Investment Promotion Support Services

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1 Profile PM & Partner Marketing Consulting GmbH (PM&P) Frankfurt Munich Berlin

2 2 ABOUT PM&P

3 PM&P Profile 3 PM & Partner Marketing Consulting GmbH (PM&P) is an independent consulting firm, consisting of marketing professionals and market research analysts. The company provides strategic and operative support in marketing and business development to industrial companies, as well as to investment promotion institutions. Founded: 1974 Professionals: 20 Offices : Frankfurt/Main Munich Berlin PM&P is part of a worldwide network of independent Consulting and Market Research companies. PM&P is divided into 3 areas of activity:

4 PM&P The three service areas 4 Consulting Services to public institutions in the framework of regional development, export- and investment promotion on an international level Clients: e.g. Finland, Sweden, Latvia, Estonia, Namibia, Stockholm region, Chicago region, Paris Region, State of Victoria/Australia, The German States of Baden-Württemberg and Mecklenburg- Western Pomerania, Enterprise Florida, TeamNEO-Cleveland+ Business, Invest in Morocco etc. Consulting Services to Companies covering all aspects of state-of-the-art Marketing Strategies, Organisation and Marketing Tools for cross-border business development Clients: Large corporations, mid-sized companies; from Europe, the US and South-East Asia Market Research Services and Consulting for companies, especially in B2B areas, with a specific competence in the Life Science industry Clients: Large corporations, mid-sized companies; from Europe, the US and South-East Asia

5 5 INVESTMENT PROMOTION SERVICES

6 Lead Generation 6 PR & Image Building Lead Generation Event Marketing Intermediaries Networking

7 Lead Generation Overview 7 1. PM&P is one of Europe s most experienced consulting and marketing support companies for Agencies. 2. PM&P can build on a 30-years-track-record in attracting foreign direct investment for agencies worldwide 3. PM&P s mix of state-of-the-art tools and instruments have been brought to perfection during these decades. 4. PM&P employs an integrated marketing approach, ranging in intensity from mass measures to in-depth, individual key-account-approaches. 5. PM&P usually enjoys a long-term partnership with their clients, confirming the high quality of PM&P s services as well as its trust relationship with its clients. 6. Among the clients are IPAs of States, Regions and Cities but also Business Parks, Free Trade Zones, Export Processing Zones, Airports, etc.

8 Lead Generation Range of Intensity 8 The integrated marketing approach ranges in intensity from mass measures to in-depth, individual keyaccount-approaches. Mass Marketing 1-to-1 Marketing Measures (Examples): PR- Campaigns Sectorspecific mailings Sector Events Business Scenarios Investment Seminars Speaker on conferneces Selective individual approach Personal contact care 1-to-1 measures Mass Mailings Mass follow-up (Call Center)

9 Lead Generation Measures, Tools and Assets 9 PM&P s mix of state-of-the-art tools and instruments has been brought to perfection. The key tools and assets are: 1. CRM Database: PM&P has developed a huge database of more than German, Austrian and Swiss companies, with more than decision makers. 2. Personal Relationships: During the last years, PM&P has developed personal relationships with the top management of nearly all major companies in Germany as well as with important fast growing SMEs. 3. Business Scenarios: PM&P is highly experienced in developing the appropriate business scenarios for each target group a key success factor to achieve attention, interest and confidence among investors. 4. Multi-Channel-Marketing: PM&P uses multiple channels to generate leads, including direct contacts by post, fax, phone, and as well as by personal networking on fairs, conferences, own events and in online-communities, like XING, LINTO and others. 5. Target Group Analyses: PM&P s initiatives are based on an overall strategy that is usually developed together with the client. This includes a very precise target group analysis. 6. Reporting and Project Management: PM&P usually works in close cooperation with its clients for a long period of time. That s why PM&P pays high attention to an efficient reporting and project management, utilising teamspace - a state-of-the art web-based project management software providing our clients with real-time information on the status of the project and each of its jobs.

10 Lead Generation CRM Database 10 PM&P has developed a huge proprietary Customer-Relationship-Management Database with currently more than companies and decision makers from Germany, Austria and Switzerland. F COMPANIES Products / services Ownership / subsidiaries Workforce / Turnover last 5 years Growth by workforce / turnover Investment activities last 5 years Detailed target group categories, like sectors sub-sectors exhibitors of certain fairs Detailed action history (what has been done) Reminder system for future activities Further fields adapted to clients needs CONTACTS Name, Academic Titles, Position Personal Direct phone line Mobile phone number Name of personal assistant and direct phone of personal assistant

11 Lead Generation CRM Database 11 The companies in our CRM are assigned to specific target groups. These are usually sectors, subsectors or even broken down to specific products/services. Examples of typical selections: Information and Communication Technology (ICT) Information Technology (IT) Software Description: Companies in Information and Communication Technology (ICT) Companies with Information Technology (IT) as the main activity and/or mixed activities Companies with Software or Software applications as their core business No of companies: ERP Suppliers of Enterprise-Resource-Planning (ERP) Software or -applications 445

12 Lead Generation PM&P Resources 12 Clients benefit from our comprehensive resources which they selectively utilise based on their specific demand and the strategy developed together with the Agency.

