Innovations in Foreign Direct Investment Attraction

3. What type of intermediaries will be engaged with? The types of intermediaries that 

can be targeted vary from specialist site selection consultants to real estate companies, 

major accounting, consulting and law firms to journalists, data and media organisa-

tions that influence corporate perceptions. Business associations and government in-

stitutions can also be targeted; and

4. What will be the level of engagement with intermediaries? A “marketing pro-

gram” would be where engagement is primarily through marketing and desk-based 

interaction with intermediaries, typically through an initial e-mail and telephone fol-

low-up and “drip-feeding” of updates on the location such as via a regular IPA news-

letter and through news and blogs on the IPA’s website and social media, including 

Twitter and LinkedIn news updates. An IPA can also consider a more proactive “busi-

ness development program” for intermediaries, where the IPA conducts regular direct 

visits to meet key intermediaries and incorporates intermediaries into their wider sales 

activities, such as inviting them to attend investment seminars or to come on site visits 

to the country.

The second stage is to determine the resources and capabilities needed to implement 

the strategy: