|The following sections
link to graphics with further details about how our work is performed.
The simple answer to the question above is : personally.
We develop working relationships through services to all three groups of
contacts (corporate executives, professional service providers, and area
representatives. This enables us to introduce them to each other.
Six graphics illustrate the entire process, as explained below.
|This is not an e-business for
service delivery through this website. The website is just a tool to
be more responsive for many routine needs on a global, 24x7 basis so that we
can concentrate on more complex challenges requiring greater professional
knowledge and dialogue.
Our focus is to get to know the people who plan
major investment projects, as well as the people who know how to help them,
and then quickly introduce them to each other as appropriate. We don't
provide all the services which investors may need. We "make the
connection" to identify and introduce potential solutions to investor needs
Overview : Graphical Executive
What does our logo diagram mean? The linked
graphic shows how we bring the three networks of contacts together through our
relationship development services, as also explained in the main
It also illustrates how this process overcomes some of the problems with
the inefficient way this niche
market has operated until now. In short, all three groups struggle
to make the right connections at the right time. Good solutions
already exist for most investor needs, but "supply" and "demand" don't
always know how to find each other in this niche.
We introduce Supply (service providers and area representatives)
to Demand. We're paid by the Supply side because they benefit
by serving the Demand side better through this new process than the
alternatives. We are not "pushing" individual Supply services in the
door, however. We are developing relationships to "pull" in any of the
relevant Supply services as appropriate. That is analogous to a
financial market, or a retailer, where buyers can choose efficiently from
The heart of our process is our SICR relationship development work among
corporate executives, but the GUIDE work among professional service
providers and area representatives provides the base of knowledge to deliver
higher value to executives and the other participants in our services.
In short, the GUIDE work creates the "off the shelf" knowledge to be
prepared to make relevant introductions quickly, so that we can respond to
executives as a virtual "Hot Line" service.
As explained in the section on
performance goals and metrics,
we don't expect to know everything in advance, but we try to anticipate and
know how to find what participating executives need very quickly.
GUIDE Service : Graphical
What is GUIDE? The linked graphic illustrates
how it addresses two dimensions of major investment decisions - Data and
Our advance research and relationship development work with area
representatives through services such as the GUIDE Network Survey, GUIDE
Area Profile (see examples linked to the
Participants list), and
the GUIDE Area Reports contribute to a well-structured and consistent base
of comparable information about locations around the world, with links to
relevant maps or websites for additional details.
This addresses the need for better "data" to compare investment
alternatives at each stage of the process, as also shown in the "funnel"
explained below. Much of the knowledge can be published here, or
through linked sites, but some of the knowledge obviously can't be published
openly. The relationship leaders need to have, or know where to find,
such knowledge to support the executives who they serve.
The feedback from participants as well as the GUIDE Experience Report
address the other dimension by providing independent insights into the
investment experiences of other executives in the locations of potential
interest on typical issues of importance to prospective investors.
Together, the "Data" and "Experience" dimensions combine to support
faster and better investment decisions, with greater confidence in the value
of the choices which are made. Better investment decisions are in
everyone's interest, which is the basic premise behind collaboration to
develop "Globally Uniform Investment Data and Experience" as a more
consistent and reliable base of market knowledge to support investors.
Structure : Graphical Summary
: How do our services fit together?
The linked diagram, with further
links to the relevant explanatory sections from each part of the graphic,
shows how our various services fit together to support top executives as our
There are also short explanations of the various components of this
website, as can be seen in more detail in the
Shortcuts section, which provides a convenient way to find almost
anything on this website with a single click.
Note that the Maps section, and the related
regional maps and tables of contacts, can also be used to find participating
The graphic also illustrates how some services which are planned in the
future, such as The GDI Forum™ and The GDI Alerts™, would fit into the other
GUIDE and SICR services. For those services to be launched, some of
the other services need to be in place already, and the network of corporate
participants needs to be developed so that these services can be designed
even more precisely around their interests.
The key to the entire process, however, is the relationship leaders who
provide the direct support to corporate executives. As the maps show,
we intend to divide the world into regions, have specialists grow the base
of knowledge and contacts in each region, and support hundreds of leading
companies through global relationship leaders in their areas.
The Direct Investment Decision "Funnel" :
The linked diagram illustrates the
typical location selection process for a major investment project. At
the beginning, there are many potential alternatives. These are
narrowed down to a "long list" of places which seem to merit closer
examination and screening for suitability. That yields an initial
"short list" of locations which seem suitable on the most critical factors,
but still require more careful analysis. The "short list" then becomes
an even shorter list of final contenders, and ultimately a couple of choices
which require even more detailed analysis and negotiations to determine the
most advantageous selection.
The same basic process can apply to alliances or M&A deals, as well as
the evaluation of existing locations, as in consolidation or post-merger
strategy decisions. "If we acquire the company, should we leave their
operations where they are?" "Do we need to reconsider where we need to
have operations in the future, and perhaps consolidate or relocate?"
The "funnel" shows how the various GUIDE services and the SICR
relationship support each step of that process, from the high-level
screening (GUIDE Network Survey, Area Profile) through the more detailed
analysis (GUIDE Area Report, Experience Report), leading into field research
involving the relevant support services as appropriate.
In effect, the more detailed GUIDE services (Area Report, Experience
Report) empower an executive to "look ahead" down the funnel, perhaps
considering the potential places which would otherwise be screened out to
save time and effort, but which might prove to be superior solutions on
closer inspection. This should increase investor confidence in the
final "short list" selections, and save a lot of time. It makes field
research more efficient and competing areas more comparable, because a lot
of valuable knowledge is already "on the shelf", so that executives can
focus on what is critical to their needs, rather than very basic research..
|The Foundation : Building The
Market Structure on Relationships
(NOT YET COMPLETE)
The linked graphic shows how everything
we do builds from the foundation of value added for corporate executives and
the service providers and area representatives who serve their investment
At the top, the SICR and GUIDE services are delivered through the
personal work of the relationship leaders, and all the related marketing
activities of the firm to develop and maintain relationships among the
executives responsible for major investment projects.
Below that, a variety of specific services support such work, built upon
the foundation of investment (at the bottom) based upon the benefits
delivered among the three groups of participants. All three groups
invest in the process - the companies through their projects, and the areas
and service providers through their commitments to this process and all the
other things they do to support direct investment projects.
If you add it
up, there is a staggering amount of money invested all over the world to
support direct investment flows, but because it is all highly fragmented in
pursuit of local self-interests, the inefficiency of the total market is
easily overlooked. It's a classic example of "not seeing the
forest for the trees". From a macro perspective, there is potential
for collaboration which is not always apparent at the micro level of direct
competition for one specific project after another.
|The "GDI Funnel" -
Attraction and Retention