Investment in the Yangtze River Delta, year after year.

Coming to Suzhou, more running, more watching, more asking, more talking.

The investment director also mentioned that the main tasks of the group are:

Running on the front line, obtaining, researching and recommending enterprise information and investment intentions.

The core purpose of the group is to provide project matching for the back-end units and facilitate contacts with enterprises.

Sometimes when you visit more than 30 enterprises, there may be only one valid project lead.

To knock on the door of enterprises, the prerequisite is to find people and generate matchmaking. We meet with foreign offices, investment promotion bureau chiefs, investment promotion leaders to discuss how to do in the new period of investment promotion, opened the investment promotion people's "box":

Some people say, for Suzhou has no effect, after all, the foundation of the first-class students to play a good job.

Anyone else said, the traditional advantages of bigger and stronger, from the "project thinking" to "chain thinking" change.

Under the new rules of investment promotion, talk about the mode, experience and methods to support the activation of attracting capital.

Directors of investment promotion bureaus from all over the world gathered together, with unique insights and practical experience, a new idea, a sentence methodology, in the meeting room intertwined and echoed, played the music of investment "further".

This exchange will not only be a collision of ideas, but also a recognition of the [investment network] products, to find a platform for docking with enterprises, to achieve the park and enterprises to produce an effective link between the two sides.

We believe that the right tools, can find key people; with the right method, can do a good job of research and analysis.

The first stop in Suzhou, the "Tea and Friends Investment Promotion" Thinking Salon will be concluded, thank you again for your hard work to come.

01Project Leads Finding the Key People

First, a couple of questions:

How can we link companies to the new policy? New Deal guidelines, how to link companies?

Three, four or five cities, how to do a good job of collecting project information?

What are the sources of project leads for resident investment?

How to find enterprises with investment needs and effectively docking?

These issues, we are in Suzhou with all the investment promotion people to exchange seminars, share experience, mutual learning and mutual understanding.

On the scene, I heard a director of investment promotion, he said:

Engaged in investment promotion for almost 10 years, more than 60% of the working days are on business trips.

Outside, it is difficult to get leads for projects, and I am worried about the loss of local businesses.

Specifically, at the exhibition, five investment promotion teams competed for the same electronic information project.

For project information, whether it is from the source channels, or to find business contacts, everyone is very concerned.

More concerned about whether the project is accurate? So, what is an accurate project?

We believe that there are two levels:

One, there is a clear site selection plan. Two, the region is listed as one of the places to invest.

As an investor, the way to get information about the project, you can name seven or eight in one breath.

After our research, the main channels for project acquisition are:

Online browsing and searching, industry events and conferences, business associations, and industry communities/forums.

We see that although investment promotion in parks and investment in enterprises are mutual needs, they lack the first opportunity for direct communication.

In fact, the use of Internet thinking, through the investment acquisition tools, so that investment managers and business leaders to produce effective docking.

[Merchants network] is exactly that, linking the garden enterprise both sides to facilitate more efficient communication.

The most core purpose is to build a communication platform between investment and business decision makers around the world.

More than that, it also solves problems in 6 major scenarios.

One of the investment promotion center investment director frankly:

In order to "knock on the door" to visit the enterprise, visited the business associations, alumni associations, research institutes, etc., but there are not many enterprises with investment needs.

We exchanged, the most impressive sentence:

Invitation to investment, the first to find business, "link" on the enterprise, in order to understand more business.

The average annual investment veteran outside the investment time, basically about 250 days, traveled about 4W kilometers per year.

But not every time you go out, you can get project information.

We see that there are also investment veterans on the scene, still retaining the initial habits.

In the backpack, also loaded with investment "five-piece suit":

Notebook, recording the enterprise site requirements; inner bag, always prepared business cards in case of emergency; also neatly loaded with investment guide; plus a bottle of gastrointestinal drugs and a thermos cup.

At the event, there were also a number of peers from the Liaison Office/Investment Center in Suzhou.

Director Zhang and his Jiangsu investment promotion team, in order to strictly implement the work requirements of the station, each person goes out to the station for more than 20 days a month, in-depth, such as the Yangtze River Delta, and other regions, to collect and follow up on the project information is not much.

In fact, the root cause is not to find a platform for docking enterprises.

In terms of investment promotion, in the case of poor or missing docking channels, finding the person in charge of the enterprise is the key to investment promotion.

Based on this, [Merchants Network] in the field of industrial investment, to provide a platform for docking with enterprises, to realize the establishment of contact between the merchant and the person in charge of the enterprise.

Selecting the right tools and finding the key people, we expect you to "activate" the first step of docking with enterprises in investment promotion.

02Project Research and Judgment Using a good methodology

Revisiting, a few questions:

Project analysis and research, what are the dimensions?

Park diagnosis, from what aspects?

Industry basics, how to quickly master?

In the investment promotion, the project is a thousand and one, new technologies, new business models continue to emerge.

With the market changes and changes, project research and judgment, quite important.

"New" project can not understand, "big" project is not allowed to see, "small" project can not see, "good" project talk. The "new" project can not see, "big" project can not see, "small" project can not see, "good" project can not discuss.

What are the dimensions from which the project research and judgment will be made in the Thinking Salon? There are three main dimensions:

Motivation and demand for the project site, analysis of the strengths and weaknesses of competing parks, and the current status of industrial development and its potential.

