1. Expert Meeting on Methodologies for Technology Needs Assessments KEMCO, Seoul, Republic of Korea 23-25 April 2002 The role of private sector in technology needs assessments Dipl.-Ing. Sebastian Gallehr, managing director e 5 Introduction e 5 Investment decision Barriers

2. 2 EBCSD: www.e5.org European business for sustainability Headquarters in Brussels (Belgium) and Frankfurt (Germany) e to the power of five e-nergy, e-nvironment, e-conomy, e-mployment e-fficiency Bring them together and you have an increased result Members of e 5 Association with App. 100 members of Companies: Associations: GERMANWATCH VDEM UITP Personal members

3. 3 Investment decisions: return on invest Elaborated financial analysis on international standard Outlined key indicators Internal Rate of Return (IRR) Net Present Value (NPV) Depreciation (possibilities for tax saving) Payback Period Sensitivity analysis factors Project delay Less income Higher overhead Elaborated financial analysis on international standard with conservative sensitivity analysis  support: www.dvgs.de

4. 4 Investment decisions: evaluation of risks Legal framework Estate ownership Political situation Partner Reliability Financial background /liquidity Experience Portfolio diversification Different technologies Different countries Risk evaluation is mostly very subjectively. It depends on cultural and personal understanding  use your existing contacts

5. 5 Investment decisions: strategic criteria Key countries for strategic investment Most investors have 5 to 10 strategic countries to invest in Key technologies urgent for investors Depends on investors investment strategy Satisfy Investors needs to show engagement. Become acquainted with the investor and make yourself attentive through common commitment in campaigns or personal mediators  international campaign: www.emission55.com

6. 6 Investment decisions: soft skills Existing personal contacts Use your own reference through others Joint projects Get into working contact with small common projects Joint campaigns Engage in campaigns like emission 55 Joint membership/engagement in associations Use contact base and relationship of international associations

7. 7 Barriers Concrete barriers Do parties fulfil their economical needs? Personal barriers Do parties harmonize with each other? Cultural barriers Do parties understand their different behaviour? Language barriers Are parties able to transport the message between the lines? Best bridge between barriers is a business plan on an international standard. previously the occupying with the cultural differences is important

8. 8 Contact European Business Council for a Sustainable Energy Future www.e5.org International Campaign e-mission 55 www.emission55.com Office Brussels Bv de la Cambre 64 1000 Brussels Belgium Fon: +32 2 6442888 mail: villagrasa@e5.org Office Frankfurt Holzhausenweg 4 D-61118 Bad Vilbel Germany Fon: +49 6101 505504 mail: gallehr@e5.org Kaiserstrasse 201 D-53113 Bonn Germany Fon: +49 228 2094 694 mail: emission55@web.de