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INVESTMENT& E X P O R TP R O M O T I O NH A N D B O O K

for Moldovan Diplomatic Missions and Consular Offices

Republic of Moldova

The Handbook was developed by the Working Group for Economic Diplo-macy, consisting of the Ministry of Foreign Affairs and European Integration, Ministry of Economy and Infrastructure and the Investment Agency.

Chișinău, 2018 Edition

The current edition was developed with the support of the Economic Policy Advice to the Moldovan Government project, implemented by the German Development Cooperation through GIZ with the financial support of the German Federal Ministry for Economic Coop-eration and Development (BMZ) and the Swiss Agency for Development and Cooperation (SDC).

The views expressed in this publication are those of the authors and do not necessarily reflect the views of the BMZ and SDC.

CONTENTS

Introduction . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3

The concept of Foreign Direct Investments and Export Promotion . . . 5

Institutional Framework and Functional Relationships . . . . . . . . . . . . . 7

Institutional framework . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Functional Relations between the Commercial-Economic Offices

and State Institutions . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8

Investment and Export Promotion - Common and Individual Tools . . 13

Trade and Exports Promotion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13

Investment Attraction. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21

Investor aftercare . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25

Reporting, Monitoring and Evaluation Process . . . . . . . . . . . . . . . . . 26

Annexes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 36

References . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 43

Useful Contacts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44

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Investment and Export Promotion Handbook for Moldovan Diplomatic Missions and Consular Offices

IA

BPO

CEB

EA

FDI

MEI

MFAEI

MIEPO

NSIAEP

ICT

BPO

Automotive

TAFL

GIZ

BMZ

SDC

- Investment Agency

- Business-Processing Outsourcing

- Commercial-Economic Bureau

- Economic Attaché of the CEB

- Foreign Direct Investment

- Ministry of Economy and Infrastructure

- Ministry of Foreign Affairs and European Integration

- Moldova Investment and Export Promotion Organization

- National Strategy for Investment Attraction and Export Promotion

- Information and Communication Technology

- Business process outsourcing

- Automotive, machine building and equip-ment

- Manufacture of textile, clothing, footwear and leather goods

- Deutsche Gesellschaft für Internationale Zusammenarbeit (GIZ) GmbH

- Federal Minister for Economic Cooperation and Development

- Swiss Cooperation Office in Moldova

ABBREVIATIONS

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INTRODUCTION

Together with the acceleration of globalization processes, power in international relations has moved to the economic dimension, includ-ing the ability and capacity to integrate with the global economy. Therefore, economic diplomacy became one of the most essential elements of the foreign policies of all countries.

Economic diplomacy can be defined as the method by which states conduct their external economic relations. It uses the full spectrum of economic tools of a state to pursue its national interests. The scope of economic diplomacy can encompass all main internation-al economic activities of a state including, but not limited to, policy decisions and information facilitation aiming at steering exports, im-ports, investments, lending and aid.

The economic diplomats are those representatives of the diplomatic missions assigned to deal with economic diplomacy, being respon-sible for the economic cooperation within diplomatic missions and consular offices with home countries regarding trade, tourism and FDI promotion, cooperation in science and technology including re-search and development and Advocacy for the national business community.

This Investment and Export Promotion Handbook for Moldovan Dip-lomatic Missions and Consular Offices (Handbook) aims at offering a comprehensive understanding regarding the roles of the Economic Attachés of the CEB (hereinafter, EA). Also, it offers practical tips for the EA regarding identification of commercial partners, market anal-yses and promotion of the export and investments in the country of accreditation.

This Handbook is designed to be a guide for EAs, and diplomats responsible for the economic cooperation within diplomatic missions and consular offices, or generally any civil servant, empowered with foreign economic relations of the Republic of Moldova.


The current edition is based on the national policy regarding eco-nomic diplomacy and the respective legislative and normative back-ground. The Handbook was developed by the Working Group for Economic Diplomacy, consisting of the Ministry of Foreign Affairs and European Integration, Ministry of Economy and Infrastructure and the Investment Agency with the assistance of the Project Economic Pol-icy Advice to the Moldovan Government, implemented by GIZ with the financial support of BMZ and SDC.

We congratulate you with your assignment and wish lots of success, results and inspiration in your endeavors!

Research and study the market potentials and the volumeof consumption in your country of assignment;

Work within the framework of the country of accreditationdevelopment strategy;

Identify target companies for persuading them to start com-mercial relations with Moldova;

Coordinate with other stakeholders, such as diaspora, busi-ness associations etc.;

Monitor continuously the changes to the import and export regulations and commercial preferences and limitations as well as notify the concerned authorities to inform exporters, importers, and businessmen first-hand as diaspora, busi-ness associations etc.

Do market and company research before meeting with a potential investor, trade partner (importer) and domestic country company;

Stay in touch with your contacts and build trust;

Set SMART objectives and indicators for the annual plans;

Key messages to Economic Diplomats

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SMART

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The Government of the Republic of Moldova is responsible for promot-ing economic prosperity and sustainable development of the country. In order to ensure these processes, it elaborates and implements policies aimed at attracting those types of investment and promoting those types of exports which will have the most beneficial impact on the national economy. The main strategic document in this regard is the National Strategy on Investment Attraction and Export Promotion, hereinafter the Strategy, completed by the National Action Plan for the implementation of the strategy1. The Strategy sets the priority sectors for investments and export promotion, as specified below.

(ICT & BPO) Information and Communication Technology;

Business Process Outsourcing

(Renewables) Renewable Energy Sources

(Automotive) Automotive, Machine Building and Equipment

(TAFL) Manufacture of Textile, Clothing, Footwear and Leather

goods

Electronics and Electrical equipment

1 Governmental Decision Nr. 511 of 25.04.2016.

Food Processing and Livestock

Moldova’s competitive economic sectors for the investment and export promotion

THE CONCEPT OF FOREIGN DIRECT INVESTMENTS AND EXPORT PROMOTION

The concept of Foreign Direct Investments and Export Promotion

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Based on the Strategy for each competitive economic sector, a promo-tion campaign is designed. The basis for the campaign is the assembly of compelling messages which will encourage potential investors/ im-porters to take a closer look at the host market. With so many locations competing for a limited number of investors/ importers, differentiating the offer is crucial. The top-level messages need to be simple and cred-ible. They should boost business confidence and build the image of the economy as an investment destination and source of goods and servic-es for import based on its assets.

The targets for the promotion campaign are the companies, sectoral association, unions, generally, the business environment. There is no point in devoting resources to channeling messages outside this group, although in practice, the channels used will make the messages availa-ble to a wider audience.

The aim of a promotional campaign is to generate leads, that is, oppor-tunities for investment and export. If no leads – meaning companies and their representatives interested in Moldova – result from the activity, it is time to rethink the strategy!

In the sense of converting the leads into the project wins, the EA consults on the necessity the Working Group on Economic Diplomacy (Ministry of Economy and, Ministry of Foreign Affairs and European Integration and Investment Agency2), to better understand the characteristics of the relation between Moldova and the hosting country, strategic objectives, priorities and cooperation mechanisms.

The Investment Agency (IA), being the national promotional authority should assist and provide all the necessary data and information aimed at facilitating the interest of the potential foreign partner/company to in-vest In the Republic of Moldova, and/or promote the Moldovan export abroad.

2 According to the Government Decision no. 364 “on the organization and functioning of the Investment Agency”, the Public Institution the Organization for the Attraction of Investment and Export Promotion of Moldova is reorganized by transformation into the Investment Agency, a central administrative authority subordinated to the Government.

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The Commercial-Economic Bureaus are sometimes the first point of contact with potential foreign investors. That is why the expected results depend on the quality of the collaboration with the representatives of the commercial offices of the diplomatic missions.

Several key institutions are involved in foreign economic activity and have external representation networks mandated to promote econom-ic diplomacy objectives: Ministry of Economy and Infrastructure (MEI), Ministry of Foreign Affairs and European Integration (MFAIE) and the In-vestment Agency (IA).

In 2017 a Common Order3 was signed between MEI and MFAEI, which establishes a clear division of work and complementarity in the field of economic diplomacy. The Order aims to set up the Working Group (GL) for development, coordination and monitoring of the implementation of the Regulation on the Commercial-economic offices within the diplomat-ic missions of the Republic of Moldova abroad.

3 Common Order nr. 144-b-12 from 20 February 2017 on the achievement of the priorities of the eco-nomic diplomacy, optimization and efficiency of the commercial-economic offices (departments) within the diplomatic missions of the Republic of Moldova abroad, as well as their interaction with the public authorities.

INSTITUTIONAL FRAMEWORK ANDFUNCTIONAL RELATIONSHIPSInstitutional framework

Institutional Framework andFunctional Relationships

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The most important touch point on the interaction between MEI, MFAEI and IA is the continued use of the dedicated IT support network for dip-lomatic missions and consular offices of the Republic of Moldova abroad ([email protected]). This address represents a platform for collecting and disseminating requests / responses / suggestions on commercial dimension. The information received from the diplomatic missions is fil-tered depending on the mandate of the responsible institution, respec-tively the attributions of each institution in relation to the nature of the requests are as follows:

Relations with MEIThe EA and MEI assist/consult each other mutually, on the necessity, in the formulation of the national trade policy and investment attraction and export promotion strategy reporting on developments related to Moldo-va’s trade and economic relations with the host territory.

