FDI support services PM&P with Silverlode Consulting

Investment Promotion
Profile
Support Services

PM & Partner Marketing Consulting GmbH (PM&P)
Frankfurt | Munich | Berlin
www.pm-p.de

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INVESTMENT PROMOTION
SUPPORT SERVICES

Lead Intermediaries Event PR & Image
Generation Networking Marketing Building

© Copyright PM & Partner Marketing Consulting GmbH, 2012

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PR & Image Lead
Building Generation

Event Intermediaries
Marketing Networking


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Lead Generation | Overview

1. PM&P is one of Europe‘s most experienced consulting and marketing support companies for
Economic Devlopment Agencies.

2. PM&P can build on a 35-year record of success in attracting foreign direct investment for
agencies around the world.

3. PM&P‘s mix of state-of-the-art tools and techniques have been perfected over these decades.

4. PM&P uses an integrated approach ranging from mass marketing to in-depth, individual key
account relationship building.

5. PM&P enjoys long-term partnerships with our clients, confirming the high quality of our
services as well as the trust and confidence of our customers.

6. Clients include Economic Development Agencies of States, Regions and Cities, as well as
Business Parks, Free Trade Zones, Export Processing Zones, Airports, and others.


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Lead Generation | Types of Approach

Our integrated approach ranges in intensity from mass marketing to in-depth, individual key account relationship building.

Measures (Examples):

Mass Marketing 1-to-1 Marketing


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Lead Generation | Measures, Tools and Assets

PM&P‘s mix of state-of-the-art tools and techniques has been perfected, including:
1. CRM Database: PM&P has developed a significant database of more than 83,000 European companies, with more than 160,000 decision
makers.
2. Personal Relationships: PM&P has developed personal relationships with the top management of nearly all major companies in Germany as
well as with important fast growing Small and Medium sized companies.
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 mail, fax, phone, and email, as well
as by personal networking at trade fairs, conferences, our own events and in online-communities such as XING, LINTO, and others.
5. Target Group Analyses: PM&P’s initiatives are based on an overall strategy that is usually developed together with our clients. This includes
a very precise target industry sector analysis.
6. Reporting and Project Management: We tend to work closely with our clients for long periods of time. PM&P pays close attention to an
efficient reporting and project management system, web-based, project management software providing real-time information on the status of
their projects.


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Lead Generation | CRM Database

PM&P has developed a significant database of more than 83,000 European companies, with more than 160,000 decision makers
from entire Europe.

 

• Products / services • Name, Academic Titles, Position
83,000 COMPANIES

160,000 CONTACTS
• Ownership / subsidiaries • Personal Email
• Workforce / Turnover last 5 years • Direct phone line
• Growth by workforce / turnover • Mobile phone number
• Investment activities last 5 years • Name of personal assistant
• Detailed target group categories, like • Email and direct phone of personal assistant
• sectors
• sub-sectors
• exhibitors at certain fairs
• Detailed action history (what has been done)
• Reminder system for future activities
• Further fields adapted to clients‘ needs


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Lead Generation | CRM Database

The companies in our CRM are assigned to specific industry target groups. These are usually sectors, sub-sectors, or even
broken down to specific products/services.

Examples of typical selections:

No. of
Description:
Companies:
Companies in Information and 6,151
Communication Technology (ICT).

Companies with Information Technology 4,723
(IT) as the main activity and/or mixed
activities.
Companies with Software or Software 2,761
applications as their core business.

Suppliers of Enterprise-Resource- 445
Planning (ERP) Software or applications.


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Lead Generation | PM&P Resources

Clients benefit from our comprehensive resources, which they selectively use based on their specific demand and the strategies
developed together with the Economic Development Agencies.


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Lead Generation | Organisation Models

Basically, PM&P offers its clients three organization models:
„PM&P is an excellent
extension for the EDA‘s 1. Full representation: PM&P establishes and operates a representative office in
capacities – even if the EDA Germany (virtually as the EDA’s own German office, while the name of PM&P is
already runs never disclosed) with its own address, phone, fax, email, etc., and our staff uses the
a representative office in EDA’s business cards.
Germany.“
2. “Promotion under the PM&P-flag”: the promotion of the EDA 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 EDA’s
representative office, but we would work as an “invisible” marketing support to the
EDA. We do not provide an official office, but we are conducting all marketing
measures in Germany in the name of the EDA.


