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2001 Conference - Rotorua
Presentation Notes
David Caselli
Managing Director
I-Grow New Zealand
 Contents
An External Perspective
- Lots of activity
- globally challenging environment
- good strategic focus
- sector focuses
- targeted initiatives by well resourced organisations
- VIF - introducing capability
- Government - Government; Local Government - Local Government
- few successes
- SMEs - strategic challenge to attract investment
Defining Investment Needs
- know your customer - "the investor"
- know your businesses - existing and targeted
- when defining investment needs recognise that:
- New Zealand is often "strategically challenged"
- so are regions within New Zealand
- be brutally honest - investors will judge you by the success
of your investment opportunities
Defining Investment Needs - Knowing the
Investor!!!
- Successful regions know what the investor wants to see?
- Seed v early stage v expansion v mature?
- Sector?
- Infrastructure support?
- Competitive advantage (incentives?)
- Having a research capability is essential
Stocktake - Understand What Investment
Capability Exists
- People
- politicians /Board members
- CEOs
- senior managers
- dedicated investment teams
- networks to capital
- business leaders - use leverage
- local capital
- accessing "regional investors"
- major portfolio investors (e.g. Community Trusts)
Attracting Investment - Best Practice
- Foreign Direct Investment
- TradeNZ, Industry NZ
- VIF unproven
- Nationally
- networking with the investor community
- Regionally
- regional investment groups (Dunedin, Christchurch, and
Auckland)
- regional investor databases (Investment Opportunities in New
Zealand)
- Angel investor networks (Auckland and Wellington)
Capability Required
- Most successful investment brokers have:
- research capability
- vetting capability
- understanding of the investment process
- investor management skills
- deal monitoring skills
- a "team" with "a deal closer"
- dedicated capability makes a difference ......
but where it is supported (financially)
Building Capability to Attract Investment
- Recruitment
- don't reinvent the wheel
- recruit from the investment sector?
- recruit from offshore?
- Training
- Investment Ready Scheme
- IRS deal broking training
- Network development
- regional - agency and investors
- national - agency and investors
A Strategic Partnership -
"Investment Opportunities in New Zealand"
- SME focused
- retail "risk investor" focused
- 5 Pack of Investment Opportunities
- 5 regions (and EDAs)
- 800+ registered investors
- 3 NZSE brokers
- 3 national Financial Planners
- regional investor evenings
- MINE integration
- Key success factor - getting capital raised
how can we maximise the number of investors?
Lessons Learned
- Capability is essential, but not everything
- closing investment deals is hard
- the climate is going to get harder
- the cost is high
- the potential benefits need to be worth the investment
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