Towards the Next Generation of IPAs 2nd Edition

Thanks to our donors and partner countries: 


Course direction:

Inter-American Development Bank (IDB) (, through its Integration and Trade Sector.


Inter-American Development Bank (IDB) (, through its Integration and Trade Sector in collaboration with The Institute for the Integration of Latin America and the Caribbean (INTAL) (

In collaboration with:

The Inter-American Institute for Economic and Social Development (INDES) ( Contributes to the pedagogical review of the materials and tutor's training.

The Center for Distance Foundation for Economic and Technological Development (CEDDET) ( Works in the academic monitoring of the participants through their virtual learning platform.



Main Goal


This is an opportunity to increase skills and knowledge in Investment Promotion tools which will assist participants to develop and implement new strategies to attract investment and promote job creation, presenting innovative programs and institutional best practices.


The main aim of this course is to enable participants to develop a more focused strategy to bolster their country or territory as a favorable destination for FDI. The program will address the key challenges of how to create job opportunities in an increasingly challenging global economic environment and to understand the wider role of ‘Economic Development’. This is an opportunity to identify new trends in the ‘Value Chain’ leading to job creation. It is also an opportunity to promote linkages between Indigenous SMEs and Multinationals, which will lead to increased exports and transfer of technologies and business practices.


The proposed program seeks to focus on five aspects viewed as key characteristics of all successful IPAs and then supplemented with an industry-based project that seeks to examine and develop one of the aspects in their own organisation. The first aspect that all IPA staff needs to be aware is the function of their organisation and their purpose. Only once the purpose is understood can they truly recognize the services that are offered by IPAs. The second aspect is to be able to strategically attract inward investment to a particular country/territory. In the modern context not all the services are provided physically and they can be offered digitally or via a smart mobile phone. Third, inward investment requires appropriate facilitation services which can ease the burden of regulation and business set. In many countries this also implies coordinating with various national and regional authorities so that business start-up and expansion can be carried out in a seamless manner. The fourth aspect deals with post investment services linked to developing and growing the firm. The fifth aspect deals with all the investment services that are now a commonplace in the world of FDI such as private-public partnerships (PPPs). The modules within the program are illustrated in Figure 1 below.

Figure 1: The Structure of the Program


Specific goals

 Learning Outcomes.


On successful completion of this program, participants will be able to:


  • Provide arguments to validate the impact of FDI attraction and its importance for the country’s economic development;
  • Understand the investment generation project cycle, and a profound understanding of the theories and practical knowledge of developing an appropriate portfolio of services to attract FDI to their country/region/city/territory;
  • Review institutional best practices; innovative programs and the tools to replicate them in their home country/territory;
  • Demonstrate a deep understanding of the different types of FDI that can take place and the types of pre-, post- and during-event facilitation that needs to be carried out;
  • Design appropriate government policies at the national/regional/municipal/territorial levels to enhance the attraction, facilitate, develop and grow FDI;
  • Design an appropriate IPA organizational structure and functions that meets the needs of the country/region/city/territory;
  • Develop the strategic framework for the IPA that meets the needs of the country/region/city/territory; produce a sector based investment attraction selection strategy;

In addition to the learning outcome, a relevant goal of the course is to provide IPA executives of all levels (country, subnational, regional or city) as well as ministries, embassies/high commissions and consulates around the globe, and executives of chambers of commerce, business associations, economic free zones, technological parks and economic development organizations, with the new ideas, training, skills development and expertise required to implement competitive investor targeting programmes. Executives of the organizations mentioned above benefit from the opportunity to:


  • Upgrade and sharpen their knowledge base and skills;
  • Get briefed on the latest trends in international business;
  • Learn about good practices in investment promotion, at the national, regional and local levels;
  • Get detailed answers from the consultants, corporate executives and professional trainers;
  • Network with their peers, sharing ideas and benchmarking their own institution performance and strategies.

Course dates:  From April 30 to July 08, 2018 (10 weeks)

Teaching weeks:  7 weeks.

Target audience:

We anticipate that the participants will be the following organizations from IDB borrowing member countries:

  • Investment promotion executives from national- and subnational-level IPAs, city-level organizations and transnational agencies
  • Chambers of commerce
  • Business associations
  • IPAs/ economic development organizations, associations or foundations.
  • Embassies/consulates overseas
  • Key personnel from ministries and municipalities linked to exports and IED.
  • Executives involved in attracting inward investment and the promotion of domestic industry
  • Industrials interested in foreign direct investment / joint ventures / cluster zones and business parks
  • Personnel from special economic free zones


This program is aimed exclusively to those participants that have been nominated by the Director of the course. A total of 45 participants will be selected. The program is specially designed for officials and executive staff belong to national, or subnational economic development organizations (EDO) and IPAs in Latin America and the Caribbean, including public-private partnerships working together with other actors to improve the regional economy they focus on.


The participants will at least have a University degree in a related field and a minimum of experience of at least 3 years in FDI attraction, foreign trade, EDOs or/and consulting firms related to exports and investments. Proficiency in English is required. The participants can work for any national/regional/city/territory based organization in the LAC region.



Price for the general public:

The price for participants without a grant is 3000 USD.

However, in order to contribute to modernisation and institution building in Latin America and the Caribbean, the Inter-American Development Bank (IDB) has provided 45 grants for all Latin American and Caribbean participants who pass the selection process.

Course methodology:

The number of participants is 45, and all participants start and finish the course at the same time. During this period, the participants will have to participate in an online discussion forum, answer quizzes and resolve case studies. Furthermore, the participants will be monitored weekly to evaluate their participation in the activities and the level of knowledge acquired.


Teaching team:  

Course director:

  • Marian Scheifler.

Ph. Ph.D. in Economics, Diplôme d'Etudes Approffondies (DEA), Master in Foreign Trade Techniques and Graduate in Economics specializing in International Studies. Eight years experience in FDI management at Investment Promotion Agencies, both national and regional levels, Invest in Spain and Madrid Regional Government. Expertise in public management and building public-private interfaces in international relations, innovation and technology transfer, Madrid Regional Government and Madrid Research Institute. Twelve years teaching and research experience in different universities, publishing numerous papers including two books on fields concerning Industrial and Regional Economics and the Economy of Business Location. International consultant and partner of SIFDI, independent private company proficient in the analysis and design of FDI-attraction policies, the implementation and management of IPAs. and the provision of efficient solutions for foreign investment projects in Spain.





  • Ashraf Ali Mahate

BSc. (Hons.), MSc.(Econ.), PhD.(Finance), Dip.H.E., MCIM, MInstCM, ACAMS. Chief Economist For Trade and Export Market Development. Dr. Ashraf Mahate is currently the Chief Economist for Trade and Export Market Development at Dubai Exports, which is the trade promotion organisation within the Emirate of Dubai and an agency of the Dubai Department of Economic Development part of the Government of Dubai. In his current capacity, Dr. Mahate provides econometric analysis, information and advice to key decision makers that promotes a structured as well as detailed understanding of trade and trade policy's role in economic growth, diversification and development of Dubai and the United Arab Emirates. Dr. Mahate embarked on his career as an academic initially with Cass City University Business School part of City University in London in 1990. He later moved to Dubai in January 2000 and continued to be an academic commanding senior positions in international universities based in the emirate. With extensive regional experience Dr. Mahate is also a consultant with the International Trade Center which is part of the World Trade Organisation and the United Nations Committee on Trade and Development (UNCTAD) as well as the Inter-American Development Bank. He is currently carrying out joint research with the Inter-American Development Bank and UNCTAD. Dr. Mahate received his doctorate from Cass City University Business School in London (UK). He read Economics at University College London which is one of the principal colleges within the University of London followed by a Masters in International Economics and Banking at the University of Wales in Cardiff. Dr. Mahate is a professional educator and received his training at the Institute of Education (University of London). Currently, Dr. Mahate is a member of the Chartered Institute of Managers (UK) and a Member of the Institute of Commercial Management (UK). Additionally, Dr. Mahate is a member of the Association of Certified Anti-Money Laundering Specialists (ACAMS).


  • Patrick Daly.

Ireland. Masters in Business Administration. Has over 25 years experience working in investment promotion, economic and enterprise development, trade and export promotion and investment banking. Worked for a number of years with the Irish state IPA IDA Ireland, as Nordic Director based in Stockholm and was for 16 years the Irish and UK representative of the Norwegian state enterprise promotion organisation, Innovation Norway. He has worked with IPAs and economic ministries in Europe, Africa, Central and South East Asia and the Caribbean on developing strategies and structures for investment and enterprise development, and with international organisations including BID, UNCTAD, EU, GIZ, USAID etc.

  • Carolina Arriagada Peters .

