Global Investment Promotion Best Practices 2012 Release of Global Results World Investment Forum, Doha, Qatar, 20 th Ap

1. Global Investment Promotion Best Practices 2012 Release of Global Results World Investment Forum, Doha, Qatar, 20th April 2012 Robert Whyte Global Product Specialist, Investment Policy and Promotion Investment Climate Department, World Bank Group

2. Global Investment Promotion Best Practices (GIPB 2012) • Objectives; • To share the GIPB 2012 global results; and • To use the GIPB 2012 results along with the panel discussion to demonstrate the importance and relevance of providing high quality facilitation services to assist potential investors during their site selection and entry processes.

3. Contents What is GIPB? 2012 Global Results Sector Facilitation Agribusiness and Tourism Implications for IPIs

4. What is GIPB? The Information Gap • What does GIPB measure? • The ability of IPIs to meet investors’ information needs through • Web sites • Handling investor inquiries • What does GIPB NOT measure? • Economies’ overall FDI competitiveness • Economies’ business climates • IPIs’ effectiveness in other functions Reducing investors’ risk perceptions Affecting investors preconceptions about your location Encouraging investors to look at new opportunities. Affecting investors’ perceptions of your IPI

5. GIPB Mirrors Companies’ Site Selection Process • Estimates suggest that there may be between 30,000 and 40,000 green field FDI projects across the world each year • There may be well over 1,000 national and local IPIs at various geographical levels attempting to “win” them • Harding & Javorcik (the University of Oxford), using empirical data on 124 economies, suggest that the ability of IPIs to help address gaps in information and assist with bureaucratic processes does make a positive difference to inward investment flows. • Stepping into the shoes of two companies (tourism and agribusiness) a site location consultant assessed: • IPI Web sites - The extent to which IPIs offer country and sector information suitable to assist potential investors in their location search • Investor inquiry handling - A mystery shopper approach tested each IPI’s ability to interact with and manage two distinct investment inquiries, provide relevant information and make a business case for investment.

6. Contents What is GIPB? 2012 Global Results Sector Facilitation Agribusiness and Tourism Implications for IPIs

7. GIPB 2012 Overall Results (out of 100%) • OECD economies still make up the majority of leading IPIs in GIPB 2012, but individual IPIs from other regions are also performing strongly, including the overall highest performer, Nicaragua. • IPIs almost uniformly performed stronger on the Web site assessment than on inquiry handling.

8. Good FDI Facilitation is Hard to Find • Few national economies are now without an IPI, and almost all have a Web site. • However, the quality of Web sites varies greatly, from best practice to very weak. • Few IPIs provide a consistent professional service to inquiries with a thorough provision of information and customer service. • There were little differences in scores within regions between the two inquiries.

9. Trends GIPB 2006 – 2009 - 2012 • Many IPIs achieved weaker scores in GIPB 2012 compared to GIPB 2009 • The level of investor facilitation services often remains low. • Latin America and the Caribbean, and Middle East and North Africa achieved overall higher scores than in 2009. • Some regions actually improved on average for their Web site evaluation, but this was often offset by falls in their inquiry handling scores.

10. GIPB 2012 – Differences in Regional Performance Sub-Saharan Africa The Middle East and North Africa • In West and Central Africa, some IPIs still lack a Web site and working phone and email connections. • Region-wide, most IPIs need to focus on developing better market information. • Some examples of high-performing Web sites in the region (notably in North Africa) • A modest improvement in inquiry handling. East & South Asia and Pacific • Strong variations in Web sites scores between sub-regions • All three sub-regions earned low scores for inquiry handling Latin & Central America and the Caribbean • Many IPIs in Central America are close behind best performer PRONicaragua • Caribbean IPIs made significant strides since GIPB 2009 • South American IPIs generally have gained ground since GIPB 2006 but many still need to improve their online presence. Europe and Central Asia • Central Asia – investors still find it difficult to contact IPIs • IPIs need consistency in handling inquiries, and doing business in English. • Non-OECD high-income Europe compares favourably to the world’s best

11. GIPB 2012 – Web Site Results • Worldwide, there was an improvement of 3% from GIPB 2009, but this masks a lack of improvement in actual Content provision, the most important metric • Most regions scored strongly in Architecture and Design, with some general improvement in Promotional Effectiveness. • Implying that more IPIs now understand that their site is a valuable marketing tool with the technical side well covered.

