Renata Ramalhosa Director UK Trade and Investment Portugal

1. COMMERCIAL DIPLOMACY 5th December 2012 Renata Ramalhosa Director UK Trade and Investment Portugal 1

2. Prosperity Agenda – A Key Priority for the UK Government

3. Doubling UK exports to £1 trillion a year by 2020; getting 100,000 more UK companies exporting by 2020; getting one in four UK companies to export (European average) rather than one in five at present; and 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. The UK Government’s ambitions 3

4. How is UK Government delivering these ambitions? All UK Government Departments 4

5. Balanced Wheel 5

6. FCO/UKTI Agreement 6

7. 4 Pathways Towards Mission - 1 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

8. 4 Pathways Towards Mission - 2 PATHWAY 3 - INWARD INVESTMENT • _ Total number of projects – 12* • Of which 10 are HV and GQ together • Of 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)

9. UKTI’s mission Support UK companies to grow their business through international trade; connect UK business to the world’s top commercial opportunities; attract high quality inward investment to the UK; and establish whole-of-government relationships with major wealth creators to increase exports and investment. 9

10. 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. 10

11. UKTI Investment objectives for the UK 1. Secure £1.5 trillion in FDI stock by 2020. 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. 11

12. Maintain the UK’s position as the 2nd largest global defence exporter, with at least 20% of global defence sales. Achieve 5% of global security market. 3. Provide the essential government-to-government relationships which underpin commercial campaigns in these sectors. Defence and Security Organisation (DSO) objectives 12

13. • 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. Strategic Relationship Management (SRM) 13

14. UK Regions and UKTI’s Role Crucial role of UK Regions to support UKTI posts in the world 30% in two years* 14

15. 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 1,200 staff in over 100 overseas markets. 15

16. 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 CBI UNCLASSIFIED 16

17. 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. 17

18. UKTI Portugal BUSINESS IN PORTUGUESE

19. TOP Economic and Commercial priorities

20. UK Trade & Investment - How we deliver it in Portugal?

21. UKTI Strategic Partners

22. Key Accounts

23. Platform Portuguese Language Market Knowledge Cultural Affinity Bilateral Agreements Low Risk Low Investment Low Risk Partner of Choice Partnerwith Portuguese companies in thosemarkets

24. Platform INVESTMENT PERSPECTIVE UK Portuguese Speaking Markets’ FDI PORTUGAL BRAZIL

25. Platform “Having a similar culture and speaking the same language we are putting down two relevant barriers and giving comfort to the other part.” Mr Carneiro also recognises that using this route Sage “is perhaps progressing faster in Brazil”. “Using Portugal as a platform to Brazil has plenty of advantages, the main of which is the Portuguese language (...) project documents in Brazil are in Portuguese and the understanding of business culture make it a lot easier 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 with cost efficiencies, industrialization and knowledge we can see how far a good working relationship can generate.”

26. Events – UKTI Portugal

27. UK and Portugal Long-lasting commercial relationship 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

29. Further information Social media Contact E Renata.Ramalhosa@fco.gsi.gov.uk T +351 213 924 057 www.ukti.gov.uk linkedin.com/ukti twitter.com/ukti youtube.com/uktiweb flickr.com/ukti blog.ukti.gov.uk 29

30. BUSINESS IN PORTUGUESE Thank you