Nowa architektura wsparcia ekspansji zagranicznej Nowa architektura wsparcia ekspansji zagranicznej. Polska Agencja Inwestycji i Handlu SA

Advisor to the Board for Polish Investments Abroad Invest in Poland – Polish Information and Trade Agency Business location advisory – foreign investments – global expansion Blog: http://aleksanderlibera.innpoland.pl/ LinkedIn: http://pl.linkedin.com/in/aleksanderlibera

Wsparcie dla firm. Nowy model.

Grupa PFR Zintegrowana oferta Grupy PFR, w zakresie pakietów finansowania eksportu, wyniesie łącznie nawet 60 mld zł. PFR jest instytucją wykonawczą Ministerstwa Rozwoju. Źródło: Polski Fundusz Rozwoju

Grupa PFR – JEDEN interface dla przedsiębiorców

1` Instrumenty Finansowe Wsparcia Polskiego Eksportu Finansowanie 36 mld zł Gwarancje 8.2 mld zł Ubezpieczenia i faktoring 9.6 mld zł Limity rozliczeniowe 3.5 mld zł Fundusz ekspansji zagranicznej 1.5 mld zł Ok. 60 mld zł Instrumenty Finansowe Wsparcia Polskiego Eksportu

Polska Agencja Inwestycji i Handlu SA Promocja polskiej gospodarki i rozwój eksportu Wsparcie ekspansji zagranicznej polskich przedsiębiorstw Inwestycje zagraniczne w Polsce Kompleksowe usługi doradcze, promocyjne i informacyjne w nowej organizacji Zagraniczne Biura Habndlowe

Nowa jakość – Zagraniczne Biura Handlowe Docelowa struktura 69 Trade Offices na świecie Profesjonalizacja obsługi polskich firm Rekrutacja ekspertów rynkowych Usługi wspólne – usługi dedykowane Elastyczne struktury – dopasowane do wyzwań rynków zagranicznych

So you think about going global

Case study 1 Innovative product Pre - Orders! Project: Polish hardware start up Very innovative product Expansion goal - USA Pre - Orders! Great community fund raising! Innovative product Community appreciation! Stuck in preorders Lack of market intelligence No roll out phase… No major sales deals signed One potential deal in sight

Case study 2 Location analysis! Open minded ! Office - Boston Project: Polish software developer Tailor made solutions Expansion goal - USA Location analysis! Open minded ! Office - Boston US clients on board Costs – HR – experience Potential new offices to be opened soon Lack of market intelligence First / only location choice – Sillicon Valley!

Case study 3 Location analysis! Open minded! Support of IPA Project: Polish start up – digital marketing Tailor made solutions for big companies Expansion goal - USA Location analysis! Open minded! Support of IPA Potential US clients Very innovative product Business development door openers! No financial muscle! Lack of market intelligence First / only location choice – Sillicon Valley!

We are working with

Do I have to invest abroad? #0 Does it make any sense? Do I have to invest abroad?

Polish companies 7 EU markets average 65% - big companies have export operations 39% - will expand more within the next two years 97% - satisfied with expansion Kronenberg Foundation - 2015 Polish companies

Expansion challenges Business Location Advisory Capital Market Intelligence

What are you looking for? #1 What are you looking for?

Expansion goals New business Capital …

Expansion reality (very often unfortunatelly…) Lack of market intelligence No clear business development plan No short term / long term strategy

Location – Location - Location #2 Location – Location - Location

Tier 1 vs. Tier 2, Tier 3 locations Costs…

#3 Find the right balance: Competition landscape – Depth of market – Ecosystem

#4 Is it all about money?

Market research vs study tours #5 Do your homework! Market research vs study tours

Case study – what can be done Project: Polish ICT companies investing in UK - London Company profile: SMEs and big companies Investment location: London Date: 2013/2014/2015 Topic 1: Office space / co working spaces. Visits to Shoreditch, Whitechapel, Bloomsbury – Tech City. Google Campus, Central Working, Hoxton Mix, etc. Topic 2: Grants / financing: Meetings with: tax / incentives consultants, VC representatives, etc. Networking event Live 3D printing show @ Embassy of the Republic of Poland – ca. 100 City guests Day 1 Topic 3: How to do business in London. Discussion with London & Partners Topic 4: Case studies: Meetings with companies already operating in Tech City Topic 5: Human resources Topic 6: Legal / Tax Topic 7: Marketing Topic 8: You decide! Day 2

#6 Look for support

e.g. Investment Promotion Agency (your new best friend)

Cut costs to a minimum but have a high local exposure! #7 Cut costs to a minimum but have a high local exposure!

Hire the right talent! (Yup – it is expensive) #8 Hire the right talent! (Yup – it is expensive)

#9 Partnerships

#10 Do it all over again!

#... So what’s next?

Dziękuję za uwagę! e: invest@paiz.gov.pl w: www.paiz.gov.pl