1 SESSION 5: DEVELOPING BKPM’S ANNUAL BUSINESS DEVELOPMENT PLAN 15:15-16:45 www.wavteq.com
2 Overview of key business development techniques W A V T E Q www.wavteq.com
Lead generation techniques overview 3 BUSINESS DEVELOPMENT TECHNIQUES Lead Generation THE END GOAL Road Shows In-Market Representation Special Events Trade Shows and Events Source: WAVTEQ www.wavteq.com
Why conduct Road Shows? 4 PROS AND CONS OF OVERSEAS MISSIONS Meeting decision makers for location expansion 95% You will be meeting senior decision makers at their HQ. Note that the level of seniority may depend of the seniority of people you send to meet the company Meetings with qualified investors 90% You will be meeting companies pre-qualified as having investment opportunities. Note that the actual size and timing may only be revealed during the meeting Industry knowledge 50% By speaking with investors you can get good knowledge of the opportunities and challenges facing the industries of companies you are meeting Networking with a high number of investors 40% You typically can meet 8-15 companies on a 1 week road show depending on number of cities you are visiting, locations of investors, congestion & logistics etc. Always focus on quality not quantity and always arrive to meetings early! Raising brand / location awareness & image 25% This will only be for investors you meet face to face. But companies speak to other companies so if you make a great impression it can be good promotion Source: WAVTEQ experience www.wavteq.com
Developing a Road Show strategic plan 5 PROS AND CONS OF OVERSEAS MISSIONS Japan Middle East China USA Germany Japanese business Essential to meet Business is almost Companies highly time Always appreciated proverb: “you need the full team at conscious with barriers to always done face-to- by investors but to sell your face the companies face and only after entry. If you can get many decision before your office with meeting with decision many meetings and makers also happy product” . Virtual consensual lunches typically makers very good but often to do virtual meetings rarely take decision making they prefer to meet at meetings place or work well culture major trade shows instead Source: WAVTEQ www.wavteq.com
Why attend Trade Shows? 6 PROS AND CONS OF OVERSEAS MISSIONS Industry knowledge 95% Attending leading industry specific trade shows is a great way to keep up-to-date with the latest industry trends Networking with a high number of investors 90% Attending major trade shows allows the EDO/IPA to meet with a high number of investors – “walking the floor” can result in typically 20 -50 investor conversations Meetings with qualified investors 50% Typically 10-15 meeting should be setup in advance with pre-qualified investors. The pool of investors is limited by which companies attend the show. Furthermore, meetings are often very short – a bit like speed dating! Raising brand / location awareness & image 40% Having a booth at the show and related marketing and PR activities can raise the profile of the location subject to: (1) high impact booth; (2) high profile participants from the EDO/IPA; (3) excellent marketing. Typically big budget needed to stand out. Meeting decision makers for location expansion 25% C-Level and President/SVP level executives generally do not attend trade shows. In most trades shows the objective is to get a referral to the decision-maker Source: WAVTEQ experience www.wavteq.com
Developing a Trade Show strategic plan 7 PROS AND CONS OF OVERSEAS MISSIONS Germany Middle East China USA Japan Very effective as Decision-makers Major hubs attract C-level Vast number of Germany is leading hub for FDI rarely high number of executives often shows & for trade shows and the attend. Japanese companies – good attend. Generally companies Germany economy is for targeting FDI hard to setup attending. firms prefer 1:1 decentralized with no from this diverse meetings pre- Typically not meetings/seminars central business hub region show decision makers Source: WAVTEQ www.wavteq.com
