Changing the Business Model -- Adding Value Constantine Katsigiannis President HELLENIC-CANADIAN CHAMBER OF COMMERCE Constantine Katsigiannis President HELLENIC-CANADIAN CHAMBER OF COMMERCE

2 The Old Model – Value Added for the Times  Based on export of goods and services  Based on PIBD/PEMD support programs  Based on an organizational structure targeting export-ready clients, and designed to deliver trade fairs and missions

3 A New Business Model– Integrative Trade  A new communications reality  A new fiscal reality  A new operational reality  A new global environment  A short-mid term economic downturn

4 A New Model – Paradigm Shift  Focus on key elements of integrative trade - exports, two- way investment, innovation  Focus on global business opportunities, value chains, and intermediate products and services  Focus on client acquisition  Focus on deeper sectoral understanding

5 Key Elements in Transformation  Understand client needs  Understand value-added  Understand synergies and areas of overlap  Understand power of technology and networks  Understand business models and perspectives of foreign business

6 Realigning to Serve Clients, Add Value  Global Commerce Strategy and Rationalization of BFM  Strategic Review  Creation of Life Science Practice  Move to Sectoral and Client Acquisition Models  Transfer of Regional Offices  Structural alignment to reflect changing business model for integrative trade

7 International Business Development, Investment and Innovation Branch (BFM)  Create Wealth for Canadians  Match Canadian Opportunities and Capacity with International Demand.  Attract FDI and new Innovation - wealth generators with incredible competitive force  Value-added Commercial Information - Maximize Canada’s Global Potential  Champion the GCS and Integrative Trade Model  Commercial Policy Development and Analysis  Corporate Social Responsibility and International Trade Portfolio coherence  Create Wealth for Canadians  Match Canadian Opportunities and Capacity with International Demand.  Attract FDI and new Innovation - wealth generators with incredible competitive force  Value-added Commercial Information - Maximize Canada’s Global Potential  Champion the GCS and Integrative Trade Model  Commercial Policy Development and Analysis  Corporate Social Responsibility and International Trade Portfolio coherence A New Branch for a New Reality

8 The Global Commerce Strategy – Integrating Our Work Global Commerce Strategy: Three Objectives Expand Canadian Access to Global Markets Boost Canada’s Share of Global Investment and Innovation Strengthen Canada’s International Commercial Network Interrelated – Complementary -- Mutually Supportive

9 Sector Model – Engage Global Business Opportunities deeper expertise  Offering deeper expertise in priority sectors priority sectors  Selecting priority sectors using rational criteria for all business lines different approach  Using a different approach for specific sectors sector teams  Creating sector teams (also called “Practices”) experts as advisors  Engaging private sector experts as advisors  Getting ongoing input from private/public sector advisory boards  Creating departmental knowledge hubs  Embedding staff in sector organizations across Canada deeper expertise  Offering deeper expertise in priority sectors priority sectors  Selecting priority sectors using rational criteria for all business lines different approach  Using a different approach for specific sectors sector teams  Creating sector teams (also called “Practices”) experts as advisors  Engaging private sector experts as advisors  Getting ongoing input from private/public sector advisory boards  Creating departmental knowledge hubs  Embedding staff in sector organizations across Canada Match Capacity with Opportunity

10 Investment and Innovation are Key Drivers of Productivity Growth Investment in M&E gives workers access to tools that incorporate innovative technologies to increase productivity. Fostering long-term productivity growth requires policies that encourage both the development and interaction of innovation and investment Investment and Innovation go Hand in Hand Investment Innovation Innovation generates new knowledge and opportunities to link firms with global markets and new customers

11 DFAIT's FDI program to promote and attract FDI Improve Canada’s business climate through more active policy advocacy 1 Get the product right Raise Canada’s visibility as a competitive investment location 2 Get the message out Target key companies in proactive sectors & key markets 3 Proactive prospecting Collaborate with partners to provide aftercare services to key investors 4 Provide FDI aftercare Attract and expand FDI in Canada Harness investment network to… Raise visibility Influence decisions

12 HOMs and Investment – A Critical Role FDI – Essential driver for wealth creation, competitive growth, productivity and prosperity  Promote investment through prospect identification and attraction  Support partners through Network  Provide high-level support and aftercare  Promote re-investments and expansions HOMs:

13 Innovation – Critical to Wealth Creation and Prosperity  Canada must move beyond low value- added exports  The Knowledge Economy - value- added products and services  The Knowledge Economy is competitive and unrelenting  Innovation catalytic seed resources are needed  Leverage Canada’s industrial research capacity during economic downturn

14 Global Innovation Program - Filling a critical policy gap… S&T Strategy Global Innovation Program (GIP) Advantage Canada Global Commerce Strategy (GCS)