Development of measures to increase the investment attractiveness of the region (using the example of the Bryansk region). How to increase the investment attractiveness of an organization Measures to increase the investment attractiveness of an enterprise

In conditions of an unstable economic situation in the country, it is necessary to stand out and take into account all aspects of the activity that can interest a potential investor. Therefore, it is necessary to pay attention to all aspects of the life of an economic entity.

First of all, the investor will be interested in the products sold, including the industry in which the company operates, where it is located, and how enterprising the company’s management and its staff are. ATS Telecomservice LLC is engaged in attractive activities in an industry that is not yet saturated, which allows us to talk about development prospects in this market. The personnel in this company are qualified and interested in the development of the enterprise; it is located in the city of St. Petersburg, which, according to the investment climate rating in 2015, is in zone 1A - maximum potential - minimum risk. This is an ideal ratio for investing capital.

Without exception, all investors will be interested in the financial side of the enterprise. Considering that the company has been operating on the market for only three years, and one of them occurred during a difficult economic situation in the country, the company is developing steadily with positive dynamics, that is, all indicators of its activity are growing, however, it is worth paying more attention in the near future such indicators as:

Firstly, the ratio of inventories - accounts receivable - cash and cash equivalents is extremely unsatisfactory, since the company does not have free cash to begin investment activities, which is currently one of the most important tools for development. Also, by increasing cash or short-term financial investments, liquidity ratios will increase and remain in the standard value, which will also positively affect the investment attractiveness of the enterprise;

So, with a reduction in accounts receivable by approximately one third, 260 thousand rubles are released, which the enterprise can invest in short-term financial assets, the absolute liquidity ratio becomes equal to 0.4, which practically coincides with the normative one. If we do the same with reserves and reduce them by one third, another 170 thousand rubles will be released, and the enterprise must also use them for investment purposes. In this case, the absolute liquidity ratio will reach a value of 0.5, which is a standard value.

Secondly, it is necessary to increase the company's profitability. This can be done by reducing production costs. For example, it is necessary to analyze sales for 2015, and find out what exactly is in great demand, order it in large quantities to reduce transportation costs. This will reduce the cost of production.

When the cost decreases by 3%, an additional monetary resource appears in the amount of 50.7 thousand rubles, which will help increase profits by 28%.

Thirdly, it is necessary to improve turnover. This can be done in one of the following ways. To speed up the turnover of working capital at an enterprise, it is advisable to:

· planning the purchase of necessary goods;

· use of modern warehouses;

· improving demand forecasting;

· fast delivery of goods to customers (both wholesale and retail).

The second way to accelerate working capital turnover is to reduce accounts receivable. Those. as already mentioned, it is necessary to reduce accounts receivable through, for example, revising the terms of contracts and more careful selection of potential buyers. In this regard, the turnover at the enterprise will increase, and this will be considered in any case as a positive trend.

When all the indicated activities are completed, we obtain the following balance structure presented in Table 3.1.

Table 3.1 – Forecast structure of the balance sheet of ATS Telecomservice LLC

Based on the data presented in Table 3.1, we can conclude that the percentage ratio of accounts receivable - inventories - cash and cash equivalents 24 - 38 - 8 becomes optimal for this enterprise. Short-term financial investments also appear, which will allow the company to receive additional profit if they are well invested.

Table 3.2 – Calculation of the integral assessment of the investment attractiveness of an enterprise in the forecast period

By implementing the recommendations proposed to the enterprise, it is possible to achieve a significant increase in the investment attractiveness of the company; the integral assessment of investment attractiveness has increased by 56.7% compared to 2015. In the eyes of investors, the company will look much more successful and capable of gaining significant positions in the market, as well as expanding its capabilities in the market.

But investment attractiveness depends not only on the financial performance of the enterprise. Also, to increase its investment attractiveness, an enterprise can implement a number of measures, which will allow the company to better meet the requirements of investors.

The main activities that will be proposed for implementation at the enterprise ATS Telecomservice LLC are the following:

1. So, the first activity to increase investment attractiveness will be the development of a long-term development strategy. The consequences of this event: firstly, for a potential investor, the strategy demonstrates the company’s vision of its long-term prospects, and the strategy will also show how large-scale and far-sighted the plans of this enterprise are. Obviously, for an investor interested in the long-term development of an enterprise, having a clear strategy for the long term will be of great importance. Secondly, the investor will be able to get acquainted with what the company plans to do in the long term, that is, in addition to its core activities, whether there are any other prospects and development opportunities. Having a long-term development strategy involves developing a business plan.

2. The second activity, which will invariably increase the investment attractiveness of the company, will be business planning. The business plan examines in detail all aspects of the activity, substantiates the volume of necessary investments and the financing scheme, and the results of investments for the enterprise. The cash flow plan, calculated in the business plan, allows you to assess the ability of the enterprise to return the borrowed funds to the investor from the group of creditors and pay interest. For investor-owners, a business plan is the basis for conducting an assessment of the value of an enterprise and, accordingly, assessing the value of capital invested in the enterprise and justifying its development potential. But in order for this to become possible, it will be necessary to hire an economist to develop a strategy and business plan, because only a person who understands this issue will be able to correctly develop these important documents and present them to the investor.

3. The third thing a company can do is create its own credit history. A credit history will allow an investor to judge the enterprise’s experience in absorbing external investments and fulfilling obligations to creditors. Therefore, creating a credit history will help show the investor how responsibly the company approaches its debts. This way, an enterprise can issue and repay a bond issue for a relatively small amount with a short maturity. After repaying the loan, the company will move to a qualitatively different level in the eyes of investors, as a creditor capable of fulfilling its obligations in a timely manner. In the future, the enterprise will be able to attract both borrowed funds in the form of subsequent bond issues and direct investments on more favorable terms.

4. The fourth event that we will propose will be the most difficult event to increase investment attractiveness - reform (restructuring). A complete reform program includes a set of measures to comprehensively bring the company’s activities into line with changing market conditions and the developed strategy for its development. Restructuring or reform must take place at all stages of the life of an economic entity. That is, it will be necessary to reconsider the organizational structure of the enterprise, as well as management methods. Of course, this will help to use human resources more efficiently for the efficient operation of the enterprise. This will help the enterprise reach a qualitatively new level, which will help it occupy its niche in this industry.

In order for an enterprise to be interesting for investors, it is necessary to constantly monitor and adjust its investment attractiveness. This will help the company attract investment in the required amount. The development and implementation of the proposed measures will allow investors to consider this enterprise an attractive investment opportunity that is capable of not only generating the required level of income, but also competently and clearly setting out their plans for development. It should also be noted that the proposed measures are not very costly, but in addition to increasing the investment attractiveness of the enterprise, they can significantly improve the efficiency of the company.

Investments are the basis of the activities of any modern enterprise. In order for potential investors to agree to invest their money in the development of a company, it is necessary to demonstrate its stability, reliability, profitability, and competitiveness. For this purpose, qualitative indicators of investment attractiveness are used.

What is investment attractiveness

The set of financial, economic, commercial, quality indicators showing the stability of development and growth of the company, the positioning of the organization in the domestic and foreign markets is defined as the investment attractiveness of the enterprise.

The introduction of this concept pursues the following goals:

determining the current state of the organization and the direction of its development in the future;
preparing measures to attract new investors;
direct attraction of additional funds for specific projects.

Investments can be made into existing resources (technical renovation of production facilities), develop new ones, and expand existing working areas.

In other words, investment attractiveness is a series of actions that must be performed in order to show a potential investor the real benefits and future prospects after injecting capital into a company.

Determination methods

Normal development of an enterprise requires constant updating of existing production assets and capacities. It is not always possible to do this at your own expense. Therefore, it is advisable to attract third-party capital for these purposes. To do this, it is necessary to prove that the company’s investment attractiveness is high enough.

Determination of such a criterion can be carried out using various methods.

Integral method

All activities of the organization are grouped into certain blocks and their effectiveness is assessed. Three main independent sections are combined - general, special, control. Market position, reputation, dependence on various suppliers, and management efficiency are considered.

Expert method

It is characterized by a set of universal assessment criteria applied to a specific business entity in order to identify its strengths and weaknesses in the process of financial development and formation. Includes the current state of affairs, strategic planning, development, and the possibility of reform.