13 Lead Generation Organisation Models 13 PM&P is an excellent extension for the IPA s capacities even if the IPA already runs a representative office in Germany. Basically, PM&P offers its clients three organisation models: 1. Full representation: PM&P establishes and operates a representative office in Germany (virtually as the IPA s own German office, while the name of PM&P is never disclosed) with own address, phone, fax, , etc. and our staff would use the IPA s business cards. 2. Promotion under the PM&P-flag : the promotion of the IPA in the name of PM&P as business consultants providing professional advice on opportunities in investment abroad. 3. Invisible marketing engine : We would neither act as PM&P nor as a the IPA s representative office, but we would work as an invisible marketing support to the IPA. We do not provide an official office, but we are conducting all marketing measures in Germany in the name of the IPA.

14 Lead Generation for your German representative 14 LEAD GENERATION Identifying target groups Creating marketing strategies Identifiying companies Identifying decision makers Direct marketing campaigns Contacting and contact care to decision makers Contact database management Visiting interested candidates Assisting companies during investment projects OTHER MARKETING MEASURES Plannning and conducting events Organising PR measures Advertising campaigns OTHER COMMITMENTS Representation commitments in the political and business community Contact care to public institutions Interaction with related organisations (embassy, honorary consules, etc.) Time-intensive measures for generating interested candidates could be outsourced to PM&P entirely or partially All measures, requiring a larger structure like event marketing or PR could be outsourced to PM&P as a whole or partially The Local IP Manager* would have more time for other important tasks, which cannot be outsourced The local IP Manager* would concentrate on his main strengths: selling the region and its capabilities, visiting interested companies, assisting investors, etc. The Local IP Manager increases results and efficiency * Managers

15 Intermediaries Networking 15 PR & Image Building Lead Generation Event Marketing Intermediaries Networking

16 Intermediaries Networking Introduction Intermediaries are a high-value source of contacts to FDI projects a fact that is often underestimated. 2. PM&P has developed a comprehensive network with intermediaries in Germany since more than 10 years. 3. PM&P collects all information in its own CRM Database, including details on the organisations needs and preferences, as well as possibilities for cooperation. 4. PM&P knows a lot about developing a promising concept for cooperation with intermediaries. Such Give-and-Take scenarios are the key to benefit in terms of FDI. 5. PM&P s networking with intermediaries is closely tied to event marketing and PR / Image Building activities if the need arises.

17 Intermediaries Networking Type of Intermediaries 17 FINANCE / M&A Investment Banks Other Banks International Lawyers Venture Capital companies Auditors / Tax Advisory Companies CONSULTANTS Location Consultants Management Consultants Human Resources Consultants Real Estate Consultants SECTOR COMMUNITIES Industry Associations Sector Experts / Consultants Sector Journalists Sector Magazines Sector Event Organizers OTHER BUSINESS COMMUNITIES Chambers of Commerce Export Promotion Organisations Business Clubs Online Communities Other IPAs

18 Public Relations & Image Building 18 PR & Image Building Lead Generation Event Marketing Intermediaries Networking

19 Event Marketing Overview 19 Very few marketing instruments are so critical as events. PM&P provides the vast experience which is necessary to utilise event marketing for investment promotion in a successful way. PM&P has developed the instruments and services to attract the right audience to the right event and to maximise benefits from these contacts. Our event marketing for investment promotion covers e.g. investment seminars, sector workshops, informal networking events, etc. PM&P has developed e.g. special event formats for the Japanese and Korean investment community as well as special formats for combining M&A with Greenfielding, and other ventures One of our references:

20 Public Relations & Image Building 20 PR & Image Building Lead Generation Event Marketing Intermediaries Networking

21 PR & Image Building Image Studies 21 Image Studies Opinion Research within the German business community on the perception of locations as a potential target for investment. Large Image studies conducted already for Sweden, Finland, Italy, Eastern Germany and other territories. Regular in-depth analyses of decision making processes in the German Industry. Results of some of the studies have been published in comprehensive PR campaigns including press conferences, road shows and Radio / TV interviews.

22 PR & Image Building Public Relations 22 Public Relations Besides publishing results of image studies, PM&P provides valuable PR-services in the framework of their investment promotion campaigns. Subjects of the publications could be sector-specific news on the location published in specialized magazines event-related publications prior to the event and after it publishing success stories of investments. The specialised, niche expertise of PM&P in investment promotion delivers results in PR which are difficult to achieve for non-specialised PR-agencies.

23 References & Expertise (Examples) 23 Invest in Italy (today INVITALIA) World Business Chicago (USA) Hungarian Investment & Trade Development Agency EXTENDA Andalucia Spain Enterprise Florida (USA) State of Victoria, Australia Business Arena Stockholm and City of Stockholm Swedish Trade Council Invest in Finland Bureau Investment & Development Agency of Latvia Cleveland Plus Business Team NEO German Ministry of Economy, Berlin Groupe Sofirem (F) Estonian Investment Agency Metal Park Deflzijl (NL) CDE EU institution for initiatives in ACP countries Namibia Investment Centre Advantage W. Midlands (UK) Paris Region Economic Development (F) EUROPEAN UNION EXPROM Programme Unit Invest in Morocco - AMDI Ministry of Economy Baden-Württemberg Invest in Thuringia, Germany Berlin Partner

24 24 PM & Partner Marketing Consulting GmbH (PM&P) Frankfurt Munich Berlin Head Office: Lyoner Straße Frankfurt Germany Your Contact: Andreas Paulicks Joachim Arnold (Senior Partner) (Consultant) Phone: Phone: Mobile:

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