Target Investors and Generate Leads

Specific investor targeting has a greater chance of success than other methods of attracting investment, especially where there is a good match between the needs of potential investors and the strengths of the city. For this reason, it’s important to start by identifying target companies using resources like networks, existing businesses, brokers, the city’s diaspora, databases, the internet, and specialized journals and websites. Use these resources to develop databases or spreadsheets of potential investors to target in identified sectors. Then approach potential investors with a customized proposition.

Do not get discouraged if the initial response rate is low — the potential investor might not be in the position to consider immediate investment for a variety of reasons but may come back in the future. 

Additional Resources:

• Guidance Paper on Evaluating Sustainable FDI
• Handbook for Promoting Foreign Direct Investment in Medium-Size, Low-Budget Cities in Emerging Markets
• World Bank Investment Generation Toolkit