Cash flow discounting

It represents a set of estimates of future benefits in monetary terms from an investment, as well as the value of the investment object in the future after the direction of cash flows. External and internal influencing factors are identified, and recommendations are developed to improve the financial attractiveness of the organization.

The choice of a specific assessment method is based on the scope of the organization’s activities, the availability of the maximum number of indicators, using which you can comprehensively disclose economic activities, identify strengths and weaknesses, and show the reliability of investments.

Openness, reliability, stability, financial growth, and increased production have a positive effect on the interest of potential investors in the development of the enterprise. Indicators that influence the final decision of a potential investor must comprehensively disclose the activities of a particular unit. The main criterion is the presence of a stable income.

You need to understand that many people want to receive investment for development. There is huge competition in this market segment. Therefore, in order to get the desired money for development, you will need to convince investors of your reliability, the benefits of investments, and guarantees of profit. To do this, you will have to perform a detailed analysis of the main aspects of economic activity, namely:

level of turnover of existing assets;
real return on equity;
level of financial stability;
asset liquidity indicators.

Such data will help to present to a potential investor a real picture of the company’s life, the return on investment cycle, and the level of expected profitability.

Factors for assessing the attractiveness of an enterprise

In order to determine the reliability and profitability of investing in a specific investment object, it is advisable to perform a comprehensive assessment of the financial, commercial, production, and reparations condition of the unit. To do this, it is necessary to gradually determine the performance and reliability of individual areas.

The criteria for investment attractiveness are determined in the process of performing the following actions:

Assessments of the financial position of the company. Cash flows, values of existing assets, availability of net profit, and long-term contracts are checked.
Assessments of the production aspects of the enterprise. The state of fixed production assets, their productivity, the need to update or replace means of production.
Checking management factors. Organizational structure, labor costs, employee productivity, the ratio of labor costs to total costs at the existing level of productivity.
Determining the market position of the company. Availability of contracts with major suppliers, partners, sales volume, possibility of competition with other similar companies, sales of products abroad, level of business reputation.
Available legal factors. Availability of title documents, certificates, licenses, permits, expert opinions. No open litigation with other companies or individuals involving large sums.

The final conclusions regarding the expression of interest in a particular organization for the injection of new capital will be made based on an analysis of all factors to be assessed. Qualitative analysis helps to persuade the investor to your side and attract the desired funds.

How to attract investors

The high level of competition in the investment market forces potential borrowers to use all available ways to attract new capital. But here you also need to take into account the wishes of the other party, be able to win attention, gain trust, and quickly show key performance indicators of your activities.

To draw attention to your project and attract external capital, you should initially follow a few simple rules.

Decide what investments you are applying for. Foreigners, individuals, small and large companies, and the state can act as investors in business. Each of them pursues specific goals, sets conditions and deadlines for returning the money invested.
Convey information to the potential recipient about the reliability of the project. A well-formed business plan will show transparent indicators of the organization’s performance in terms of cash flow. A detailed analysis of the future market and the need for a product (service) play an important role in decision making.
Preparation of information documents. The start of any project begins with documentation. You need to prepare all the necessary documents (if you need to receive them, draw up a step-by-step plan for how all this will be accomplished). We only need up-to-date information. Do not overload with unnecessary papers - this is annoying and causes rejection.
Preparation of a plan for the distribution of future investments, as well as forecasts of their return on investment. This must be done in relation to actual prices on the day of the offer.
Flexibility. You can always find a compromise solution; you should learn to quickly adapt to the needs of a potential partner. It is possible that a potential investor may have his own vision for the project. There is no need to immediately reject such proposals.
Accepting criticism. Perseverance, perseverance and determination will undoubtedly be appreciated by a future investor, but you should not take a stand and show offense if specific mistakes or shortcomings are pointed out.

Only clearly thought out steps, a little drive, perseverance, a properly formed package of documents, and constant communication with the right people will help launch almost any project.

How to increase investment attractiveness

Additional capital is required not only by new but also by existing companies. To obtain it, it will be necessary to increase the level of economic and commercial reliability and create normal conditions for further long-term partnership cooperation. To do this, the company needs:

analyze the level of the existing financial condition, identify factors that negatively affect the attraction of new investors;
determine the demand for manufactured products (services provided) in the market, prepare measures for their adaptation to modern conditions;
demonstrate the openness of the financial system, the ability to trace the movement of cash flows, transparency of accounting;
take measures to optimize unprofitable assets, increase productivity levels, and reduce unproductive costs;
ensure a high level of business reputation, recognition of the company in the domestic and foreign markets (possibly by replacing the existing brand).

You can increase the chance of receiving investments by confirming your ability to quickly adapt to the requirements of the modern market, having a clear action plan for this, and also taking specific steps towards its implementation.

It is possible to receive investments in business development only if potential investors notice real signs of positive development of the enterprise. To do this, you will need to study the current market, rebuild your production, and think through every step on the path to improvement. This is the only way to make a profit, as well as ensure the profitability of investors' investments.

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For the development of any organization, capital from external sources is required. interested in making a profit and increasing it. They take into account and try in every possible way to avoid losses and for this they evaluate the effectiveness of investing in an existing project.

Investment attractiveness of the enterprise

The investment attractiveness of an enterprise is a set of characteristics that show how effective it is to invest money in the further development of the enterprise. The predominant indicator is the factor of obtaining a stable income over a long period.

Today, many companies are in fierce competition to obtain additional capital for the development of a future project. Basically, they invest money in a project that is carefully designed; the investor can clearly see the picture of income after implementation. Therefore, it is worth developing a report with financial indicators, where you can see the nuances.

Assessment of the investment attractiveness of an enterprise is carried out by calculating the economic condition of the enterprise using financial indicators. These indicators include:

liquidity - shows how quickly a company can turn its assets into cash when necessary;
property status - reflects the share of current and non-current assets in the total property of the enterprise;
business activity - the indicator characterizes all financial processes in the enterprise, on which the profit of the enterprise in turn depends;
financial dependence - shows the dependence of the enterprise on external sources of financing and whether it is possible to operate without additional funds;
profitability - reflects the efficiency of the enterprise's use of its financial capabilities.

It is worth remembering that the assessment of investment attractiveness includes indicators of resource availability, product profitability, number of personnel, level of production capacity utilization, depreciation of fixed assets, availability of fixed and production assets, and others.

Methods for assessing the investment attractiveness of an enterprise

Economists argue that there is no single method for determining the investment attractiveness of an enterprise. Each project requires an individual method followed by an analysis of investment attractiveness. Assessment is possible using different methods, which are based on the use of suitable indicators and analyzed factors. This article provides a comparative analysis of different types of assessment.

How to attract investors

If an enterprise needs additional funds, then management must take measures to increase the investment attractiveness of the enterprise.

There is practically no organization that does not need additional external capital. As is already known, investments help production grow, increase competitive advantages over other enterprises, profits increase, new technologies are introduced to improve production or. There are many advantages, but the main task lies in attracting funds.

There are a large number of ways to attract, but this does not mean the effectiveness of attraction. An ideal option would be to sell one business to open a new and potentially effective business.

First, you should sell the existing option at the highest possible cost. The development of the future project depends on the sale. As practice shows, such investors are people who want to invest their money in a profitable business, some of them have extensive experience behind them. In such cases, profit maximization will most likely be observed.

In cases of global capital shortage, you can resort to direct investment. In turn, this method is divided into:

investments from financial investors;
strategic type of investment.

The essence of the first is the possibility for an investor to acquire a small part of the shares (but not a controlling interest) with subsequent sale after 2-5 years; it is also possible to place shares on the securities market, where there is a large circle of investors.

The investor's main income will come from selling shares, and in turn, the investment attractiveness of the organization will increase. This option will suit both the investor and the manager.

Strategic investing is based on the investor acquiring a large block of shares for a long time, where the investor becomes another of the owners of the company. The main goal of a strategic investor is to purchase an existing company or merge with his company. This option saves in crisis situations, but it takes away the owner’s powers and the company becomes financially dependent on other sources of financing.

Investing in the form of borrowed funds

The enterprise does not want outsiders to interfere in its management; in this case, there are bank loans, leasing, and borrowing funds from legal entities and individuals.

This investment policy of an enterprise is expressed using the example of modern business development, when entrepreneurs have a unique mindset, but do not have funds. In such cases, they resort to a bank loan. In European countries, you can get a loan for business development at minimal interest rates, but in our country, on the contrary, they inflate the interest rate.

The terms of financing by investors range from one month to many years. In any case, the investor is interested in receiving interest from the use of his capital. The option is attractive and is available to many organizations, but the lender still requires fulfillment of obligations to pay interest and principal.

To increase the investment attractiveness of an enterprise, a number of measures can be taken:

any enterprise that seeks to develop, first of all, draws up long-term strategies that can be guided in the future;
is definitely required, where the goals and ways to achieve profit maximization will be clearly expressed;
there must be documentation of a legal examination in accordance with legislative norms;
the company must create a credit history for itself (this is very easy to do by applying for a small loan from banking institutions and returning it in a short period of time);
putting in order documents on the ownership of certain land plots and the company as a whole;
ensure that the rights of shareholders and the powers of owners are spelled out in the charter documents of the enterprise;

After identifying and collecting the entire package of documents, it is worth paying great attention to the production process of the organization. Management personnel - chief technologist, engineer, sales manager, economist-analyst, HR manager - can handle this better. They are required to identify the strengths and weaknesses that prevent the enterprise from developing rationally, to identify and eliminate bottlenecks. It is necessary to carefully work with risks, determine their threat level, and find ways to weaken or eliminate them altogether.

Upon completion of all activities, it is required to show the investor that the enterprise has ways to improve the functioning of the enterprise.

In conclusion, we can say that the investment attractiveness of an enterprise depends on rational management. In order to obtain capital, maximum effort is required.