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Lead Generation | Support Services for your European Representative

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


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Lead Generation | References & Expertise (Examples)

World Business Hungarian Investment EXTENDA
Chicago & Trade Develop-ment Andalucia
(USA) Agency Spain
Invest in Italy (today INVITALIA)

Enterprise State of Business Arena
Florida (USA) Victoria Stockholm and
(AUS) City of Stockholm
Swedish Trade Council

Invest in Cleveland Plus German Ministry of
Finland Business Economy, Berlin
Bureau Investment & Development Team NEO
Agency of Latvia (USA)

Estonian Metal Park CDE – EU institution for initiatives in
Groupe
Investment Deflzijl (NL) ACP countries
Sofirem
Agency
(F)

Airport EUROPEAN UNION
Namibia Advantage
Business EXPROM
Investment W. Midlands
Park , Programme
Centre (UK)
Hanover Unit

City and region Ministry of Economy Invest in Berlin Partner
of Stuttgart Baden-Württemberg Thuringia,
Germany


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Intermediaries Networking

PR & Image Lead
Building Generation



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Intermediaries Networking | Introduction

1. 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
Europe.
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 critical to success in
terms of FDI.
5. PM&P’s networking with intermediaries is closely tied to event marketing
and PR/Image Building activities.


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Intermediaries Networking | Type of Intermediaries

FINANCE / M&A CONSULTANTS
Investment Banks Site Selection
Other Banks Management
International Lawyers Human Resources
Venture Capital companies Real Estate
Auditors / Tax Advisory Companies Supply Chain

SECTOR COMMUNITIES OTHER BUSINESS COMMUNITIES
Industry Associations Chambers of Commerce
Sector Experts / Consultants Export Promotion Organisations
Sector Journalists Business Clubs
Sector Magazines Online Communities
Sector Event Organizers Other EDAs


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PR & Image Lead
Building Generation



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Event Marketing | Overview

 Very few marketing activities are as critical as events.
 We provide the vast experience which is necessary to use event
marketing for investment promotion in a successful way.
 PM&P has developed the tools 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 investment
seminars, sector workshops, informal networking events, etc.
 For example, we have developed special event formats for the U.S.,
Japanese and Korean investment community, as well as special
formats for combining M&A with greenfielding, and other
ventures.


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PR & Image Lead
Building Generation



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PR & Image Building | Image Studies

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


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PR & Image Building | Public Relations

Public Relations

• Besides publishing results of image studies, PM&P provides
valuable PR services in the framework of our investment
promotion campaigns.

• Subjects of the publications could be
– sector-specific news on the location published in specialized
magazines.
– event-related publications before and after an event.
– publishing success stories of investments.

• The specialized, niche expertise of PM&P in investment
promotion delivers results in PR which are difficult to achieve for
other agencies.


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ABOUT PM&P
AND
SILVERLODE


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PM&P | Profile

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.
www.pm-p.de
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:


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PM&P | The three service areas

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, regions
in France, State of Victoria/Australia, The German States of Baden-Württemberg, Mecklenburg-
Western Pomerania, Enterprise Florida, TeamNEO (Cleveland+ Business), Invest in Morocco.

Consulting Services to Companies covering all aspects of state-of-the-art Marketing Strategies,
Organization 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.


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Silverlode | Profile

Silverlode Consulting provides lucrative economic development solutions and game-changing analysis for public and private
sector organizations across the business spectrum and across North America. From Fortune 10 companies and state
governments to family-owned businesses, our deep real-world experience leads to positive outcomes and dramatic financial
opportunities for our clients.

www.silverlodeconsulting.com
Services for businesses:
 Economic and fiscal impact analysis
 Financial modeling and decision analysis
 Comprehensive financing assistance, including tax
and financial economic incentives negotiation, acquisition and compliance
 Site selection and location analysis
 Market analysis
Services for state and local governments and other agencies focused on economic development:
 Targeted industry studies
 Project management
 Business attraction and retention advisory services
 Economic and fiscal impact analysis
 Economic development benchmarking
 Marketing and outreach
 Trade mission and show representation


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PM & Partner Marketing Consulting GmbH (PM&P) Silverlode Consulting Corp.
Frankfurt | Munich | Berlin Cleveland | Denver | New York
www.pm-p.de www.silverlodeconsulting.com

Head Office: Head Office:
Lyoner Straße 34 | 60528 Frankfurt | Germany 3043 Superior Ave. | Cleveland | OH 44114

Your Contact: Your Contact:

Markus Wellmann Steve Weitzner
CEO President
Email: markus.wellmann@pm-p.de Email: steve@silverlodeconsulting.com
Cell: +49 163 6111972 Cell: +1 216 214 5833


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