How to carry out investment promotion work?

How to carry out investment promotion work?

1. The main tasks before investment promotion:

First, comprehensively understand the basic market conditions of Tongcheng. From historical evolution to nature and humanities, from economic overview to social development, we strive to be broad, detailed, accurate and professional. For example, Liu Chi Alley, Tongcheng School, Father and Son Dual Prime Ministers, Huangmei Opera, etc. As a person who is familiar with various situations in his hometown and loves his hometown, it is easier to be respected by others. In addition, different investors have different cultural preferences and value orientations. It is necessary to communicate with them more about topics of interest and find the same language, which will make communication easier. Usually, foreign businessmen pay more attention to the following aspects:

First, the transportation location, understanding Tongcheng from the spatial layout. Tongcheng is located in the middle of Anhui Province, on the north bank of the Yangtze River and at the eastern foot of the Dabie Mountains. National Highway 206 (Yantai to Shantou), Hejiu Railway, Hurong Expressway and Beijing-Fuzhou Expressway run through the entire territory. Adjacent to the Yangtze River waterway, water transportation can directly reach the port cities along the river. It is only 40 to 50 minutes away from Hefei and Anqing airports. It is a north-south transportation hub and a node connecting the east and west. With Tongcheng as the center, the 300-kilometer economic circle includes Nanjing, Nanchang, Wuhan, Hefei and other provincial capital cities, covering a population of nearly 100 million and a huge market hinterland.

The second is the development overview and understanding of Tongcheng from the socio-economic perspective. Since the reform and opening up, Tongcheng has won the titles of "Top 100 Counties in the Country for Township Enterprises", "National Advanced City in Science and Technology Work", "National Advanced City in Basic Education", "National Advanced City in Cultural Work", etc. In 2006, the city's GDP was 6.3 billion yuan, fiscal revenue was 419 million yuan, the balance of various deposits in financial institutions was 6.84 billion yuan, and the ratio of the three industries was 19:50:31. In addition, you can also learn more about per capita income, urban population, industrial development planning, urban development planning, etc.

The third is the leading industry, and understanding Tongcheng from the perspective of industrial supporting industries. Industry is the leading industry in Tongcheng's economic development. At present, there are more than 19,000 large and small enterprises in the city, employing more than 400,000 people. 15 enterprises have entered the top 100 private enterprises in the province, and 7 enterprises have entered the top 50 township enterprises in the province. At present, the city has initially formed five leading industries, including mechanical processing, packaging and printing, down products, brush and cover making, and deep processing of agricultural and sideline products. In terms of packaging and printing, Tongcheng has become the third largest packaging and printing base in China, mainly gravure plastic printing, from plate making to printing, from six colors to twelve colors, from domestic printing machines to imported high-end printing machines, with complete varieties and exquisite printing. . At the same time, industries such as offset printing, screen printing, iron printing can making, carton packaging, and injection molding cap making are also very developed. In terms of mechanical processing, Tongcheng is the largest internal combustion engine parts production base in the province, and its products such as belt conveyors and bucket elevators are nationally renowned. In addition, Tongcheng is also the largest fiberglass production base and down quilt export and processing base in the country.

The fourth is the degree of openness, understanding Tongcheng from an ideological perspective. The people of Tongcheng have always valued "harmony is the most precious" and "harmony brings wealth". In particular, the spirit of "Liu Chi Alley" is well-known at home and abroad, which fully reflects the courtesy and tolerance of Tongcheng people. The industrial structure with processing and manufacturing as the main focus and "both ends outside" determines the openness and way of thinking of the people of Tongcheng; the economic structure with the private economy as the main body determines that Tongcheng has a fair and transparent economic policy environment and a fair and open market. competitive environment.

The fifth is preferential policies, and understanding Tongcheng from the perspective of policy support. In terms of land policy, the industrial land transfer price per mu is not less than 80,000 yuan, and the specific price is linked to investment density and average tax per mu. Industrial projects with a fixed asset investment of less than 100 million yuan and an average tax revenue per mu of more than 80,000 yuan within three years after being put into operation can implement zero land price. Industrial projects with a fixed asset investment of more than 100 million yuan can implement "one case, one discussion". Specific tax policies and fee collection are implemented in accordance with the Preferential Policy Document for Investment Promotion (Tongzhengfa [2006] No. 27). For industrial projects with a fixed asset investment of less than 100 million yuan, the construction period shall not exceed 16 months.

