Having been in the investment promotion industry for many years, I’ve come to realize that one’s mindset determines success or failure. So today, I won’t talk about professional skills—I’ll talk about mindset… Over the past couple of days, “Second Uncle” has gone viral… Who exactly is he? He’s a 66-year-old man who is optimistic, open-minded, and forward-looking. What he embodies is the resolve to fight for victory—unwavering in determination, unafraid of sacrifice, and overcoming all obstacles. Do your best in everything, and you’ll have no regrets. The same goes for investment promotion: as long as your mindset stays strong, solutions will always outnumber the challenges. If you look for external causes, things will stay the same for ten years. If you look for internal causes, every day brings something new. That’s right—with the right mindset, things will work out.

Find ways

Mental resilience is the stabilizer of investment promotion

When problems arise, find ways to solve them; if conditions are lacking, create them.

Faced with the uncertainties of the market, industries, and competition, investment promotion requires immense mental fortitude. Especially when facing difficulties, without strong mental fortitude, it is hard to persevere. Whether investment promotion is successful depends on three factors: physical strength, mental acuity, and mental fortitude. Physical strength goes without saying—great projects are earned through hard work. Mental strength means being able to formulate sound strategies, handle situations effectively, and articulate ideas clearly. But the most crucial element is mental fortitude… As the stabilizer for physical and mental strength, this is the source of investment promotion power—it determines how strong one’s inner resolve truly is. So, how can one cultivate strong mental fortitude? It depends on “self-efficacy.” One sign of insufficient mental resilience is a lack of belief in one’s ability to succeed, an unwillingness to overcome obstacles, and the feeling that any time spent on the task is a waste. You might think, “This project is so difficult—it’s impossible to pull off.” For an investment promotion professional, “self-efficacy” is a process of self-affirmation—doing what you want to do. During the earlier waves of the pandemic, when certain locations were off-limits, what should you do if a project or lead was based there? Simply wait until restrictions were lifted to visit?Over time, people become somewhat numb; once a project or lead slips away, they blame the pandemic. But some places are different—they remain dedicated to the project from start to finish, finding ways to maintain a “hotline” connection with companies, meeting with them “online” every few days. Whether through video calls or by directly verifying their park credentials on the [Investment Promotion Network], they can quickly establish contact with companies.

Clearly, this isn’t a mindset of “won’t budge unless pushed” or “won’t budge even when pushed.” If there isn’t even a shred of “self-efficacy,” how can we even talk about targeted investment promotion? During the investment promotion process, if you believe you can achieve what you set out to do, you’ll be willing to take on more challenges. In this way, “self-efficacy” continues to grow, creating a virtuous cycle.

Finding Joy in Adversity
Optimism is the Catalyst for Investment Promotion

Accept the imperfections of reality without wallowing in self-pity.

Lu You wrote in his poem: “Mountains and waters wind round, and I doubt there’s a way; but through dark willows and bright flowers, another village appears,” describing both adversity and turning points. In the investment promotion process, dead ends and new opportunities coexist. As everyone knows, good projects don’t just materialize overnight; besides hard work, one must also wait for opportunities.Throughout the year, we’ve held numerous promotional events across the country. Discussions with prospective companies went well, and we actively invited them to visit afterward, yet when it came to actually setting up operations, there was no progress. It’s not uncommon for a major project we’ve worked tirelessly to follow up on to suddenly land in another industrial park. As the companies’ intentions waver, investment promoters can only shed silent tears. Along this journey, we’ve traversed mountains and rivers in search of project leads. The ones you fancy may not fancy you back; those who fall for you at first sight may not be the prince charming you envisioned. In the quest for mutual understanding, investment promoters have long been battered and bruised. Yet, seasoned veterans of the trade maintain a serene composure.Even knowing the conversion rate is less than 1%, they’ll visit 300 companies a year without batting an eye. The more desperate the situation, the more it sparks their potential. Optimism is one of the catalysts for investment promotion; no matter the circumstances, maintaining a positive mindset is the first step. If they miss an opportunity for industrial relocation, they’ll apply to set up a base in a first-tier city; if they lack knowledge, they’ll attend training to recharge…There is never a shortage of good ideas; what is lacking is the ability to solve problems and the drive for efficient action. Furthermore, different investors have different needs. As investment promoters, we provide services to meet their investment requirements, which requires us to maintain an optimistic mindset. Whether in project negotiations or casual daily interactions, we remain energetic and handle our work with meticulous organization.

