1 “Why Good Facilitation Matters” Winning FDI Through Effective Facilitation Sancia Templer October 20, 2010

Jamaica Promotions Corporation (JAMPRO) 2 Agenda Key Elements of Effective Facilitation JAMPRO’s Facilitation Services Why Facilitation Matters: o Case Study 1: The Spanish Hotels o Case Study 2: Sandy Bay Sweets o Case Study 3: The ICT/BPO Industry

Key Elements of Effective Facilitation 3 Ownership Understanding of Investor Requirements Information Provision Packaging Site Visits “One Stop Shop”

4 Key Elements of Effective Facilitation Ownership Clear leadership and coordination for handling enquiries Key account contact or account manager assigned to every serious enquiry or potential project Central point of contact for investor, building rapport, trust and good working relationship with investor Good contacts with key government bodies/agencies and private sector advisors to smoothly facilitate project

5  Contact Center Sector Managers Account Managers Client  CRM - Tracking System from Inquiry to Project Stage Houses entire history of project complete with updates, issues, interventions required, expenditure/job creation etc.  Formal Handover Procedure Prospects formally handed over for project implementation  Accountability Account mangers required to provide critical updates in periodic team meetings to ensure project accountability Ownership Key Elements of Effective Facilitation

6 Information Provision Accurate information supplied in a well presented and easily accessible format Information on labor availability/costs, energy resources and prices, transportation and communications infrastructure etc.  Website Project  Investment Map  Fact Sheets  Pre-prepared macroeconomic data spread sheets

7 Packaging Ready made package of opportunities, incentives, and services by sector/industry for rapid response to enquiries High quality customized information including project-specific requirements  Investment Packaging Team- Opportunity profiles by sector and individual opportunities Key Elements of Effective Facilitation Understanding of Investor Requirements Full and accurate understanding of the investor’s strategic business requirements Win trust of the company/investor  Sector focused Organizational/Divisional structure

Jamaica Promotions Corporation (JAMPRO) 8 Inward Missions Professional preparation of fulsome/informative itinerary Provision of more detailed information and inclusion of potential sites  ICT Broker Contract  ICT Real Estate Inward Missions  ICT BPO/Call Center Inward Missions Key Elements of Effective Facilitation

Jamaica Promotions Corporation (JAMPRO) 9 “One Stop Shop” To further facilitate the investment including expediting applications and permit processing, screening or evaluating the project Range of services can vary from consulting, expediting permits/application processing, screening/evaluating project, provision of incentives negotiation/approval  Creation of JAMPRO Business Hub Key Elements of Effective Facilitation

Jamaica Promotions Corporation (JAMPRO) 10 JAMPRO’s Facilitation Services 1. Investment Enquiry Provision of investment opportunities/profiles Provision of macroeconomic data Market intelligence/information Introductions to local providers of goods and services Access to our business library Identification of land and factory/operating space

11 2. Investment Progression Assistance with navigating regulatory framework Assistance with specialized permits, incentives and approvals High level access to Government Ministries and Agencies via facilitation meetings/interventions Project management and developmental support Business networking services JAMPRO’s Facilitation Services

12 JAMPRO’s Facilitation Services 2. Investment Progression

Jamaica Promotions Corporation (JAMPRO) 13 JAMPRO’s Facilitation Services 3. Investment Aftercare Licenses Applications Visas/Work Permits Free Zone Applications Utilities Staffing Office Space Links to local suppliers Policy Advocacy Re-Investment Expansion Administrative Operational Strategic

Why Facilitation Matters: Case Study 1- The Spanish Hotels Jamaica Promotions Corporation (JAMPRO) 14 1.Investment Enquiry  Mission: To position Jamaica as the Tourism Capital of the World Work began as early as the 1990s/Several trips made to Spain to heads of chains - Several presentations on amaica/Investment Opportunities in the Tourism Sector Close relationship developed between the Agency/Ministry and the hotel chains Worked closely with Spanish Embassy in hosting heads of hotel chains “Soft Sell” and Close

Why Facilitation Matters: Case Study 2- Sandy Bay Sweets Jamaica Promotions Corporation (JAMPRO) Investment Progression  Mission: To expand share of FDI to non-traditional sectors Strategic assistance with the identification of suitable, available factory space (location, specifications etc.) Information on available incentives & free zone status Assistance with lease for Jockey Factory Expedition of free zone status application to facilitate company’s deadline for first order (Walmart) Interventions with utility companies(JPSCo) Assistance with GCT waiver for locally procured products Established links to local producers

Why Facilitation Matters: Case Study 3- The ICT/BPO Industry Jamaica Promotions Corporation (JAMPRO) Investment Aftercare  Mission: To expand and retain the ICT/BPO Industry Proactive Policy Advocacy: -Incentives - Build out of ICT space - Computer Disposal Protection of the Industry -Cyber Crime/Fraud Interventions with utility companies High level access to Government Ministries and Agencies via facilitation meetings & interventions Facilitation of the expansion and growth of the industry- (M&As, Expansions, Re-Investment)

TODAY’S JAMAICA MEANS BUSINESS… Jamaica Promotions Corporation (JAMPRO) 17 THANK YOU