and elements of security, is that we need to focus on the content.
Siting and elements of security contains the following key content:
Siting program: multiple options to compare the site line, analyze land ownership, ecological protection of red line and other conditions.
Construction conditions: assess the natural environment (topography, meteorology, etc.), transportation, public works and other supporting conditions.
Factor security: including analysis of land, resources, environmental capacity, etc., involving the conversion of agricultural land, the use of sea and island need to be specially demonstrated.
The National Industrial Structure Adjustment Guidance Catalog and the National Pollution Prevention and Control Technology Guidance Catalog are all guidance documents issued by the state, so I won't dwell on them here.
This part of the professional knowledge is the key to pry open the door to the demand of the customers, and we need to "specialize" in the knowledge of the industry chain, and other heavy involved in a wide range.
02 Merchants landing "security assistance"
Core value: policy is "leverage", compliance is the "safety line! "
Policy and regulations and contract finance and taxation essential knowledge:
1. "Civil Code" Contracts Part
2. "Tax Law" ......
The Civil Code, Contracts, the core value of our Merchants is to build the framework of the rule of law Merchants.
Through the spirit of contract to regulate the rights and responsibilities of government and enterprises, to prevent performance risks, to protect the public interest and the dynamic balance of business interests.
How to understand?
Or in conjunction with a specific case in Shandong.
To big projects, good projects, everywhere is to do everything possible in the fight, Y city is no exception.
The difference is that Y city also and settled projects in the form of betting agreement "agreed to the future", if the investor in the future can not achieve the agreed development goals, there will be corresponding processing consequences.
A biological company in Lanzhou has signed a contract with Y city. The company will invest hundreds of millions of dollars in City Y to build the largest production project of streptococcus lactis in China.
On the agreement, the two sides agreed on the expected goals of the project. If the agreed goals cannot be accomplished by then, City Y will take back as much of the support it previously provided.
The above case, in fact, is our familiar betting investment.
The betting type of investment, in fact, is the government and businessmen for two-way protection and constraints, to help us identify the advantages and disadvantages of the project, to enhance the ability to sustain the development of a good guide to promote the role.
Summary of a sentence, the market thing by the market way to solve the problem .
Legal compliance is the first and foremost, naturally, we need to know enough about the Civil Code and the Tax Code related knowledge to achieve a better combination of effective market and government.
Knowledge Tips:
Till now, 13 out of 18 taxes in China have been legislated, and together with the Law of the People's Republic of China on Taxation Collection and Administration, 14 tax laws have been formed.
The Law of the People's Republic of China on Administration of Tax Collection, the Law of the People's Republic of China on Enterprise Income Tax, the Law of the People's Republic of China on Individual Income Tax, the Law of the People's Republic of China on Vehicle and Vessel Taxes, the Law of the People's Republic of China on Environmental Protection Taxes, the Law of the People's Republic of China on Tobacco Tax, the Law of the People's Republic of China on Ship Tonnage Tax, the Law of the People's Republic of China on Arable Land Occupation Tax The Law of the People's Republic of China on Vehicle Acquisition Tax, the Law of the People's Republic of China on Resource Tax, the Law of the People's Republic of China on Deed Tax, the Law of the People's Republic of China on Urban Maintenance and Construction Tax, the Law of the People's Republic of China on Stamp Duty, and the Customs Law of the People's Republic of China.
This part of the professionalism is very strong, focusing on basic laws and regulations to understand the general knowledge, without the depth of the "interpretation", if necessary, with the help of professionals to solve practical problems.
03 Project landing "manipulation system"
Core value: even better planning, but also rely on the "combat business ability" to realize the landing.
Investment strategy and practical skills necessary knowledge:
1. Merchants mode classification and use
2. Sales, leasing
3. Capital operation knowledge
4. Merchants etiquette
5. economic terms
......
Let's do a little scenario exercise to see if you can determine the potential intentions of the customer?
When the meeting and negotiation ends, the client leaves a message.
1) That's it for today, we need to report back to headquarters.
②You can go back to consider what other industrial policies.
③You solve these problems, then call me.
④For now, call back.
⑤We'll think about it.
What, in your opinion, means that the other party's intentions are finalized and they can move on to the next stage?
*Reference answers will be placed at the end of the article, quickly see if your judgment is accurate
About investment practice skills, the author has previously written a series of articles. For example, "investment negotiation game: master three key points advanced negotiation master" "precise investment | to enterprise investment site selection perspective to develop investment strategy" "park investment: research, reception, make good use of the "subtraction" skills, contribute to the landing of the" "investment landing secret: project follow-up is the key" and so on, interested in can go to read. Here focus on the investment model.
Industrial chain investment: staring at the industry leading enterprises to pull the upstream and downstream "small partners" to make up the entire production chain together.
Enclave investment: the two places in partnership to open a "joint venture", the developed regions out of money and technology, less developed regions out of the land out of people, win-win cooperation.
Business investment: let the enterprises that have settled down as "spokesman", recommend other enterprises to come, and strive to achieve ecological win-win situation.
Capital Investment: The government takes money as "angel investor" and invests money to potential enterprises to cultivate growth and consolidate the local industrial ecosystem at the same time.
Resident Merchants: The government establishes "Merchants' Tentacles" in major super first-tier and quasi first-tier cities to dig for projects.
Scenario investment: treating cities as "laboratories", opening up scenarios to form orders, allowing companies to pilot and forming industrial aggregation.
Curatorial investment: not passive waiting for the project, but the initiative to design new projects, pulling enterprises to do together.
Platform investment: build bridges, pull enterprises, into the market.
Science and technology investment: backed by the resources of universities and research institutes, to open up the market transformation channel of production, learning and research.
"Garden in the garden" Merchants: divide the large park into several small "garden in the garden", introduce a number of operating agencies, and decentralize the overall investment mission.
......
Invitation mode seems to be various, essentially all around the "business needs" to do the article.
Industrial chain investment to make up the chain, capital investment with capital leverage, business investment by word of mouth trust, the core is to help enterprises to solve the actual problem of cost, market, resources.
What we have to do is to repair the basic skills, grasp their professionalism, outside the expansion of business "contacts", such as [investment network], and then look for 1-2 suitable for the local resources of the method of deep cultivation, the formation of differentiated competitiveness, so that enterprises can see the value of the landing, this is the king of the investment to break the game.
*Test judgment reference answer: If the other party's reply is ① and ③ or similar content, it means that the other party's intention has basically been determined, and then need to finalize the actual problem;
If the other party's reply is ④ and ⑤ or similar content, it means that the other party's heart for the results of the negotiation is bigger, and the possibility of unsuccessful cooperation is bigger;
If the other party's reply is ② or similar content, it means that the other party still needs to fight for this aspect.
If the other party replied ② or similar, it means that the other party still needs to fight for the interests of this area and needs to consider concessions.