Enterprise siting analysis can be drawn from the "Porter's Diamond Theory model ".

One of the categories is square and the other is circle, which represent the internal and external relevant factors of the enterprise respectively.

In the process of site selection, the internal factors are corporate strategy, demand conditions, factors of production, related and supporting industries, and from the external point of view, it is the government and opportunity are two major factors.

Want to investment results, we must understand the enterprise in advance, know the enemy in order to quickly "break the ice".

In the on-site discussion, the person in charge of the Investment Promotion Bureau of the Central Economic Development Zone mentioned:

In the conference room, in the face of a series of questions thrown by the enterprise, the need to answer, calm, as if it were a "job interview".

One visit to the enterprise, did enough homework in advance, said the enterprise in the industrial chain of primary and secondary suppliers, as well as the project won the honor, for the subsequent cooperation laid the foundation.

Is it reasonable to say that the conditions required by the project should be fulfilled by each one?

For example, carriers, energy consumption, factor prices, etc.

How far is the project's commitment to its core indicators from being actually achieved?

For example, in terms of investment, production value, tax payment.

Investors often compare themselves to "scouts", the ability to break through is crucial.

Put on the competitor park strengths and weaknesses analysis, focus on breaking through a few points:

Enterprise actual demand, our park weaknesses, competitor park advantages.

As an example, a Korean semiconductor company with a total investment of 150 million U.S. dollars has settled in a township-level industrial park in Jiangsu.

Facing competitors, are from national development zones, national high-tech zones and other head parks.

In this process, we clearly understand the needs of enterprises, and jump out of the investment field, standing in the perspective of enterprise development, to give scientific advice on site selection.

In this way, we not only analyze how the disadvantages of competitor parks affect the enterprises, but also highlight the advantages of our own parks.

Summarizing a piece of advice: "If you want to do a good job of attracting investment, you have to learn to "yell".

From the current state of industrial development and potential, focusing on the market background, technical background, team background, investment background.

Take the semiconductor, the background of domestic substitution, there is no shortage of high-quality semiconductor parts and components projects on the market.

Project screening, focusing on the source of funds, business logic, order stability, industrialization cycle, in order to ensure that the investment, production value, tax expectations.

Project negotiation is a two-way run.

Not afraid of differences, as long as frank communication and negotiation, to find the best balance, to obtain the largest common denominator, we can strive to achieve a win-win situation for government and enterprises.

03Site seminar first mutual learning

Invitation to investment, step into a new stage.

On the one hand, the policy environment has changed.

Fair Competition Review Regulations landed, investment ideas have changed.

On the other hand, the pattern of urban industrial competition has accelerated reshuffling.

"Hangzhou six dragons" rise, followed by Shenzhen "Seven Musketeers" is also in place, the domestic GDP of the top 20 cities rearrangement.

Even, stabilizing the business is greater than investment, "only picking the peach does not plant trees" is no longer feasible.

The competitive landscape is changing, the development task is changing, the policy environment is changing, which means that the attraction of investment put forward higher requirements:

Renew the concept, adjust the strategy, optimize the model.

In fact, for places with a strong industrial base, flexible investment strategy and excellent business environment, it has not brought much impact.

Suzhou, a director of the investment bureau, the scene bluntly:

If the enterprises rushed to the policy to come, suzhou Compared to other cities have no advantage, attracting enterprises has always been the icing on the cake, rather than the snow to send carbon.

Also mentioned, investment promotion, is to fight the "information war". Originally, access to project information is also the most difficult, there will always be a variety of information barriers, some projects have landed do not know, [investment network] is to allow investment people and enterprises to produce "link".

On the scene, there are some investment director mentioned:

In investment practice, investment and investment have been closely linked. From the recruitment and investment separation into the recruitment and investment linkage, and sometimes even to the recruitment and investment as a whole.

Through equity investment, the realization of the depth of the enterprise and the park binding, and ultimately combined with the investment.

Both to share the benefits of enterprise growth, but also an upgraded version of the investment platform.

It is true that many places with the power of capital and market-oriented operation, through the investment of the government or state-owned capital, to drive more projects settled in the investment model is also very common.

This image is compared to, from "parallel lines" to "cross lines", and ultimately realize "two lines in one".

Of course, investment tactics is just a methodology, and ultimately it all comes down to the word "dry".

Familiar with the market, good at negotiating, but also proficient in capital operation, industrial planning, layout, the chain of enterprises as a matter of course, it is possible to attract investment in the work of some results-oriented.

This exchange meeting, the investment promotion bureau chiefs have spoken enthusiastically, immersed in a strong atmosphere of mutual learning, not only the market-oriented mode of inquiry, but also focus on through the [investment promotion network] and enterprises to produce an effective docking, and constantly throw out the problem of discussing the tools for customer acquisition, a better solution to the primary problem of investment promotion work.

Every Merchants, should have a strong comprehensive quality, have a strong spiritual core, in the thing in the experience, in the promotion of growth.

Finally, in the "Tea and Friends Talking about Investment Promotion" Salon, we have seen your passion, faith, and unswerving commitment to investment promotion, and we look forward to seeing you in the actual work of the "ease of use, further".