12. GIPB 2012 – Web Site Results • Best Practice Web Sites Are Emerging in All Regions • But IPIs are still not providing sufficient information on their Web sites – which is the primary value-add for the investor. • The quantity and quality of sector-specific information decreased in all regions except for Latin America and the Caribbean

13. Top 10 IPI Web Sites in the World

14. Web site Assessment Moving towards Best Practice from a very low base: Three Examples • API-Mali (www.apimali.gov.ml/api/en/) – major strides in the last three years, improving its online presence from where it had no investment promotion Web site in 2009 to a globally strong Web site in 2012. • Sierra Leone Investment and Export Promotion Agency (www.sliepa.org) - Useful information across key sectors and a “Why Sierra Leone” section listing reasons to consider the location. • St. Kitts Investment Promotion Agency (www.stkittsipa.org) - Helpful Investors’ Guide and a frequently-asked-questions section listing the IPI’s investor support services.

15. Investor Inquiry Handling • World performance deteriorated from GIPB 2009 by 6 percentage points. • Most IPIs still struggle to respond to investors’ information needs - just over one third of IPIs provided responses in both sectors • Only two IPIs (from Nicaragua and Hungary) scored at best practice levels (80%+), a further 8 IPIs gained a ‘good’ score (60-79%) • Two other non OECD High-Income economies were also in the top 6: Cyprus and Hong Kong SAR, China. • Although more than half of IPIs were easily contactable, only 21% provided a response to both inquiries, and the quality of response was highly variable. • In most cases, the lead was not followed up after the response was submitted, with only 16% of those who responded following up. World Average GIPB (22%)

16. Is Anybody There? Few IPIs are Ready to Answer When Investors Come Knocking

17. Top 10 IPIs at Inquiry-Handling

18. Investor Inquiry HandlingReaching Best Practice: Nicaragua • PRONicaragua’sAgribusiness response scored the highest, by answering all the investor’s business need and excelling in: • Branding and Format - Document was designed in an attractive and consistent manner. • Answer Quality - Each question was answered fully, and presented in an engaging manner with a mix of text, charts, tables, and maps. • Business Case - Specific reasons why the investor should select the location were included. It sold not just the location, but the services of the IPI as well.

19. Contents What is GIPB? 2012 Global Results Sector Facilitation Agribusiness and Tourism Implications for IPIs

20. IPIs Where Agribusiness Is a Priority Sector • Interest in agribusiness spans the globe. • Of the 189 IPIs assessed in GIPB 2012, 118 regard agribusiness as a priority sector • More than half the IPIs in each of six GIPB regions (all but OECD). • However, of the 118 that claim to prioritize agribusiness, only 104 provide information in English on their Web sites and only 91 present sector profiles.

21. Provision of Basic Agribusiness Sector Information

22. IPIs Where Tourism Is a Priority Sector • Of the 189 IPIs assessed in GIPB12, 107 include Tourism as a priority sector for their economy • Of which only 78 with sector profiles.

23. Provision of Basic Tourism Sector Information

24. Contents What is GIPB? 2012 Global Results Sector Facilitation Agribusiness and Tourism Implications for IPIs

25. Conclusions: Some Fundamentals • Make sure that the investor can contact you – every time! • The ultimate “weakness” for an IPI is failing to respond to an investor’s contact • Use your Web site as a key promotional and facilitation tool. • Be prepared - gather and package information in advance • Mean what you say and follow through • Services/Information offered but not delivered • If an IPI says that a sector is a priority it is self-defeating to then say that you know nothing about it • Conversely, if you don’t mean it, don’t say it!

26. Conclusions: IPIs Should Focus on the Basics • IPIs performed better in the technical areas that are easiest to provide - such as design of the Web site, or contactability in Investor Inquiry Handling. • But providing relevant investor information is the most fundamental function of an IPI, and this is where IPIs across GIPB 2012 are most weak. IPIs need to carry out detailed research or information gathering – investors come to the IPI for information they cannot easily source themselves.

27. Thank you Questions

28. Discussion Panel Javier Chamorro, Executive Director of PRONicaragua Stefan Bude, President and Chief Financial Officer of DAA Draexlmaier Automotive of America LLC Per-Erik Sandlund, Director-General, Invest Sweden Joe Phillips, Managing Consultant, OCO Global