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探討:特色小鎮和田園綜合體的招商模式
2018-11-15 15:57:11 作者:覃強鑌 瀏覽次數:944

一,招商模式的定義

關于招商模式的定義,概括起來就是制定特色小鎮的商業模式,借助政府公共平臺、各類市場平臺、媒介等方式,通過展示資源優勢,項目包裝優勢、經濟回報優勢等方式吸引投資,引入企業投資,帶動企業參與,從而推動特色小鎮的規劃、建設和運營。

招商模式的核心就是為特色小鎮制定完整的商業模式,此商業模式可以是當地政府作為主體進行規劃與設計,也可以是由當地政府牽頭,引入投資企業共同參與規劃與設計,其目的都是通過商業模式來吸引投資。

招商模式是當前特色小鎮建設最常用的吸引投資方式,也是競爭最激烈、最慘烈的“招商爭奪戰”。

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二,招商模式的功能

1、投資融資

特色小鎮是招商引資的新載體,招商引資也是特色小鎮成敗的關鍵點。由于特色小鎮建設所需資金量非常龐大,而且投資回報周期長,顯然僅僅依靠單一投資體是無非承擔的,因此,無論是通過政府投資、PPP、BOT、BT等方式還是吸引到民間資本的參與,都是通過招商手段達到引資融資的目的,解決特色小鎮建設的資金鏈問題。

2、產業項目建設

通過主動對接大型央企、國企、民營企業,結合產業項目的資源優勢,制訂貼身政策,吸引這些企業聯手進行項目的規劃、設計與建設,以更高的標準、更快的速度、更強的合力建設進行產業項目的建設,提升項目的規劃、設計和建設水平,打造精品工程。

3、產業項目經營

吸引央企、國企及民營企業等市場主體參與產業項目的經營管理和市場運作,營造融合產業功能、旅游功能、文化功能、社區功能,構筑集產業鏈、投資鏈、創新鏈、人才鏈、服務鏈于一體的特色小鎮產業發展生態圈。

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三,招商模式的原則

1、產業導向原則

以特色小鎮的核心產業為招商對象,選擇關聯企業、優勢企業優先進行商業合作洽談,整合雙方資源優勢,突出特色小鎮核心項目的產業特色。

2、產業集聚原則

以核心產業的發展推動特色小鎮形成既競爭又合作的產業集聚發展態勢,增強對特色小鎮外產業的吸納、集聚和輻射帶動力,使特色小鎮成為產業集中度最高的區塊,努力擴大規模經濟和范圍經濟效益,形成產業集聚效應。

3、重點突破原則

對重點企業、核心項目進行深度追蹤,主要領導主導跟進,洽談及拍板,確保項目招商工作取得突破。

4、人文特色原則

把文化基因植入產業發展、生態建設全過程,結合自身實際著力培育特色小鎮創新文化、延續歷史文化根脈、保護非物質文化遺產、打造獨特的山水文化,形成“人無我有”、“人有我優”的區域特色文化。

5、生態發展原則

重視生產和生態融合發展,做到特色小鎮生態特色與產業特色、當地自然風貌相協調,成為產業可持續發展和優良生態的風情小鎮。

6、合理公關的原則

招商引資離不開公關與交際。通過適當的渠道與方式,開展有針對性活動,進行公關宣傳和聯絡,樹立特色小鎮形象,提高知名度、美譽度和招商成功度。

7、多維度營銷原則

通過宣傳、廣告、投資機會說明會、項目洽談會、參觀、考察、交流等多維度營銷平臺為特色小鎮建設創造商機,營造招商氛圍。

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四,招商模式的運作

1、總體定位

特色小鎮的招商工作要想達到預定的目標,完成招商任務,首先需要對招商有綜合的定位,包括特色小鎮的形象定位、產業定位、項目定位、市場定位、招商主體定位等。

此外,特色小鎮不是行政建制鎮,而是按照創新、協調、綠色、開放、共享發展理念,聚焦特色產業,融合文化、旅游、社區功能的創新創業發展平臺。因此,特色小鎮的定位還包括旅游景區定位,即以打造5A級景區標準的旅游特色小鎮定位。

2、項目包裝

根據特色小鎮的產業定位以及項目定位,謀劃包裝一批項目,建立特色小鎮項目庫。

3、招商流程設計

設立招商工作組,制定特色小鎮招商工作中各個環節的職能、工作任務、工作評估方式等。

4、宣傳推廣及招商

通過各種平臺展示和推廣特色小鎮項目庫,與潛在招商對象進行商務洽談,對有意向的招商對象采用專人實時跟進方式,爭取達到招商合作。

5、招商發布

與合作對象共同舉行招商合作發布會,展示雙方合作模式,提高宣傳效應,帶動特色小鎮的其他招商工作。

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五,招商模式的管理

1、做好產業項目庫規劃

要體現特色小鎮的“特”,就需要政府主管部門根據當地文化、經濟、產業等特色資源進行精準定位,切實做好產業項目的規劃,設計和建立具有競爭吸引力的項目庫。

2、做好融資規劃

依據特色特色小鎮的總體規劃,由相關部門適時編制相應的融資規劃,確定特色小鎮建設的投資主體、投融資模式等,做好項目庫融資安排,針對具體項目的融資需求,統籌安排融資方式和融資總量。

3、做好招商平臺建設

建立特色小鎮招商大數據庫平臺,運用現代信息手段,搭建創新交流平臺、技術合作平臺、品牌發布平臺等,集成利用好各種高端要素,打通產業鏈、創新鏈、人才鏈,促進各種技術、資金、人才自由流動、高效利用。

4、做好全員招商工作

一是在全民參與再掀起招商引資高潮上實現新跨越。

二是在改進方式、提高招商引資質量上實現新跨越。

三是在兌現獎懲、完善招商引資機制上實現新跨越。

四是在突出重點擴大招商引資規模上實現新跨越。

五是在強化服務、努力實現招商引資環境建設上實現新跨越。

六是招商方式要大膽創新。

5、做好招商管理

建立特色小鎮招商管理平臺,對整個特色小鎮招商工作進行全面把控,確保特色小鎮招商引資工作都在受控狀態,降低成本的同時,提高營銷效果。

同時,通過特色小鎮招商工作循環系統,從系統策劃到戰略規劃,到戰術執行,到總結、評估與改進,對招商工作進行不斷的總結,不斷跟蹤,從而保證營銷的時效性。


                                  

TAG: 營銷戰略規劃品牌戰略管理

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