On how to do a good job in attracting investment (Liu Wei)

First of all, investment must be carefully planned and coordinated. Investment attraction is an overall and systematic project, involving many different aspects and links, and it is also an interrelated whole. In order to make this huge and complex system engineering run in an orderly way, work together with one heart and one mind, and achieve the expected goal, it is necessary to make a good plan and overall plan for attracting investment. Investment promotion planning should have accurate target positioning, strategic height, overall view, long-term vision, know yourself and yourself, grasp the advantages, break through the routine, find another way, be innovative and realistic, and at the same time seize the opportunity and moderately advance. The planning and procedures for attracting investment should establish objectives-extensively collecting information from all sides-formulating various schemes-comparing and selecting various schemes-implementing schemes-tracking and feedback after the scheme is implemented. To do a good job in the overall planning of attracting investment is to have a special organization to grasp, coordinate and control from the overall situation, coordinate with the overall regional economy, layout rules and infrastructure construction, and all departments are twisted into a rope, standardized and orderly, so as to promote attracting investment. Second, do a good job in image design, publicity and promotion of attracting investment, and establish a good regional image and brand. The image problem of attracting investment is, in the final analysis, the problem of regional image. With the increasing difficulty of attracting investment, shaping the image, promoting the image, injecting freshness and sense of the times into the regional image, and improving the visibility and credibility of the region at home and abroad have become the key issues that people attach great importance to in attracting investment. In the regional image design of attracting investment (such as introducing and popularizing CIS), it is necessary to have an accurate regional image positioning. On the basis of careful adjustment and research on the actual situation of regional image, the factors such as regional image concept and behavior standard are determined and expressed through the development of visual recognition system. The designed regional image must truly show the inner spirit of the region and embody the characteristics of "truth, goodness and beauty". After the regional image design is completed, the key is to promote it in various practices, so as to create an atmosphere of attracting investment internally, form an awareness of attracting investment, raise awareness of the importance of attracting investment in the region, mobilize all forces to participate in attracting investment, and realize the socialization of attracting investment; We can focus on the social perspective, enhance regional credit, publicize investment advantages, guide capital inflows, and create investment hotspots. Therefore, it is necessary to innovate means, broaden channels, make good use of media, grasp key points and do a good job in attracting investment realistically, so as to get twice the result with half the effort. At present, the main forms of publicity and promotion are: compiling picture books, making CDs, compiling materials, three-dimensional media promotion, holding press conferences, investment briefings or investment symposiums, etc. At the same time, we should also grasp the key points of propaganda work, concentrate propaganda power, and highlight the propaganda of major decisions, major events, major projects and important achievements. Third, fruitful negotiations should be held to attract investment. Investment negotiation is the key to the success of attracting investment. In investment negotiations, we must grasp the following principles or pay attention to the following issues: we must understand each other's intentions, goals and strategies; Mutual respect, equality and mutual benefit; Focus on building advantages such as policies and environment; Firmly establish the principle of good faith; Grasp the discretion and be legal and reasonable; Pay attention to improving the efficiency of negotiation; Negotiators should be relatively stable and pay attention to investment etiquette, including investment etiquette principles, visits, receptions, banquets, signing contracts and other etiquette; Investment projects should "shop around", expand investment targets and information, broaden their horizons and grasp the investment negotiation situation; Investment negotiations should sum up experiences and lessons in time. Investment negotiations must be well prepared, which is an important link. It is to understand and master all aspects of the negotiation, conduct analysis and research, choose the negotiation goal, draw up the negotiation plan and determine the appropriate negotiation organization form before the formal start of the investment negotiation. The process of investment negotiation is a contest between investors, so we must master the negotiation strategies and skills, otherwise we will create obstacles for ourselves and even misunderstand investors, making the negotiation passive. In terms of opening strategies and skills, we should create an open atmosphere; Seek the basis of cooperation and choose the open strategy of negotiation, reservation, frankness and enterprising according to the actual situation; Introduce the concerns and interests of the negotiators to promote the smooth and in-depth negotiations. The strategies and skills in the negotiation process should be: sincerely care for each other; Be an active listener; Be good at selling your opinions, don't be emotional, and close the door and say nothing. At the same time, we should be diligent in thinking, be good at summing up, and see through all kinds of traps and traps to prevent being deceived. The signing of investment promotion is the ultimate goal of investment promotion negotiation activities, and whether the signing work is correct or not is related to the success or failure of investment promotion. Therefore, at this stage, it is necessary to grasp the intention of signing the contract, clarify the position to the other party, show the last card, help the other party to relieve their worries, clarify the rights and obligations of all parties, propose the liability for breach of contract, and then draft and sign the contract text. At the same time, do a good job in summing up the negotiations and strengthen the performance of the contract in order to achieve the economic goals of both parties to the negotiations. Fourth, we should master some effective methods to attract investment. An important step in attracting investment is to use all possible methods and means to achieve the success of attracting investment. Practice has proved that the effective and widely used methods are: group investment, media investment, theme investment, intermediary investment, network investment, exhibition investment, cultural investment, tourism investment, business investment, friends, consultants investment, academic investment, joint investment, agency investment, small team investment, employment investment, listing capital increase and so on. At the same time, we should combine family attraction, personality attraction, policy attraction, cost attraction, resource attraction, market attraction, talent attraction, environment attraction and supporting attraction to do a good job in attracting investment. The above methods and ways of attracting investment can be coordinated, crossed and comprehensively applied. As long as investment personnel adhere to the principle of customer-oriented, study new situations and explore new ways according to new situations, they can constantly explore new ideas and methods for attracting investment.