High investment attractiveness is a key factor in increasing the competitiveness of the region and ensuring high and sustainable rates of economic growth. Measures to increase investment attractiveness are one of the main sections for the implementation of developed strategies and programs for the socio-economic development of Russian regions.
In the practice of our company, this range of issues was relevant when developing the development strategy for the Lipetsk region, the socio-economic development program for the Kursk region; currently, issues of increasing investment attractiveness are among the priorities when developing the development strategy for the Altai Territory.
We are currently working on a program for the development of international and interregional cooperation in the Krasnodar Territory, one of the key tasks of which is to increase the efficiency of attracting foreign investment to finance projects in the region. In the course of our cooperation with the Krasnodar Territory, significant attention was paid to the tasks of increasing the investment attractiveness of the region when developing a strategy for the development of the construction complex and the region as a whole. The tasks of increasing investment attractiveness are also relevant for other sectors of the economy and social sphere of the region. Their solution will create one of the most important institutional conditions for the development of these industries, for effective cooperation between state and municipal authorities and business. Therefore, one of the most important points in the region’s development strategy is the development of a comprehensive program to increase the investment attractiveness of the Krasnodar region.
To provide methodological support for the formation of such a program, the consulting group ROEL Consulting has developed a model of a comprehensive program for increasing the investment attractiveness of the territory, which includes not only actions to promote the region, but also a set of practical measures for the selection and initiation of investment projects, and the creation of investment support infrastructure. The technology for implementing such a set of measures was developed during our many years of work in the Vladimir region.
The program to increase investment attractiveness will allow:
 understand the situation with current investment activity in the region, assess the factors that promote and hinder investment activity;
 assess investment potential and investment risks;
 highlight priority areas of investment;
 develop an action plan to create an infrastructure to support investment activities;
 organize the attraction of investment resources.
The ROEL Consulting group assessed potential consumers of a modern program to increase investment attractiveness among the constituent entities of the Russian Federation, large cities and municipalities. As the analysis showed, among the potential customers of the product are 67 out of 86 constituent entities of the Federation, 82 out of 88 large cities, and about 200 municipal districts.
Here is a brief summary of the layout of the program for increasing the investment attractiveness of a territory (region, municipality) developed by CG ROEL Consulting.
1. Diagnostics of the socio-economic development of the territory.
2. Forecasts and scenarios for the development of the territory.
3. Priority areas for increasing the investment attractiveness of the territory.
4. List of measures to increase the investment attractiveness of the territory.
5. Target indicators for program implementation.
6. Resource support for program implementation.
7. Organization of program management.
8. Monitoring of program implementation.
As part of the diagnostics of the socio-economic development of the territory, an assessment of the economic and geographical position, spatial organization of the population and economy is carried out, the main trends in the development of the region are considered, and an analysis of the external environment is carried out.
The level of investment attractiveness of a territory is determined by a combination of factors, on the one hand, promoting investment activity, and on the other, hindering it.
The investment attractiveness of a territory is formed by 4 blocks of factors:
 investment potential;
 investment risk;
 investment activity;
 investment climate.
Investment potential is assessed based on a set of “private” types of potential: resource and raw materials, production, infrastructure, innovation, labor and others.
The program assesses such components of investment risk as: economic, social, criminal, environmental, financial and legislative.
Investment activity characterizes the intensity and scale of investment activity in the territory.
The investment climate within the framework of the developed program to increase investment attractiveness refers to the conditions for the use of investments in the economy, in particular:
 regulatory framework;
 tax regime;
 institutional conditions for investment activity, the availability of investor support infrastructures;
 level of administrative barriers, etc.
The section of the program that determines promising areas of investment in the regional economy includes an assessment of promising industries and sectors of the economy from the point of view of investment, selection and initiation of investment projects in these industries, and work with target investors.
The most promising sectors of the economy for investment will be determined based on an analysis of the capacity and profitability of sales markets, expected costs and the availability of necessary resources.
A new important block of the program is a section devoted to the issue of selection and initiation of investment projects in promising sectors of the economy. This section analyzes market opportunities in promising sectors of the regional economy, selects existing investment projects and evaluates their effectiveness, and develops new business projects.
One of the main differences between the layout of the program for increasing the investment attractiveness of a territory, developed by CG ROEL Consulting, and similar programs existing on the market is a seriously developed block for working with target investors. This section identifies target investors in promising business areas. Existing promising business ideas will be translated into investment proposal format for potential investors. It is planned to develop possible schemes for financing investment projects and prepare proposals to increase the share of state participation in them, including through the mechanism of public-private partnership.
As part of the work to create a favorable environment for development and attracting investment and economic development, proposals will be developed for:
 reducing the main investment risks;
 development of a regulatory framework that will facilitate investment attraction;
 institutional events.
The development of a regulatory framework that will help attract investment in promising industries will include an action plan for the development and adoption of the necessary legislative acts and policy documents.
Institutional measures to increase investment attractiveness involve the creation of an infrastructure to support investment activity. In particular, there must be created
 investment development agency;
 regional investment fund;
 regional venture fund;
 municipal collateral companies and regional collateral investment companies;
 unified investment distribution network;
 investment project support system;
 PR service for investment purposes.
Organizing the management of a program to increase investment attractiveness involves the development of a management scheme for the implementation of the program and an organizational schedule.
The comprehensive nature of the program to increase investment attractiveness provides the following advantages of its use as a regional management mechanism:
 interdepartmental and intersectoral nature (covers key sectors of the real sector of the economy and the social sphere; allows you to combine the efforts of industry divisions and divisions of the general economic block of regional administrations; provides connections with other programs);
 ensures consistency with the strategic actions of federal ministries and departments;
 ensures the integration of activities at different levels (federal, interregional, regional, municipal);
 includes federal targeted program activities implemented in the region, national projects, interregional and international programs, strategic investment projects, institutional events.
Returning to the prospects for cooperation with the Krasnodar Territory, we will outline a range of activities that, in our opinion, could complement the development of a comprehensive program to increase investment attractiveness or be part of this program.
1. Implementation of a training program for municipal specialists on the development and implementation of investment strategies of municipalities.
2. Formation of land collateral investment funds at the municipal level as a mechanism for increasing the investment attractiveness of the region. Improving the quality of state property management in the region.
3. Development of a strategy for the development of tourism in the Krasnodar region, in which significant attention will be paid to the issues of creating conditions for attracting investment in the development of tourism infrastructure.
4. Implementation of proposals from the English company Mabey & Johnson for the construction of quickly installed bridges, steel viaducts and other structures.
The ROEL group acts in the Krasnodar region not only as a consultant, but also as an investor, currently implementing a project to reform DSK No. 1, one of the largest enterprises in the region’s construction industry.
In conclusion, we note that the development of a program to increase the investment attractiveness of the region will make it possible to improve the investment climate of the region, select existing investment projects and initiate new projects with a high level of commercial efficiency, and attract the necessary investment resources to promising sectors of the economy.
Thus, the program to increase investment attractiveness will ensure the implementation of regional strategic development priorities.