Relations with MFAEIA Diplomat (economic attaché or the diplomat responsible for economic affairs (ED), is officially posted by the MFAEI to an embassy or delegation in a foreign country or accredited to an international organization, the ED coordinates its activity, follows the regulations, instructions and the ac-tion plans, and reports directly to the Head of Mission, and to the MFAEI.

Relations with Investment AgencyThe main entitled institution is the Investment Agency (ex MIEPO), which is a specialized Agency subordinated to the Government of the Repub-lic of Moldova. IA is the only institution dealing exclusively with export promotion and investment attraction; the Agency serves as the focal point for the development of Moldova’s investment attraction and ex-port promotion activities and is responsible for implementation of the National Strategy for Investment Attraction and Export Promotion for the years 2016-2020, and other such policy documents, as well as accord-ing to its new mandate, it also takes over the task of promoting tourism through the absorption of the Tourism Agency.

Functional relations between the Commercial-economic offices and State Institutions

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With reference to the relations of the institutions with the Commer-cial-Economic Bureau, it is worth mentioning that while MEI provides policy guidance and MFAEI is responsible for foreign policy, IA has the mandate to implement the country’s policies abroad. In other words, IA’s activity on the commercial dimension is practically doubled by the economic attaché outside the country; thereby it is necessary to know the fundamental aspects of the activity of the institution.The Investment Agency (IA) has the mission to contribute sustainably to the economic development of the Republic of Moldova through:

Promoting the country’s image to attract foreign investment;

Supporting investment activity and protecting in-vestments;

Export promotion;

Promoting tourism;

Strengthening and imple-menting economic diplo-macy.

Promoting export

As far as the export promotion component is concerned, the institution supports local companies to find new markets, business partners and investors, providing support for various promotions such as:

• Identify local partners and suppliers, including facilitating meetings with them. In this respect, IA organizes business mis-sions for companies with export potential. These can be done by foreign companies in the Republic of Moldova - potential inves-tors, buyers and representatives of the wholesale networks that interact with Moldovan companies in order to conclude partner-ships, as well as study visits of local companies abroad in order to take over the foreign experience, to which different network-ing activities and specific training can be included.

• Providing information on sectoral analyzes and studies. IA develops annual sectoral promotional materials that are also dis-tributed to Embassies and Commercial and Economic Offices. (Example: Market study on the main export markets for Moldo-


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van wines, “Market study of honey in France”, “Guide to Exhibi-tion Participation” etc.). Also, IA manages the data of available electronic resources in the field of investment attraction, export promotion and image of the country.

• Economic Forums. As far as the forums are concerned, they are prepared on two dimensions: internal ones (Example: Pro-ex-port Forum, Moldova Business Week, regional forums, etc.) and abroad (Example: Moldovan-Emirate Forum). On these platforms, IA organizes country and sector presentations, networking ses-sions, buyer workshops, etc. In the case of buyers, among the guests are mandatory representatives of wholesale networks and restaurants networks, foreign sectoral associations and other personalities relevant to the conclusion of partnerships.

• Supporting domestic exporters of domestic services on in-ternational markets. In this respect, IA organizes local or inter-national sector specific events in order to promote local products on foreign markets (Example: Exposing products for 3 months to the largest networks in foreign countries).

• Assistance in promoting domestic products at international fairs by providing financial support in the form of grants for local companies. Some of the activities eligible for funding from the IA are as follows:

• Cost-effective sharing of programs to improve the competi-tiveness of Moldovan companies.

› rent of exhibition space, construction and design of the stand;

› participation fee at exhibitions and seminars; › logistics and sample transport services for exhibition, trade

fairs and events to promote exports and attract investment; › organizing conferences, networking sessions with buyers at

exhibitions; › organizing tastings and other presentations, etc.