Sixth, investment costs, understand Tongcheng from the perspective of business operations. Mainly electricity, water, labor, transportation, construction costs, commercial and housing prices, etc. Please refer to the "Investment Guide" for specific data.

Second, accurately grasp the development trends of the industry. The focus should be on grasping the following two aspects:

First, we must pay attention to the study and accumulation of national macro-industrial policies.

The "Guiding Catalog for Foreign Investment Industries" promulgated by the State Council is divided into encouraged, permitted and prohibited categories; the "Guiding Catalog for Industrial Structural Adjustment" promulgated by the National Development and Reform Commission is divided into encouraged, restricted and eliminated categories; the "Guiding Catalog for Foreign Investment" promulgated by the Ministry of Land and Resources Catalog of Restricted Land Use Projects" and "Catalogue of Prohibited Land Use Projects"; tax exemption and tax refund regulations for import and export products promulgated by the General Administration of Customs; tax reduction and exemption regulations for enterprises and products promulgated by the State Administration of Taxation; key leaders of agricultural industrialization promulgated by relevant national ministries and commissions Preferential policies for enterprises; as well as the eight key industrial bases and six key infrastructure projects described in the Anhui Province 861 action plan, etc. It is necessary to comprehensively and systematically master the above-mentioned policies to facilitate their correct application in investment promotion practice.

Second, we must pay more attention to the industrial development trends in economically developed areas. We must be good at discovering business opportunities from industrial adjustments in certain regions. For example, in the environmental improvement of the Taihu Lake Basin, some heavy chemical companies need to be shut down. We can focus on finding some high-efficiency, low-pollution, and low-energy-consuming companies to connect with; the environmental protection approval restrictions in Wuhu Development Zone and Bengbu City; the outer ring road of Hangzhou City Industrial enterprises within the region will be relocated within a time limit; Jiangsu Province’s development strategy for enterprises in southern Jiangsu to relocate to northern Jiangsu; Shanghai’s regulations on prioritizing the development of the tertiary industry, etc.

Third, collect and screen relevant investment information. There are six main ways to collect information:

First, obtain investment information from fellow villagers, classmates, comrades and acquaintances. This kind of information comes from a wide range of sources, with many categories and great differences, so it must be carefully screened.

The second is to obtain relevant information from government departments in developed regions. The investment entities of such projects are clear, the investment intentions are strong, and the projects are forward-looking. These departments mainly include the Development and Reform Commission, the Economic Commission, the Land and Resources Bureau, and the Cooperation Office.

The third is obtained from various announcements and auctions of industrial land transfer in developed areas. Land for industrial transfer is usually put up for auction. If there are three companies participating in the auction, only one of them will succeed in bidding, and the remaining two are good companies with funds and projects. We should focus on strengthening contact with these two companies, understand the situation, and promote ourselves.

The fourth is to obtain information from the sales distribution patterns of large companies and large groups. For large sales-focused companies, if each province reaches a certain sales volume (usually about 200 million yuan), it is possible to establish a processing base.

The fifth is to obtain information from the business dealings of enterprises in this city and attract business through business.

Sixth, obtain information from intermediaries.

The collected information must be further analyzed and screened to determine investment targets. In this process, the main tasks are:

1. All industrial projects that comply with national industrial policies, have low pollution, large tax contributions, good industrial guidance, and high technological content are our key investment projects.

2. For some relatively large industrial projects, we must be mentally prepared for long-term follow-up. It is best to have dedicated personnel to follow up and not be afraid of difficulties. For example, the Huiyuan project settled in our city is the result of Comrade Dai Xiangqian's follow-up and contact for three years; the Jintian Group that settled in our city has been followed and contacted by Comrade Dai Xiangqian for three years.

