Transcript Presenting UKTI

COMMERCIAL DIPLOMACY
Renata Ramalhosa
Director UK Trade and Investment Portugal
5th December 2012
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Prosperity Agenda – A Key Priority for the UK Government
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The UK Government’s ambitions
1.
Doubling UK exports to £1 trillion a
year by 2020;
2.
getting 100,000 more UK companies
exporting by 2020;
3.
getting one in four UK companies to
export (European average) rather than
one in five at present; and
4.
maintaining the UK’s position as the
most favoured location in Europe for
inward investment and doubling the
UK’s stock of FDI to £1 trillion by 2020.
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How is UK Government delivering these ambitions?
All UK
Government
Departments
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Balanced Wheel
Delivering
services to
business,
including
global level
playing field
work
Championing
and enhancing
resilience of UK
economy
Strategic
relationship
management and
consensus
building
Leveraging
Ministerial and
other influential
support
Short term
tactical
commercial
and economic
campaigns
[and lobbying ]
Prosperity
reporting and
analysis
Long term,
high impact
campaigns in
support of
prosperity
objectives
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FCO/UKTI Agreement
FCO
UKTI
HMA
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4 Pathways Towards Mission - 1
PATHWAY 1 - TRADE DEVELOPMENT
_ Overseas Business Risk website – regular updates on the economic/ political and
security information on Portugal
_ Post to draft and share timely economic reporting on issues listed on the BW
_ Post to provide quarterly economic and commercial Ministerial “asks” and success stories
to UKTI and FCO
_ Number of Service Deliveries – 471
_ OMIS Revenue - £73,988
_ Business Opportunities (responses from UK companies) – 136
_ Quality and Satisfaction Objective: 80%
_ Business Improvement i.e increased productivity and competitiveness: 70%
PATHWAY 2 - HIGH VALUE Opportunities
_ Value of exports supported with UKI direct involvement: £197,820,000
_ To implement a Ministerial visits Plan
_ HVO Oil & Gas Brazil
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4 Pathways Towards Mission - 2
PATHWAY 3 - INWARD INVESTMENT
_ Total number of projects – 12*
Of which 10 are HV and GQ together
Of which 5 are HVP and HV together
_ Draft and implement a communication strategy to promote the UK economy, report on
perceptions and impact
PATHWAY 4 - STRATEGIC RELATIONSHIP
_ UKTI SRM – Institutional Investors (SPs in Portugal)
_ UKTI SRM – Global Corporate (EDP current in the 2nd Tier; others to join)
_ UKTI SRM – Cross cutting relationship management for other companies (CAS and
Investment Development)
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UKTI’s mission
1.
Support UK companies to grow
their business through
international trade;
2.
connect UK business to the
world’s top commercial
opportunities;
3.
attract high quality inward
investment to the
UK; and
4.
establish whole-of-government
relationships with major wealth
creators to increase exports and
investment.
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UKTI Trade objectives
1. Help 32,000 SMEs to export this year, 50,000
by 2014/15 and 100,000 by 2020;
2. helping generate additional sales of £45.5bn
this year and £56 billion by 2014-15;
3. to include £3bn of business from high value
opportunities (major projects) overseas this
year and £4.5bn by 2014-15.
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UKTI Investment objectives for the UK
1.
Secure £1.5 trillion in FDI stock by 2020.
2.
Continue to attract high value
investments from all markets in which
UKTI is represented.
3.
70% of new investments significantly
influenced by UKTI,
4.
including £4.5 billion of investment in UK
priority infrastructure projects.
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Defence and Security Organisation (DSO) objectives
1.
Maintain the UK’s position as the 2nd
largest global defence exporter, with at
least 20% of global defence sales.
2.
Achieve 5% of global security market.
3.
Provide the essential government-togovernment relationships which underpin
commercial campaigns in these sectors.
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Strategic Relationship Management (SRM)
•
UKTI advisers work to understand all clients’
business and their needs, whatever the size or
sector of company.
•
A new SRM programme introduces top level
client account management of our biggest
inward investment and exporting companies;
•
and developing strong relationships with
institutional investors, infrastructure developers
and key intermediaries in order to facilitate and
speed up infrastructure investment;
•
and bringing finance from international
institutional investors into the UK’s
infrastructure.
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UK Regions and UKTI’s Role
Crucial role of
UK Regions to
support UKTI
posts in the
world
30% in
two years*
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UKTI’s global presence
• UKTI teams identify business opportunities
around the world. They support businesses
throughout the UK.
• UKTI has more than 1,200 staff in over 100
overseas markets and around 400 people across
UK regions, working locally to support UK
businesses and overseas investors.
• The devolved administrations have their own
trade teams, delivering services analogous to
UKTI’s.
UKTI has more than
1,200
staff in over
100
overseas markets.
• Our advisers are overwhelmingly from the
private sector, with experience in international
trade/investment.