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Promoting Investments

• Supporting potential investors in the process of launching and developing their projects through IA’s interaction with cen-tral and local public authorities, autonomous public authorities, public institutions, commercial companies and non-commercial organizations, local self-government bodies, territorial, tax and customs authorities, statistical offices, national and regional chambers of commerce, as well as with the National Bank of Moldova in the field of foreign direct investment;

• Providing support to potential investors and existing inves-tors in the pre-investment, post-investment and post-invest-ing phase;

• Organizing seminars, training courses for domestic and ex-port companies in line with best international practices;

• Collaboration with diplomatic missions of the Republic of Moldova, as well as providing the necessary information in the field of export promotion and attracting investments;

Promoting the country image

Tourism is an engine of economic growth, because it brings local and community development, jobs in rural areas and infrastructure devel-opment. That is why IA supports the promotion of Moldova as an au-thentic destination of tourism – viticulture, rural and gastronomic. The joint efforts of IA with sectoral associations and development partners to consolidate the sector have crystallized today in some beautiful results. The number of foreign tourists visiting Moldova has increased by 17 percent over the past two years, and thanks to the country’s “Tree of Life” country brand, Moldova has reached the top of the most recom-mended travel destinations for 2018.


Note: “the distribution of commercial offers from foreign companies” within the local busi-ness does not correspond to the mandate of the Investment Agency.

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The establishment of proper perception of the country is the quintes-sence task of the diplomatic missions, foreign affairs ministries and pro-fessional diplomats. The establishment of a positive image of the country is the basic purpose of integrated diplomacy, as diplomatic missions undertake comprehensive promotion of a country. In this sense, the economic attaché has a set of promotional tools to increase the visibility of the country abroad (see chapter no. III).

Many organizations besides government ministries are also involved in one way or another with trade promotion and investment attraction. These include trade promotion and investment promotion boards and councils, standards and other regulatory bodies; banks and other fi-nancial institutions; associations of producers, importers and exporters; chambers of commerce and industry and private consulting companies.

Relations with state trading organizationsThe ED will be responsive in the communication with different nation-al institutions and sector ministries on requests related to exchange of trade and economic information in order to ensure the promotion of Mol-dova`s economic interest abroad.

Relations with private sector organizations/enter-prises in Moldova

The ED shall reply directly, or through channels provided by MFAEI and MEI (with a copy of the communication to both) to trade enquiries from both, national and host country.

The ED assists on the request with market and other relevant informa-tion to various Chambers of Commerce and Industry and Trade Associ-ations in Moldova.

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INVESTMENT AND EXPORT PROMOTION – COMMON AND INDIVIDUAL TOOLSTrade and Exports Promotion

The objective of trade promotion is not only to increase exports for the home country, but also to search for new potential markets; apart from attracting foreign investment is an essential component of economic di-plomacy. Necessary efforts should therefore be made by the diplomatic missions to achieve these objectives.

Latest key indicators from the National Statistics Agency show that Re-public of Moldova have recorded an increase in the value of exports of approximately 19% for 2017 compared to the previous year. Measure-ment of performance, although difficult, is important. There is a rising conviction that commercial diplomats should have their performance evaluated both by business managers and by government. Support for small and medium-sized enterprises (SMEs) to internationalize via com-mercial diplomacy activities and instruments is of considerable relevance for two reasons. First, SMEs are engines of economic development and growth export in the Republic of Moldova. Second, although being cru-cial for the economic growth of a country, SMEs have a higher exposure to trade barriers in their internationalization endeavour, compared to the larger organizations.

The main barriers are information and financial limitations such as:

the shortage of working capital to finance exports,

the inability to contact potential overseas customers,

limited information to locate/ analyse markets,

the lack of managerial time, skills, and knowledge.

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• In this regard, we ask diplomatic missions to be actively in-volved in the process of identifying potential buyers, and here we refer to: representatives of retail networks, business clubs and professional associations, representatives of Com-merce Centers, Logistics Centers, wholesale bases, etc.

• We also suggest interacting with specialized consultancy companies (for example, Modern Buyer, an information platform dedicated to procurement specialists - buyers and salespeople) in Romania, organizing an event in Moldova, offering local com-panies the opportunity to interact with the representatives of the largest retail networks in Romania). Respectively, such platforms can be identified in other countries, whose markets offer oppor-tunities for Moldovan exports.

• Another tool that can serve for export promotion as well as in-vestment attraction is represented by the diaspora. The rela-tion the economic attaché could establish with the diaspora can be very useful. Many of them work in fields of activity that may be relevant. Diaspora has the potential to make many types of contributions. The missions should make full use of diaspora’s knowledge, by seeking information from them that is relevant for the economic development of the country.

• Another way to establish useful contacts is to be a member of business clubs and other professional bodies with interests relat-ed to yours.

In the context of the above, the leading role of the economic attaché results in providing assistance to domestic exporting companies by identifying potential wholesale buyers abroad to establish partner-ships.

