CASE STUDY: Foreign Direct Investment #1

• The Client

This project was conducted for the state economic development agency of a leading US Middle Atlantic state which has FDI development representatives in key global markets.

• The Objectives

The client planned an annual conference with its 20 international FDI representatives. These representatives had previously been charged with trade development from the U.S. state, into overseas markets. They were now being asked to identify and develop investment from their markets, back into this Mid Atlantic U.S. State. The state agency required a comprehensive three day training program to provide its representatives with the sales, marketing, and process development tools required to attract and close investment deals.

• The Process

Pan Atlantic SMS Group developed a customized, interactive training program comprising of a series of modules to provide representatives with training on the process required to manage a consistent FDI development program. The three day training included modules on:

• Global FDI Overview and Trends
• Developing an FDI Sales and Marketing Plan
• Strategic Alliances – Overview and Role as an FDI Development Tool
• FDI Promotional Tools
• Prospect Development – Qualification, Prioritization and the Selling Process
• The Ongoing FDI Development Process (sales/marketing, site visits, etc.)
• Evaluating FDI Development Program Results

The Pan Atlantic SMS Group training program included interactive sessions to help representatives from different countries experiment with ideas and process development. These sessions also helped the entire team to develop a consistent overall approach to FDI development on behalf of our client state.

• The Outcome

Our economic development agency client instituted a standard process as a result of the training. Participants rated our training program a 4.6 on a scale of 1-5, where 1 is low and 5 is high.

>>Learn more about our foreign direct investment process