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case studies
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International Business Wales
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| "Through our work with DCI, we have been in direct contact with more than 3,500 U.S.-based companies to discuss the benefits of operating a business in Wales. We are expecting to secure multiple project commitments as a result of our successful PDQ program." |
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Mel Hiscox
Vice President
International Business Wales | | |
The Challenge
As Wales transitioned from an economy based on heavy industries, such as mining and manufacturing, to a technology and services-driven market, the International Business Wales team sought to promote the country's assets in this new landscape. Wales was pursuing four distinct target industries, but needed to hone its message and value propositions to clearly communicate its location advantages to C-level executives.
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The DCI Roadmap
• Work with the International Business Wales team to identify and define several unique value and business propositions for companies interested in locating or expanding in the country;
• Using a predictive model, identify a group of companies within each of Wales' four target industries exhibiting behaviors that preface corporate development activity;
• Turn to DCI's Prospect Development/ Qualification team for a multifaceted outreach program, which would involve direct communication with C-level executives to identify companies with European expansion plans;
• Schedule in-person appointments and teleconferencing opportunities with prospective investors. |
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The Results
• DCI helped Wales clearly define its value propositions for potential investors, including its lower operating costs (compared to other parts of the United Kingdom), one of the lowest attrition rates in Europe thanks to a strong work ethic, and less competition to attract skilled workers than other countries in the European Union.
• Acting as a partner and extension of the International Business Wales team in North America, DCI arranged more than 100 face-to-face meetings and teleconferences with qualified prospects.
• DCI has helped Wales secure multiple visits by outside investors to the country to take tours, inspect potential site locations firsthand, experience Wales' business and cultural climate and meet with government officials, who are very accessible in this small country.
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