This document outlines the 7 stages of attracting foreign investment to a region: 1) finding and attracting potential investors, 2) capturing their information, 3) nurturing leads, 4) converting opportunities, 5) landing investors, 6) upgrading existing investors, and 7) attracting suppliers. It provides questions and considerations for economic developers at each stage, including how to define the regional vision, offer soft landing services, transform interested investors into real projects, build trust, capture prospect information, and attract investors to learn about opportunities. The goal is to help developers strategically plan and implement an effective foreign investment attraction campaign.

1. The 7 Stages of the
Foreign Investment
Attraction Cycle
S T R AT E G I E S , TA C T I C S A N D TO O L S F O R E C O N O M I C , C O M M U N I T Y A N D R E A L E S TAT E D E V E L O P E R S .
By Xavier Hurtado | Foreign Direct Investment Consultant
www.FDIAttraction.com| Strategy@fdiattraction.com

2. Questions you should ask your Team to answer
throughout the 7 Stages of the Investor attraction cycle
HOW TO FIND, ATTRACT AND LAND FOREIGN INVESTORS IN YOUR REGION

3. Early Mid Late
Find and
attract
subjects
Capture
Prospects
Educate
and
nurture
leads
Convert
opportunities
Land
Investors
Lead nurturing
Upgrade
Investors
Attract suppliers
“X” 2% 25% 10% 10% 25% 30%
These are the market conversion rates from one stage to another
So, how many potential investors do I need to reach in order to be successful?
The arrows indicate the moment
when a potential investors need
more information before
committing to our region
1. Suspect: potential investors who you want
to attract to your region.
2. Prospect: Subjects that show interest in
our region (at this point we know who they
are).
3. Qualified Lead: Prospects who request
information to start doing business in your
region.
4. Opportunity: Leads who request a
business agenda to visit your region, cost
model simulation, incentives, proposal or
other key information.
5. Investor: An Opportunity that decides to
Invest in your region.
6. Upgrade Investor: companies that expand
their business in the region
7. Supply Chain Integration: creating an
ecosystem of productive and MRO
suppliers.
This is the typical graphic representation to Land Investors in your region. It is very important that you implement and use the right tools and
message at each of the stages so that you capture, nurture and convert those investors into new businesses in your region.
The 7 Stages of the Foreign InvestmentAttraction Cycle

4. Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Investor Nurturing
Upgrade
Investors
Attract Suppliers
Regional
Vision
We have to start with our Regional Vision = How do we want our Community to grow?
Where do we start our FDI Attraction Campaigns?
What should we review?

5. Late
Upgrade
Investors
Attract Suppliers
Regional
Vision
1. What Project or Cluster do you want to develop? How many
leading companies and productive or MRO suppliers would that
project have?
2. What type of Company would benefit the most by investing in
that type of project and what type of suppliers would they
need?
3. What type of educational support would they need for the
required labor?
4. What type of laws and regulations will they need to operate?
5. What will be the contribution of this project to the economy in
jobs and income?
6. What type of services can local business owners offer on the
administrative local side of the operation (Human Resources,
Fiscal, Customs, Logistics, Finance, etc)?
7. Who are the local business owners that would benefit from this
investment (Real Estate Owners & Developers, Construction
companies, Logistics providers, etc)
What Strategies, Tactics,
Tools, Budget and Team will
you need to help investors
grow and integrate their
supply chain?
Questions for our Community Vision:

6. Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Investor Nurturing
Upgrade
Investors
Attract Suppliers
Soft Landing
Services
How will we facilitate the establishment of foreign or international companies in our region?

7. Late
Land Investors
Upgrade
Investors
Attract Suppliers
Soft Landing
Services
1. Will you offer commercial missions for Investors so that they see
first hand how their company would look and feel there? Would
you include B2B meetings with potential clients or suppliers?
2. Will they need Local Intelligence to select the most cost-effective
land or facility (accessibility to infrastructure, labor, utilities,
consumer markets, etc) ?
3. Will they need a Local Manager or Service provider to do due
diligence on properties and someone who has the “Know How”
and the “Know Who” about how to do business in your region?
4. Will they need help finding distributors and/or local suppliers?
5. Will they need help to fill out all the paperwork required by
Government Authorities to be fully compliant?
6. Will they need help to import and export their products saving on
taxes and duties?
7. Will they need special help to bring expatriates with their families
and belongings into your region?
What Strategies, Tactics,
Tools, Information,
Budget and Team will you
need to land investors in
your region?
How will we facilitate the establishment of foreign or international companies in our region?

8. Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Investor Nurturing
Upgrade
Investors
Attract Suppliers
Meeting Real
Investors
How will we transform interested investors into real projects in our Community?

