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Renata RamalhosaDirector UK Trade and Investment Portugal 5th December 2012
COMMERCIAL DIPLOMACY
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 UKGovernment Departments
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Balanced Wheel
Championing and enhancing resilience of UK
economy
Strategic relationship
management and consensus building
Prosperity reporting and
analysis
Long term, high impact
campaigns in support of prosperity objectives
Short term tactical
commercial and economic
campaigns [and lobbying ]
Leveraging Ministerial and
other influential support
Delivering services to business, including
global level playing field
work
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FCO/UKTI Agreement
UKTI
HMA
FCO
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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
4 Pathways Towards Mission - 1
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PATHWAY 3 - INWARD INVESTMENT
_ Total number of projects – 12*Of which 10 are HV and GQ togetherOf 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)
4 Pathways Towards Mission - 2
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’s mission
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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-to-government 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
30% intwo years*
Crucial role of
UK Regions to
support UKTI
posts in the
world
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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.
• Our advisers are overwhelmingly from the private sector, with experience in international trade/investment.
UKTI has more than
1,200staff in over
100overseas markets.
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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
16CBIUNCLASSIFIED
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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.
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?
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Work with UK-based businesses to ensure their success in and
through Portugal
Portugal as a Platform to other Portuguese Speaking countries (Angola, Brazil,
Mozambique, etc.).
2011 - more than 300 UK companies supported
Currently working with 600 key account companies.
Encourage Portuguese companies to bring their high-quality investment to the UK
Opening new markets for Portuguese companies (ex. springboard to Middle East
and Commonwealth markets)
Working with other Portuguese speaking countries companies looking at having (or
expanding) an European presence
Since 2007 - 41 Portuguese companies supported to land and expand their
activities in the UK
UKTI Strategic Partners
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Key Accounts
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Platform
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Partner with Portuguese companies in those markets
Low Investment
Low Risk
Partner of Choice
Portuguese Language
Market Knowledge
Cultural Affinity
Bilateral Agreements
Low Risk
Platform
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INVESTMENT PERSPECTIVE
Portuguese Speaking Markets’
FDIPORTUGAL
BRAZIL
UK
Platform
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“Having a similar culture and speaking the same language we are puttingdown two relevant barriers and giving comfort to the other part.” MrCarneiro also recognises that using this route Sage “is perhaps progressingfaster in Brazil”.
“Using Portugal as a platform to Brazil has plenty of advantages, the main ofwhich is the Portuguese language (...) project documents in Brazil are inPortuguese and the understanding of business culture make it a loteasier 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 withcost efficiencies, industrialization and knowledge we can see how far a goodworking relationship can generate.”
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Events – UKTI Portugal
Event Date DescriptionInward 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 ClusterPortugal’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 TechnologiesExhibition/Energy Efficiency and Green Deal – Lisbon
12th March 2013 Event that identifies opportunities for UK companies across the Low Carbon technologies’ sector
UK and Portugal
• 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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Long-lasting commercial relationship
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Further information
T +351 213 924 057
www.ukti.gov.uk
Contact
linkedin.com/ukti
twitter.com/ukti
youtube.com/uktiweb
flickr.com/ukti
blog.ukti.gov.uk
Social media
BUSINESS IN PORTUGUESE
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Thank you