Innovations in Foreign Direct Investment Attraction

1. Data resources to identify target intermediaries: The IPA can do its own research 

to identify intermediaries or utilize at relatively low-cost ready-made databases of in-

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termediaries, such as FDI Professionals;

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 and

2. Human resources to engage with intermediaries: The biggest consideration for 

most LAC IPAs will be what staff resources can they utilise to implement the Mul-

tiplier Strategy. A key question will be which departments within the IPA will be 

involved. This is likely to depend on the types of intermediaries being targeted and 

the scale of the engagement plan. If one of the objectives is to raise awareness and 

journalists and related organizations are targeted, then it is likely the marketing, 

communications and PR teams in the IPA need to be strongly involved. If one of the 

objectives is to focus on gaining business referrals from intermediaries based already 

in the country, then the investment services or facilitation teams are likely to be in-

volved. If advisors in overseas markets are being targeted, then the business develop-

ment teams and any IPA overseas offices are likely to be needed. It is recommended 

that at least one member of staff is appointed as the “Intermediaries Manager” to 

manage the program and coordinate the different teams likely to be involved, and the 

team can grow over time as results are achieved.

Once the multiplier strategy is being implemented, clear monitoring and evaluation 

of results are recommended. Key performance metrics include: 

• Activities: 

 » Number of intermediaries targeted

 » Number of intermediaries agreeing to refer opportunities to the IPA 

 » Number of intermediaries agreeing to be a facilitation partner of the IPA

 » Number of newsletters sent out to intermediaries

 » Number of news stories, including social media, disseminated to interme-

diaries

 » Number of meetings conducted with intermediaries

 » Number of intermediaries attending IPA events

 » Number of intermediaries coming on site visits