Perseverance
Quantification is the compass of investment promotion

We must have short-term goals as well as long-term aspirations.

In the investment promotion process, without a sense of purpose, reaching the destination is out of the question. Aiming high, staying grounded, and moving forward with a broad perspective—this is the true vitality of an investment promoter. Goals are categorized from top to bottom as strategic goals, annual goals, quarterly goals, monthly goals, weekly goals, and daily goals. Naturally, different levels have different scopes of vision. The higher the level, the more inspiring the goals should be; the lower the level, the more specific and actionable they must be. Therefore, recognizing the importance of goals and setting annual investment promotion targets is not enough; we must ensure that every member of the investment promotion team is aware of these targets and can use them to drive the implementation of key actions. A goal that cannot be quantified is, at best, merely an idea. If a region sets a target of 22 billion yuan in actual domestic capital到位 this year, how much must be到位 each month? Can 50% be reached by the end of the first half? If not, what is the monthly shortfall, and what remedial measures are in place? Alternatively, if the economic environment in the first half of the year was unfavorable and the target was not met, should the target be revised for the second half? If the target is not met, a post-mortem analysis is required. Look inward to identify what went well in the first half that can be consolidated and reused, and what went poorly that needs improvement. At the same time, if methods are lacking, co-creation is essential. Explore available platforms to conduct investment promotion activities in key regions, focusing on promoting local investment projects and industrial priorities. [Online Investment Promotion Platform] Based on the actual needs of investment promoters, this platform provides services to both promoters and investors from multiple perspectives, enabling effortless “mobile and cloud-based” investment promotion. It builds an efficient platform for communication and information parity between promoters and investors. Quantifying and breaking down goals makes them clear at a glance, helping people understand the cause and effect. However, the best approach is to directly align with the SMART criteria: S, Specific:

M: Measurable

A, Attainable: Achievable

R: Relevant

T: Time-bound

More importantly, every matter must be accounted for, every task must be followed through, and every inquiry must receive a response. One meter wide, one hundred meters deep—a steel ruler must be able to measure to the very bottom. Track the number of calls made each day and the number of companies contacted. The more you reach out, the more results you’ll naturally see. For companies among those contacted that express interest in cooperation, clearly schedule a time for an in-person visit. If you connect with even a single company that shows strong investment intent, you must set out immediately.

Embrace Change
Adjustment is the Compass of Investment Promotion

Even a poor hand is a resource; play it well, and opportunities will arise.

In investment promotion, projects that go smoothly from start to finish are few and far between. So, what should you do when you encounter difficulties while pursuing your goals? When investment promoters recognize these challenges, they must proactively seek resources and find solutions. This is what it means to “take ownership of your goals.” Throughout this process, promoters must be able to identify deviations at any time, face them head-on, and avoid fear, retreat, or rationalization—this mindset is the right one. It can be said that so-called “debriefing sessions” are essentially “error-correction sessions.” When project progress stalls or negotiations go awry, instead of blaming external circumstances or others, one must hold up a “mirror” and ask oneself: “Where could I have done better? What did I overlook?” Therefore, those in investment promotion must be able to withstand criticism, accept praise, and handle challenges head-on.When faced with criticism, they don’t take it personally; they wipe away their tears and get back up right where they fell. No matter the difficulties or setbacks, investment promotion professionals should be “unbreakable, indestructible, and unyielding”—never shattering at the slightest touch or crumbling in the face of the slightest breeze. Whether dealt a good hand or a bad one, what truly counts is playing your own cards well and making the best possible combination.

Conclusion

Plan carefully, then act with resolve. Investment professionals should not dwell on “what-ifs” or indulge in unrealistic, far-fetched plans; what matters most is staying focused on the present. “Second Uncle” succeeded in doing this, becoming a sage of life. And what about us? We all understand the principles of investment—but how many of us can truly put them into practice?