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The UTKI Inward Investment Cycle
Helping raise investor awareness of UK benefits
•
Identify target firms /responsive
•
Cover specific questions
Influencing investors during their consideration
stage
•
Market intelligence/propositions
•
Identify decision criteria
•
Provide sector briefings
•
Access and introductions
•
Develop tailored proposition
Influencing investors during preference
•
Provide objective advice
Relationship building throughout cycle
•
Impartial and client focused advice
CBI
UNCLASSIFIED
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Current investment priorities
•
GREAT campaign – high profile international campaign
supported by GREAT British brands and personalities;
•
the Tech City Investment Organisation has so far
attracted 37 companies to the area including Google, Cisco,
Chinasoft and venture-backed companies Yammer, Airbnb
and Twilio;
•
the Life Science Investment Organisation is
coordinating UK resources to support the delivery of higher
value and quality inward investment initiatives in the sector;
•
a new venture capital unit is looking to encourage VC
firms to locate in the UK.
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UKTI Portugal
BUSINESS IN PORTUGUESE
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TOP Economic and Commercial priorities
1. Portugal Structural
reform
2. Portugal as a
platform to Brazil,
Angola and
Mozambique
3. Privatization
Opportunities in
Portugal (Mass
Transport, Water, etc)
4. Education and
skills: Training for
Work
5. Portuguese
Investment in the UK
National
Infrastructure Plan
6. Portuguese
Investment in the UK
in high tech sector
(inc. Tech City)
7. Supply chain
opportunities in the
aerospace sectors in
Portugal
8. Low Carbon
Economy
9. Mining Supply
Chain Opportunities
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UK Trade & Investment - How we deliver it in Portugal?
Work with UK-based businesses
to ensure their success in and
through Portugal
Encourage Portuguese
companies to bring their highquality investment to the UK
Portugal as a Platform to other Portuguese
Speaking countries (Angola, Brazil,
Mozambique, etc.).
Opening new markets for Portuguese
companies (ex. springboard to Middle East
and Commonwealth markets)
2011 - more than 300 UK companies
supported
Working with other Portuguese speaking
countries companies looking at having (or
expanding) an European presence
Currently working with 600 key account
companies.
Since 2007 - 41 Portuguese companies
supported to land and expand their
activities in the UK
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UKTI Strategic Partners
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Key Accounts
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Platform
Portuguese Language
Market
Knowledge
Low Investment
Cultural
Affinity
Low Risk
Bilateral
PartnerAgreements
of Choice
Low Risk
Partner with Portuguese
companies in those markets
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Platform
INVESTMENT PERSPECTIVE
UK
Portuguese
Speaking
Markets’
FDI
PORTUGAL
BRAZIL
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Platform
“Having a similar culture and speaking the same language we are putting
down two relevant barriers and giving comfort to the other part.” Mr
Carneiro also recognises that using this route Sage “is perhaps progressing
faster in Brazil”.
“Using Portugal as a platform to Brazil has plenty of advantages, the main of
which is the Portuguese language (...) project documents in Brazil are in
Portuguese and the understanding of business culture make it a lot
easier for the UK to gain business if a Portuguese partner is involved.”
“Common language and culture gives immediately an edge. It is easier,
quicker and therefore more productive to work. If we combine this with
cost efficiencies, industrialization and knowledge we can see how far a good
working relationship can generate.”
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Events – UKTI Portugal
Event
Date
Description
Inward mission to WWEM - Telford
7-8th November 2012
3 Portuguese companies attending WWEM in Telford and
meeting UK companies
Explore Export - UK
12-16th November 2012
Networking multi-sector event taking place during a week
in different regions in the UK
Innovation in Healthcare - Lisbon
11th December 2012
Innovation in Healthcare at the time of Health Cluster
Portugal’s Annual Conference
BETT - London
30 January - 01 February
2013
The largest Education Technologies exhibition and
networking event in the UK; 1 Portuguese company will
attend and meet with potential British partners.
Green Technology Roadshow – UK
11-15th February 2013
Networking event, taking place during 5 days in 5 different
regions in the UK. Focused on the Environment & Water
sectors
Bridging the gap into African
Portuguese speaking countries Lisbon
26th February 2013
An event to promote partnerships between British and
Portuguese companies, exploring the potential of Portugal
as a platform into African Portuguese speaking countries
Ecobuild – London
5-7th March 2013
Inward mission of Portuguese companies attending the
exhibition and meeting UK companies
Low Carbon Technologies
Exhibition/Energy Efficiency and Green
Deal – Lisbon
12th March 2013
Event that identifies opportunities for UK companies across
the Low Carbon technologies’ sector
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UK and Portugal
Long-lasting commercial relationship
•
Bilateral Trade accounting for €3 Billion
•
More than 400 UK companies operating in Portugal
•
Approximately 100 Portuguese companies operating in
the UK
•
Approximately 80,000 British people living in Portugal
•
Increasing UK interest in the platform for Portuguese
speaking markets
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Further information
Contact
Social media
E [email protected]
linkedin.com/ukti
T +351 213 924 057
twitter.com/ukti
www.ukti.gov.uk
youtube.com/uktiweb
flickr.com/ukti
blog.ukti.gov.uk
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BUSINESS IN PORTUGUESE
Thank you
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