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With reference to the specialized events such as exhibitions, fairs and product expositions, IA collects at the beginning of the year all the pro-posal from the business environment, as well as from the diplomatic missions. The economic attaché identifies the most relevant trade fairs, exhibitions and other events dedicated to export promotion, and then puts forward proposals to IA. It is necessary to mention the need to submit proposals at the beginning of each year, given that:

In order to award a grant, the IA’s Activity Council must pronounce its approval.

Respectively, receiving proposals to participate in events af-ter the IA action plan is approved, makes it difficult to award the grant because of the necessity to re-convoke the Council.

An event will be co-funded by IA only if there is a case for the relevance of the event, the expected results and a minimum

number of participating companies (no less than 3 companies).

IA circulates the proposals received from diplomatic missions within the business environment and then collects feedback

on the interest of companies.

Investment and Export Promotion - Common and Individual Tools

To be analysed and consulted with the business environment for approv-al, the action intended must fulfil the following eligibility criteria, namely:

› Concept of the event must be described in detail; › The event’s agenda must be attached; › The total budget deployed, indicating the share requested to be

funded by the IA. It must be mentioned that IA cannot fully cover the costs of an event;

› The event partners (Participating local companies and their pro-file, participating foreign companies, associations, homologous institutions, etc.) should be identified.

Another important role of the economic attaché on the export promo-tion dimension is to facilitate the participation of local companies at international exhibitions and fairs.

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• Selecting an appropriate exhibition manager;• Selecting experienced construction tradesmen;• Organizing participation by our country’s enterprises (exporters

in case of a trade fair and companies with investment projects in case of an investment fair);

Deciding on participation in fairsTrade/ investment fairs are among the most common techniques of in-vestment and export promotion used by governments, including in case of the Republic of Moldova. They can be among the most effective but results depend very much on a targeted, careful selection of the event and a well-prepared implementation of the exhibition. In case participa-tion is supported by the IA, you should be fully involved in decisions on whether to hold a trade fair in your territory and in subsequent planning, implementation and follow-up actions.

The “Export Promotion” Program represents the national budget allocat-ed for financing international fairs and exhibitions, being administrated by the Council for implementation of the “Export Promotion” Program, and implemented by IA.

Usually, activities (fairs and exhibitions) that will be financed the next year are approved at the end of the current year by the mentioned Council, with possibility to introduce some new events or delete approved ones during the year. That is why your role is to ensure a permanent analysis of trade and investment fairs in your host country and to send to IA the best proposals for participation.

In most cases, IA, MEI, and other relevant institutions at home will have assumed the primary responsibility for such major tasks as:

By the term “facilitating the participation of companies in interna-tional exhibitions”, we emphasize the direct implication of the econom-ic attaché in the organizational processes.

As an example, we can highlight the CPM exhibition, (February 2018, Mos-cow, Russia). The commercial-economic bureau was actively involved by:

› organizing the diplomatic cargo for the participating companies; › contacting about 100 potential Russian buyers to inform them about

the participation of the Moldovan companies at the exhibition and respectively the possibility of concluding partnerships;

› directly engaging in organizing B2B sessions and many others.

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The most important task for you to find out about a trade fair, before rec-ommending exhibiting in it, is who comes to see it. The purpose of par-ticipation is to promote products or investment possibilities. You should be sure that the visitors are the people the exhibitors will wish to see.

This involves three stages:

Exhibition data

In order to evaluate a fair, it is also important to obtain as much informa-tion as possible about who exhibits at the fair and what they show. Try to aim for a fair that shows products or projects similar to yours. Although this will place you in a competitive environment, the fair is more likely to attract a large number of visitors genuinely interested in seeing such products or projects.

Planning the participation in a trade fair

Once a project manager has been appointed in our country, he/she will rely on you to provide two types of information:

• Selecting forwarding and clearing agents;• Preparing and shipping the exhibits;• Erecting the displays;• Hiring extra staff;• Generally managing our country’s participation in the event;• Eventually, also an evaluation of our country’s participation in the

fair through continuing, direct post-fair contact with individual ex-hibitors.


Clearly define your target audience;

Identify the origins and types of visitors who attended the exhibition in question in previous years;

Assess the degree to which your target audience and the actual visitors coincide.

› Information on the fair itself; › Information on the market.

Most of the information will probably not be at hand or known to the exhibitors. Market research will be necessary to obtain it, if it was not

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Action upon acceptance of the proposal

• You may have to convince our authorities that they should allo-cate funds and other resources for your proposal, at the likely expense of other projects in other markets;

• Our authorities will need such information to convince the various potential exhibitors that they should participate;

• Your costs proposal must be included in your annual work pro-gram for the period concerned;

• You will need to provide information on the relevance of the event, the flow of visitors, the segment of the exhibition, what are the expected results from participation in this exhibition, etc.;

• When submitting the proposal for participation, the form pro-posed by the IA will be completed, with the total budget of the participation described in detail, the budget requested from the IA, the share financed by the participants or other partners;

• At the same time, for companies to decide on the relevance of attending the event, information on exhibiting companies, poten-tial buyers, and products to be exposed is welcome.