9. Early Mid
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Potential Investor Nurturing
Meeting Real
Investors
1. Will you offer a Consultation call or Strategy Session for those
potential Investors interested in your region?
2. Will you offer an Assessment to help them evaluate how
prepared they are in Knowledge, Finance, Networking or
anything they need to succeed in your region that allows you
to have a 1-on1 call or visit in a commercial mission?
3. Will you offer the service of locating distributors and/or
suppliers through a form on your website that allows you to
have a conversation with them?
4. Will you offer a Total Cost Business Case that will allow
Investors to get an estimate of how much it will cost them to
do business in your region including labor, utilities, real estate,
logistics, taxes, etc.?
5. Will you offer B2B meetings in your region with potential
clients and suppliers?
What Strategies, Tactics, Tools, Information, Budget and Team will
you need to Convert Leads into Opportunities for your region?
How will we transform interested investors into real projects in our Community?

10. Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Investor Nurturing
Upgrade
Investors
Attract Suppliers
Growing the
TRUST Factor
How will we transform interested investors into real projects in our Community?

11. Early Mid
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Potential Investor Nurturing
Growing the
TRUST Factor
1. Will you host frequent webinars or promote eBooks showing
success stories & case studies from companies already working
in your region?
2. Will you develop special reports showing the opportunity for
Investors with supply chain integration or infrastructure needs?
3. Will you host teleconferences or record podcasts interviewing
local managers or decision makers from companies already
investing in your region to provide testimonials?
4. Will you host virtual tours or virtual trade shows where potential
investors can view videos, podcasts, reports or any kind of
media with information that they need?
5. Will you maintain contact with your interested investors about
your reports through email, SMS, voicemail?
What Strategies, Tactics, Tools, Information, Budget and Team will
you need to Convert Leads into Investment Opportunities?
How will we transform interested investors into real projects in our Community?

12. Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Investor Nurturing
Upgrade
Investors
Attract Suppliers
Getting Investors to
LIKE YOU
How will you get the names and data of potential investors interested in your region?

13. Early
Find &
Attract
Suspects
Capture
Prospects
Getting Investors to
LIKE YOU
1. What will you offer in your website or in a trade show to capture the names of
potential investors so that you can NURTURE THEM?
2. Will you offer FREE access to Ebooks, Webinars, Lectures, Seminars, Reports,
Directories, Videos, DVDs, Books, Teleconferences, Virtual Trade Shows?
3. Will you offer lists of projects that your region will support in any of the formats
mentioned below?
4. Will those type of media be accessible from your website? Will those media be in
any language that the potential investor might speak?
5. Will they be able to access those media from any device like computers, tablets
or mobile phones?
6. Will you have international phone numbers so that potential investors can easily
reach you?
7. When you attend events, will you be able to capture the mobile numbers from
qualified potential investors so that you can follow up with them?
What Strategies, Tactics, Tools, Information, Budget and Team will
you need to Capture Prospects and turn them into LEADS?
How will you get the names and data of potential investors interested in your region?

14. Early Mid Late
Find &
Attract
Suspects
Capture
Prospects
Nurture
Leads
Convert
Opportunities
Land Investors
Potential Investor Nurturing
Upgrade
Investors
Attract Suppliers
Getting Investors to
KNOW YOU
Getting Potential Investors to learn about the Opportunity in your region
How will you attract potential investors to learn about the opportunity in your region?

15. Find &
Attract
Suspects
Getting
Investors to
KNOW YOU
1. What will be the sources of offline and online traffic of potential
investors that you will use to promote your Campaign?
2. Will you attend trade shows, business or industrial associations or
events with Trade & Investment Diplomats?
3. Will you buy databases and contact potential investors through
telemarketing, email or direct marketing?
4. Will you pay advertising on search engines and social networks with
special keywords?
5. Will you use targeted discussion groups and/or forums on Linked In
and Facebook? Or promotional accounts on Twitter, Pinterest,
Instagram, Flickr, etc.?
6. Will you publish videos on YouTube, Slideshare channels or other
video publishing platforms?
7. Will you advertise on targeted magazines or newspapers?
8. Will you launch articles and press releases on targeted media like
newsletters, newspapers or bulletins or on your own blog?
9. Will you use a Referral Strategy?
What Strategies, Tactics, Tools, Information, Budget
and Team will you need to attract Suspects to your
Media and turn them into Prospects?
How will you attract potential investors to learn about the opportunity in your region?

16. Your FDI Attraction Campaign Map & Tracking System
MAKE SURE YOU MEASURE YOUR CONVERSION RATES FROM STAGE TO STAGE

17. FDI Attraction Campaign Map: Example
Stage 1: Attract
Investors
Stage 3: Nurture
Investors
Stage 2: Capture
Names
Stage 4: Qualify
and convert
Stage 5: Sign
deals
Stage 6: Expand
Operations
Stage 7: attract
or develop
suppliers
Reach 8000
automotive
suppliers through
Embassies,
Trade &
Development
Organizations,
Cold Calls/emails,
Linked In
Discussion
Groups, Twitter
and 2 targeted
trade shows
Offer Guide &
Webinar
“Business
Opportunities
for Automotive
suppliers”
available on
website
Commercial
Mission with
B2B
meetings
Negotiate
incentives,
offer Soft
Landing
Incubator
Program
Organize
local B2B
events to
stimulate
growth in the
recently
landed
companies in
your region
Integrate or
develop
direct and
indirect
suppliers
Invite to Filter
Nurture Investors with Success Stories, Best Practices
and Calls to action to register for Commercial Mission
(7 sequenced email messages with a 3 day interval
reinforced through telemarketing)
Register for