Managing Director. Cities & Collaboration Ltd. With extensive experience in international trade & investment acquired during her time at London & Partners, the official promotional organisation for the British capital, and its predecessor Think London, Carolina Arriagada Peters. designed and delivered ambitious Foreign Direct Investment plans.  She set up and led a talented team attracting high quality companies into London from Europe, the Middle East, Africa and Latin America, delivering over 10,000 jobs for the Capital.  Her work ranged from developing value propositions for new and existing investors to managing complex pipelines from over 80 countries, and working with a wide range of stakeholders to join forces and raise London’s reputation. A systemic thinker with extensive knowledge of how ecosystems and clusters function, she developed new aftercare services and organised regular round tables with Development Agencies to exchange best practice, facilitate peer-to-peer learning and publish insights into the future of FDI.  Carolina spearheaded an innovative paid-for consultancy service. This was a first in class international commercial venture sharing London’s economic development know-how with other international locations. She undertook an extensive c-suite consultation to assess the feasibility of developing a London-wide innovation service portfolio and put a variety of international programmes in place. Carolina established Cities & Collaboration in 2015 to bring her experience in international trade and economic development to a wider audience. Focusing on collaboration as a means to strengthen location attractiveness, she regularly advises and trains locations on how to engage in dialogues that secure investment, maximise international outreach, and create new opportunities for all sectors of society. She holds a degree in communications, an MBA from Universidad Adolfo Ibanez and a Masters in Corporate Communication from University of Westminster. She sits at several boards and regularly speaks at events.

  • Camilla Sharp

With over 20 years of experience in foreign direct investment, Camilla has worked for regional and central government in Spain (IMADE, PromoMadrid and Invest), local government in the UK and for Conway Events, a specialist manager of FDI conferences and training programmes.  Prior to these roles, she worked as a journalist, a venture capitalist and a management consultant for KPMG.  She holds a BA in Classics from the University of Exeter and a Postgraduate Diploma in Marketing from the Chartered Institute of Marketing, both in the UK.  She speaks English, Spanish and passable French.

  • Katharina Arnold.

Katharina Arnold, founder of Kaliber Services is a consultant active in the field of FDI and international expansion. During the last 10 years she supported companies from different industries performing international expansion, market entry and communication strategies, as well as site selection projects. She also consulted investment promotion agencies on their foreign direct investment attraction, promotion and trade activities, as well as develop communication and marketing strategies. She provides expert analysis on investment trends across multiple sectors and has hands-on experience with investment promotion agencies from Europe, Asia, UAE and US.Since 2018 Ms. Arnold is also an advisor on Google Campus, supporting startups in scaling their business internationally and VCs in investing in the ecosystem. Prior to creating Kaliber in 2017, Ms. Arnold worked for Conway Advisory, a leading FDI consulting firm, where she advised worldwide enterprises supporting their site selection process, through market entry studies, location analysis and incentives support. She also managed worldwide lead generation projects, developed industry strategies, delivered trainings and marketing campaigns for countries, regions, cities and industrial parks. In 2011 she developed the international communication campaign for the city of Warsaw and in 2009 she worked for the London government, managing investment projects expanding to London. Ms. Arnold also worked in a social media agency in Barcelona and the European Parliament in Brussels.Ms. Arnold is a Bilingual native German and Polish speaker and also speaks English, Spanish and French fluently. She has a Bachelor in Public Relations and Advertisement from the Communication Department of the Universidad de Navarra in Pamplona, Spain and a Young Entrepreneurs Business certificate from the European Business School (EBS), in London

  • Marian Scheifler.

See Director section.



Module 0 : “Navigation in the virtual classroom” (3 days).

Module 1: "FDI and the IPA: Definition, Function, Strategy Development and Organizational Services" Ashraf Ali Mahate " (one week).

Module 2: "Strategic Inward Investment Attraction" Patrick Daly (one week).

Module 3: "IPA´s Services Catalogue" Camilla Sharp (one week).


 Module 4: "Communications Strategy" Katharina Arnold (one week).

Module 5: "Aftercare and Policy Advocacy" Carolina Arriagada  (one week).

Module 6: "Organizational and Management Tools" Marian Scheifler  (one week).

Module 7:  "Practical Exercise"Ashraf Ali Mahate  (one week).


Note: These materials have been revised in light of the ministerial decisions taken in the framework of the 9th World Trade Organization Ministerial Conference held in Bali, Indonesia, in December 2013. The adjustments were made in order to reflect a higher alignment between the course topics and the priorities identified in Bali’s Ministerial Declaration and decisions, where all IDB members participated. 

Bali Ministerial Declaration and decisions


The Inter-American Development Bank (IDB), through its Integration and Trade Sector, will issue a diploma of achievement for participants who meet the objectives of the course and pass the respective evaluation tests.


The Management of the course, based on the evaluation of each tutor on participation in the proposed activities, will be responsible for assessing if the participant meets the criteria of enforceability for the achievement of the diploma.

Feedback and Quality Improvement:

All participants will be asked to answer a satisfaction survey. The CEDDET Foundation guarantees the responses will remain strictly anonymous since all data is stored on the server of a notary in Spain.


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