Why organize Special Events? 8 PROS AND CONS OF OVERSEAS MISSIONS Effectiveness Raising brand / location awareness & image 95% Great way to raise the brand of your location in a specific market especially if combined with PR and media interviews and you have high level speakers. Can be an effective way to first enter a market as part of an FDI promotion strategy Networking with a high number of investors 90% Great way to network with investors – and investors you have specifically targeted to attend the seminar/event so should be the right companies Meetings with qualified investors 50% You can often arrange meetings with investors around a seminar or event – either during or after a big event on in the days after a smaller seminar but it is not as effective as conducting direct visits to the company HQ Meeting decision makers for location expansion 40% You will invite senior decision makers to attend but who actually attends is not guaranteed. Normally a mix of senior and middle management Industry knowledge The seminar is more about your presenting the industry-specific opportunities in 25% your location but you should always invite your existing investors to speak at the seminar and this can impart good industry knowledge Source: WAVTEQ www.wavteq.com
Which countries are best for doing Events in ? 9 PROS AND CONS OF OVERSEAS MISSIONS Japan China UK USA Germany Very effective. Can be effective, Can work well Generally not very Highly effective for lead Given volume of especially especially in key effective and hard generation and general companies, large Roundtables and clusters (e.g. San to get decision promotion of your scale events Seminars but Fran). Typically makers to attend location. After work possible. G2B note that drop- straight after work. events are generally best. meetings can be out rates are Logistics very G2B meeting best at done at events often high important so easy to company offices get to the venue Source: WAVTEQ www.wavteq.com
10 BKPM’S BUSINESS DEVELOPMENT PLAN www.wavteq.com
Template for a one-year business development plan 11 DEVELOPING BKPM’S ANNUAL BUSINESS DEVELOPMENT PLAN Annual plan for proactive investment promotion activities (lead generation and marketing. Typical structure includes: 1. Key sectors to be targeted 2. Key markets (countries) to be targeted 3. Strategic target investors 4. Conferences/trade shows that will be attended 5. Road shows that will be conducted overseas 6. FDI promotion seminars that will be held overseas 7. FDI conferences that will be held in Indonesia 8. Marketing & communication activities 9. Clear schedule of when activities and events will take place 10. Key Performance Indicators (FDI and activity targets) www.wavteq.com
Group exercise - BKPM’s business development plan 12 DEVELOPING BKPM’S ANNUAL BUSINESS DEVELOPMENT PLAN Divide into groups. Please complete each of the following section of the BKPM 2018 business development plan (assume it is December 2017 so you are planning for the whole year): 1. Key sectors and countries to be targeted (suggest 5 minutes spent on this) + Identify top 5 priority target sectors & countries as well as secondary target sectors & countries 2. Conferences/trade shows that will be attended (suggest 10 minutes spent on this) + Identify 5-10 key trade shows to attend for target sectors (you can use the Internet!) 3. Road shows that will be conducted overseas (suggest 5 minutes spent on this) + In which countries will you conduct overseas road shows? (these will require significant organization & time of senior BKPM senior staff to attend so the number should be manageable) 4. FDI promotion seminars that will be held overseas (suggest 5 minutes spent on this) + In which countries will you conduct overseas Seminars (note these require significant planning, time and money so be realistic in terms of what is possible ) 5. Clear schedule of when activities and events will take place (suggest 10 minutes) + Please prepare a month by month 2018 plan indicating which activities will be conducted when 6. Key performance indicators (suggest 10 minutes) + How many investor meetings will you expect to be conducted in total based on your plan? + How many high quality FDI prospects to you expect to identify in total? + Assuming good follow-up of prospects by BKPM, how many announced FDI successes do you expect within 12-24 months after the above activities? + Roughly how many jobs and how much capital investment ($million) will result? o You have 45 minutes to prepare and 5-10 minutes for each group to present www.wavteq.com
Group exercise - BKPM’s business development plan 13 DEVELOPING BKPM’S ANNUAL BUSINESS DEVELOPMENT PLAN Key sectors to be targeted Key countries to be targeted o Top 5 priority target sectors o Top 5 priority target countries + Tourism + China + Infrastructure – energy and transportation + Japan + Digital economy + US + Import substitution manufacturing + Singapore + Automotive + Korea o Secondary target countries + Electronics o Secondary target sectors + Germany + UK + Xx + France + Xx + Australia + Xx + xx + Xx + xx www.wavteq.com
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