18. Considerations for your tracking system
1. Be selective on your resource management: human resources,
time and budget.
2. Determine which media or events will just bring results vs the
ones that will just be an EXPENSE with no return on investment
after stages 3 or 4.
3. Prioritize on the campaigns that will bring a greater good for your
community in the long run: job creation, supplier development,
infrastructure development, academic development and most
importantly: quality of life growth.
4. Determine your total cost of investor acquisition. In a B2B
environment, you would not be allowed to spend more than 5% of
your income in MARKETING & SALES or the “Total Cost of Client
Acquisition”. So, how much will you allocate for each stage?
Regardless of what strategies, tactics and tools you use to attract investors, make sure you ALWAYS
TRACK results and conversion rates. This will allow you to:

19. Will YOU Be Our Next Success Story?
At FDI Attraction Academy we are on a Mission:
To help Economic Developers to attract Industrial, Commercial
and Touristic Investment projects to their regions or project
through the Strategic Planning and Promotion of commercial
missions and global investor attraction Campaigns.
Accept our challenge:
“Launch your global campaign to attract foreign investors
to your region in 12 weeks”

20. About FDI Attraction
FDI Attraction is on a mission to help industrial and economic developers to find, attract and engage with potential investors for their regions.
Investment Attraction Campaigns: including 20 deliverables grouped in 5 packages:
1. Regional Investment Seminar and eBook Creation to promote your Business Value Proposition for Investors
2. Soft Landing Strategy and Team integration Guidelines
3. All marketing tools: campaign website, social media profiles + ebooks + webinars + articles + press releases
4. FDI Attraction Campaign implementation
5. Weekly report of Qualified Potential Investors
Some of our Strategic Alliances & Network
FDI Attraction Academy: On demand or Live Training Programs:
 Phase 1: Identifying your IDEAL POTENTIAL INVESTOR – FDI Attraction Matrix
+ 8 Strategic elements for your FDI Attraction Campaign + Regional Value
Proposition & Soft Landing Incubator Integration
 Phase 2: Transformation of Value Proposition into Investment Guides, Seminars
and a Global Marketing Campaign
 Phase 3: Implementation of the Global Marketing Campaigns connected with
Embassies, Trade & Development + Industrial Associations & Clusters
All 5 Packages for a flat
fee of US$60 per day or
on a Pay-per-
Performance model!
www.FDIAttraction.com
FDI Attraction - Business Development Programs:
Go to http://academy.fdiattraction.com

21. “Attract Foreign Investors to your Region” Training course
Hands-on training organized in 3 Phases:
Implementation Phase:
• Schedule Investment Seminars for events organized by embassies, consulates, clusters and associations
• Launch direct marketing campaign through social networks, press release and article market sites
Evaluation Phase: Integrate best practices report and business development plan for the next 12 weeks
Module 1: Mapping the 7 stages of the Foreign Investment Attraction Process
Module 2: Integrating your database and networking map of potential investors
Module 3: Integrating your regional value proposition, testimonials, success stories + a soft landing and incubator program for
foreign companies
Module 4: Structuring an international referral program for Brokers
Phase 1:
Regional
Value
Proposition
Creation
Module 5: Transform your Regional Value Proposition into an Investment Seminar, Recorded Webinar and Guide
Module 6: Create a Global website with downloadable eBooks, Investment guides and follow up system
Module 7: Create Regional Profiles on business and social networks, press release and article marketing sites
Phase 2:
Global
Marketing
Campaign
Design
Phase 3:
Global
Marketing
Campaign
Launch
To learn more Go to Http://Academy.FDIAttraction.com

22.  Virtual academy with immediate access to strategies, tactics and tools to find, attract
and land foreign investors in your region.
 24/7 access to our private members site with marketing materials, eBooks and tools.
 Intended for economic, community, industrial and touristic developers looking to
attract international investors to their regions.
 50% Scholarship for qualified EDOs:
PROMO CODE: 50-SCHOLARSHIP-EDOS
Methodology
To learn more Go to Http://Academy.FDIAttraction.com
“Attract Foreign Investors to your Region” Training course

23. If you have any questions or comments contact us!
www.FDIAttraction.com | Strategy@fdiattraction.com | +1 832 305 9234
Option 1: Join our Challenge and learn how to “Attract investors in 12 weeks”
Http://Academy.FDIAttraction.com
Option 2: Request our Foreign Investment attraction campaigns:
http://www.fdiattraction.com/request-a-proposal.html
Start your Foreign Investor attraction campaign Today!
Investment Attraction Campaigns: including 20 deliverables grouped in 5 packages:
1. Regional Investment Seminar and eBook Creation to promote your Business Value Proposition for Investors
2. Soft Landing Strategy and Team integration Guidelines
3. All marketing tools: campaign website, social media profiles + ebooks + webinars + articles + press releases
4. FDI Attraction Campaign implementation
5. Weekly report of Qualified Potential Investors
All 5 Packages for a flat
fee of US$60 per day or
on a Pay-per-
Performance model!
www.FDIAttraction.com