• Further market research. If your proposal is accepted and our government decides to take part in the exhibition, move on to the second phase of your preparatory market research as soon as possible after approval.

• Planning report. As soon as the decision has been made to par-ticipate in a fair, seek clarification from IA on your responsibilities. Our authorities will need your advice on many matters for budg-eting and organizational purposes. Start as soon as possible to gather information that will serve as the basis of your planning report.

carried out before deciding to enter the fair. In any event, additional infor-mation may have to be collected. This should be done in the early stage of preparing for the fair.

Initiating a trade fair proposal

If you are initiating a recommendation for participation in a fair, prepare it as thorough and complete as possible, taking into consideration that:

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Participation at trade fairsAs soon as a decision was taken to enter a fair your first and most im-portant task will be to draw up, in cooperation with IA, a work plan and a timetable.

Planning procedures

An effective plan can be produced only after the following preliminary steps have been taken.

Recording contacts and follow-up

One of the most important tasks for anyone who organizes a joint exhibit is to ensure that every exhibitor has a properly designed and effectively used system for recording and following up all contacts.

Promoting the stand

At a good trade fair, you can be certain of a large audience. You cannot assume that many visitors will come to your stand. For this reason, you may consider promotion in advance. Pro-actively approaching guests during the fair is key to attract visitors.

Promotional Techniques

• The necessary tasks and activities must be identified;• The responsibility for carrying out each of these tasks must be allo-

cated;• The time necessary for each task must be estimated;• The sequence of the tasks must be determined.

• Identify the most important contacts in advance. Get in touch with them individually by email and even, if possible, visit them personally;

• Do not concentrate publicity on the very crowded day or two preceding the opening. Start your publicity campaign three to four months before the exhibition opens. It is usually best to use IA and the mission’s webpage, Facebook account, or other pro-motional channels;

• On a limited budget, a press relations campaign may be more cost-effective than a small number of paid advertisements;

• A good clear advertisement in the exhibition catalogue, combined with the free entries, is often worthwhile;


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Managing the stand

A major part of the stand manager’s job is ensuring that visitors are looked after and meet the right representatives. He/ she must also deal with contractors, the fair organizers, and the press, and organize the many arrangements involved in receptions. Before the fair opens, the manager may be responsible for briefing the staff and exhibitors. When it is over, he/she must prepare a final report, ensure that the temporary staff is paid, and care for the packing and disposal of the display mate-rials and samples.

Evaluation and reporting

It is impossible to evaluate anything unless you know your objectives. An exhibition might for example, have one or more of the following ob-jectives:

While IA owns the local companies’ database, statistical information and other relevant information for the local economic area, the economic attaché has access to similar information on the market of its country of

Your report should carry:

• To obtain firm orders amounting to or exceeding a certain value;• To identify, to select and to appoint investors, agents or distrib-

utors; • To familiarize participating staff with consumer and trade reac-

tions and to suggest ideas for product improvement and future marketing strategies.

• A statement of the objectives of the promotion;• A brief description of what was done;• Your assessment of the degree to which the objectives were

achieved. A questionnaire filled in by exhibitors at the end of a fair is a useful method of evaluation;

• Your conclusions in terms of lessons learnt and proposed future activities.

• Cooperate with the organizers on catalogue entries, press kits, press conferences, and visits of VIPs and all other opportunities for publicity;

Mediation and interaction between potential buyers and Moldovan companies

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residence. A collaboration in this respect, greatly facilitates the organiza-tion of business missions of local companies across the country.

These study visits of local companies abroad are carried out to take over the foreign experience, which can include different networking ac-tivities and specific trainings. In this regard, the CEB can intervene by identifying success stories and locations to facilitate study visits by local companies.

Besides the usual exhibitions, the diplomatic missions can initiate vari-ous own actions to promote domestic products, here: wine tasting, pro-motions, country presentations, etc. This is the practice of the Invest-ment Agency, which has already initiated numerous promotion actions abroad. In this respect, the economic attaché can help by providing informational and logistical support, as for example:

Promotional activities help to provide potential investors with information and raise their awareness; create an attractive image of the Country as an investment location, and through providing services to prospective investors. To be effective in this, the commercial diplomat ought to carry out certain tasks:

1. Identify the most requested Moldovan products on a particular market.

2. Suggest a period according to the specific of country’s calendar and a concept of the event, given the fact that the attaché had already participated at different manifestations in the country of residence.