3. Understand as much as possible the background information of the enterprise to be introduced, such as shareholder composition, industry status, operating conditions, process flow, pollution situation, related supporting industry conditions, etc., and even include Personal preferences, social relationships, life taboos, etc. of the main person in charge of the enterprise.

4. Don’t trust some financing projects, especially some overseas financing projects.

Fourth, do a solid job in project site selection. Based on the project content and investment scale, several preliminary settlement locations will be drafted in development zones or town-level industrial parks. When choosing a location for a project, you must consider all aspects and compare multiple aspects. For example, for a project with large water consumption, it is more suitable to choose a place with water sources; for a project that requires supporting products, it is more suitable to choose a place related to its industry; for a project with a large transportation volume, it is more suitable to choose a place related to its industry. It is more appropriate to choose a place with convenient transportation; for a project with a large amount of labor, it is more appropriate to choose a place with relatively abundant labor force, etc.

2. Relevant matters that should be paid attention to during the investment negotiation process:

Investment negotiation is the actual stage of investment work. During the negotiation process, we should pay attention to the following aspects: :

1. Good at catching key figures. It is necessary to get in touch with the company's decision-makers as quickly as possible, such as the chairman of the board, the deputy general manager in charge of investment, the manager of the investment department, etc.

Generally, in the negotiation of major projects, the investor will send several negotiators, among whom there must be a decision-maker. Whether or not to invest in a project, where to invest, and how much to invest are directly related to this person's opinion.

2. Be sincere. Investment negotiation is different from sales negotiation. Investment negotiation is a cooperative negotiation. The purpose is to achieve a win-win situation. The willingness and sincerity of cooperation must be reflected from beginning to end. You cannot tell lies and talk more about good aspects and advantages. Long-term interests should be the starting point, and commitments that can be made must be made decisively and not slowly; for conditions that cannot be agreed, the reasons should be explained; conditions that exceed the existing policy provisions should be carefully analyzed and answered after a report and study, and as soon as possible You may not say "no" or "can't do it". When negotiating, you must keep shrewdness in your heart, honesty on your face, and be good at empathy. Sometimes you have to give up small accounts and ask for big ones.

3. Details determine success or failure. When conducting business negotiations, you must pay attention to etiquette. Sometimes being a minute late, saying the wrong thing, urging people to drink too much, being uncivilized, disrespecting the other party's religious beliefs and living customs, and making rash comments about the local government or a well-known figure, etc., not only lose one's identity, but are also harmful. It may cause the project under discussion to be interrupted and aborted. Before negotiating, we must be fully prepared. What is our bottom line, how much is the offer, main and sub-negotiations, how to cooperate, etc., etc., must be fully prepared. Don't interrupt at will during the negotiation, and be careful not to talk alone. Remember the lessons of "talking too much will lead to mistakes" and "misfortune comes from the mouth". In addition, you should pay attention to maintaining the frequency of contact with investors. Too much will cause resentment among investors, and too little will cause you to be unable to understand investors' trends in a timely manner and miss good opportunities.

4. Know yourself and the enemy. With a full understanding of your negotiating opponents and competitors, you can compare your own advantages and be more persuasive in negotiations. For a good company and a good project, if there are several places recruiting investment at the same time, you must try your best to find out the conditions provided by your competitors. Only in this way can you know yourself and the enemy and be victorious in every battle.

3. Main tasks in the project implementation process:

Project implementation is a key link and the most important link in the investment promotion work. The quality and speed of implementation directly reflect the success of Tongcheng Environmental quality, especially major projects, if not implemented well, will have a very bad impact. During the project implementation process, pay attention to the following two aspects:

First, we must pay attention to integrity. Integrity is an essential element for the development of a local economy and a prerequisite for government departments to establish prestige. Once an investment agreement is signed, it must be implemented to the letter.

Second, we must enhance service awareness and improve service skills. I personally think that our city still has a lot of work to do in terms of investment promotion project services. To put it simply, we need to create a service environment where we have already done everything that companies have thought of, and we have prepared what companies have not thought of. Only in this way can we create good social effects and take the investment promotion work to a higher level. building. ;