3. Come with suggestions about the concept of the event, the right location and logistical details, as he can interact directly with the actors involved in organizing such an event.

First, the commercial diplomat needs to understand the business environment in the home country before taking the step to start marketing for Foreign Direct Investment (FDI). It is important to be fully aware of the priority sectors of interest to investors and the

Investment Attraction

1.


Specific export promotion activities are tastings, product presenta-tions, etc.

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3.

specific investment opportunities that could be made available to them.

Secondly, to be proactive and undertake company research to identify target companies likely to be interested in these invest-ment opportunities before meeting with potential investors. It is important to research and learn about the company to understand what its products and services are. This would need to be followed up with establishing a strong relationship with the company at all levels and to understand its business drivers. As other countries would be competing for the same investment, it would therefore be necessary to come up with ways and suggestions, to divert the interest of investors to the home country.

Thirdly, it is important to choose appropriate methods to market Moldova as an attractive location for Foreign Direct Investment (FDI). Organization of events, such as seminars, business brief-ings and small conferences, as demonstrated by surveys, are the most effective marketing strategies, to generate investor’s interest. By using diverse marketing and media channels that include B2B meetings, website and social networking, e-campaigns, it should be possible to achieve desired results. To recapitulate, it would be important to exhibit the country brand on all the marketing tools; to ensure that the contact details are updated and correct responses are given to the enquiries from the investors.

Promoting investments from foreign countries is within the capability of the domestic agencies for investment promotion (in this case IA). Nev-ertheless, the role of diplomatic missions is unique and very important in providing information about the opportunities and barriers and how to do business in the market since they have extensive knowledge of the recipient country. Mobilizing Foreign Direct Investment (FDI) encompass-es fully sensitizing potential foreign investors on the opportunities in Mol-dova, and then undertaking targeted promotion. IA and the diplomatic network must be proactive to identify the priority zones and negotiate required agreements, keeping in view mutuality of interests. Investment promotion remains the main task for missions, irrespective of the stage of economic development in the country.

2.

23

The government will earn revenue from corporate and salary taxes.

Money is injected into the economy that boosts the spending power of the citizens.

Technology transfer is facilitated through initiatives such as joint ventures and other collaborative arrange-ments with local companies.

Jobs are created thus reducing unemployment.

There are four ways in which foreign direct investment (FDI) directly drives economic growth and prosperity of a country.

Match your opportunity to the investor’s sweet spot. Each investor has its unique set of investment criteria, typically based on the size of the fund, the stage at which they prefer to invest and their sector investment focus. In order to utilize your time effectively, you must understand each investor’s specialization or sweet spot and target those investors that fit best with the opportunities Republic of Moldova can offer.

In the main focus as valuable sources of information are:

In this sense, the sectorial reports that IA is providing to diplomat-ic missions annually, are an important source of information that describes coherently all the incentives, reforms and development opportunities offered by the Moldovan Government to foreign inves-tors. A good knowledge of the information presented in the report will allow the economic attaché to handle it correctly in order to cap-ture the interest of the investor for the Republic of Moldova.

› Representatives of the current exporters, if any; › Commercial representatives of other countries; › Business clubs and professional associations; › Nationals of your home country who form part of the local busi-

ness community.


Identify potential Investors

24


Note: The opportunities offered by the Government of Moldova for the investors and im-provement of the investment climate are described in the Annex 4-Opportunities for the Foreign Direct Investments.

Providing primary information

In this respect IA provides information on the local exporters’ databases on the priority sectors (accord-ing to the national strategy 2016-2020 the priority sectors are: agro-industrial, textiles, IT & BPO, auto-motive and tourism). Also, semi-annual missions are sent promotional materials, both sectoral and gen-eral, which include export statistics and investment opportunities of the Republic of Moldova.

For the organization of business missions, the following actions are characteristic:

Meetings with local producers and exporters are the key to the process of converting negotiations into concrete or export investments. Respec-tively, once identified, it is necessary to provide the buyers with a com-prehensive presentation of the trade aspects of the Moldovan side. In this context, the involvement of economic attachés in determining buy-ers to participate in local events such as:

Here, the involvement of the Commercial diplomats is welcomed be-cause trade missions help Moldovan companies to overcome barriers to internationalization by introducing them to potential partners in foreign markets and by letting them observe those markets themselves. Trade missions are very helpful as networking events with ‘match-making’ op-portunities that can result in both inward and outward increase in FDI, the recognition of export opportunities, and the potential of finding part-ners that can help companies operate in the targeted market.

• specialized events (exhibitions, fairs, product exhibitions);

• forums of business, networking sessions, etc; thus, enabling them to interact directly with potential domestic producers and exporters.

Determine foreign companies (potential buyers) to participate in study visits in Moldova.

Trade missions and entrepreneur characteristics

25

In many cases, when the private-sector is involved, the organization in the home country seeking invest-ment and export (IA) will issue the invitations and or-ganize an agenda.

Subsequent actions to be taken over by the IA:

Putting the investor in contact with the relevant institution

Compiling the study vis-it agenda for the foreign delegation

Once the EA has captured investor’s attention, the following step is to get him in touch with IA, which at its turn will send all the relevant contacts and in-formation according to the investor’s requirements.

› Providing support in completing logistics of business visits; › Organizing investor meetings with the private and public envi-

ronments; › Accompanying investors with IA sector experts during the visits.

Aftercare means having a structured relationship with the company over the long term. This has important advantages. For example, if the com-pany wishes to expand its presence. Expansions require collection and analysis of data, and again the period until actual implementation can be long. It is quite likely that the support by government agencies are de-cisive in encouraging the expansion to occur. If such decision is related to such aspects as grants or tax breaks. IA may be able to influence the scale and timing of the expansion or encourage the company to diversify its presence.

Aftercare may be offered to companies which originally have located without government assistance. If the company eventually decides to invest, IA is also more likely to obtain advanced information about the move. In some instances, IA may even be able to rescue the situation and offer something which will enable the company to maintain its pres-ence (this is known as retention). The essence of aftercare is relationship management. A lead may emerge because of contact with the compa-ny. It then passes through the project pipeline in the same way as a new investment. Diplomats can be very influential in the process because of the contacts which they can maintain with the parent company.

Investor aftercare


26


REPORTING, MONITORING AND EVALUATION PROCESS

The process of reporting takes place in five stages, based on the an-nexes to this chapter (Annex Nr.1 – Semester and Annual Report on Indicators, Annex Nr.2– Annual Narrative Report, Annex no.3– Annual Working Plan), namely:

Elaboration of the Annual Working PlanThe first step is the elaboration of the annual action plan to ensure that your proposed activities are consistent with and/or complementary to the Annual Activity Plan adopted by IA and coordinated by MEI and MAFI and support budget proposals. In this plan, you will show how you propose to organize activities for the next year. The proposed Annual Work plan will be submitted to [email protected].

4 In this case, the procedure provides that:- No individualized indicators will be established at the beginning of the year but the de facto situation will be reported at the end of each semester and year;- The priorities of economic diplomacy will be achieved on the basis of individual objectives linked to the annual plans of the diplomatic mission approved by the MFAEI.

This chapter describes the use of procedures of planning and re-porting (annual, semester, quarterly, ad-hoc) subjects that are cov-ered, at least in part, by standing instructions from IA, MEI or MFAEI. It gives practical recommendations not only for the CEB but also diplomatic missions where commercial and economic offices (de-partments) are not established but the staff of the diplomatic service is responsible for the commercial-economic dossier4.

Your Annual Work Plan will inform the Working Group on Economic Diplomacy in detail about how you propose to organize your office’s

Elaboration of the Action Plan for the current year

Setting the value of the indicators

Drafting se-mester quanti-

tative report

Drafting annual (quantitative

and narrative) report

Annual evaluation1.

2. 3.4. 5.

27

It is the main organizational framework for your work.

activities for the coming year. You will describe the set of tasks that you intend to undertake, not only during the year, but also in the future.

The approved Work Plan will be correlated with the IA Annual Action Plan to prevent overlaps in the organization. It will also facilitate joint action in common areas of interest, an efficient management of the events` agenda of MEI, IA, MFAEI and the domestic companies.

The detailed Annual Work Plan will contain result indicators to meas-ure the effectiveness of the combined efforts of all public actors in-volved in the investment attraction and export promotion processes.

Prepare the draft of the Annual Work Plan taking into con-sideration IA’s proposed budget for that year and submit it to the MEI or MFAEI5 together with budget proposal. Separate copies of the proposed budget and the draft Annual Work Plan are to be sent to IA.

Upon receiving the approved budget and the comments of the MEI/MFAEI and IA on the draft Work Plan you will revise it and submit to MEI or MFAEI and IA with com-ments on the changes made.

The Annual Work Plan must be submitted within the first quarter of the calendar year together with the Annual Re-port (for the previous year).

• It enables you to plan your activities and those of others in the most economical and productive way;

• Provides you and others with a check-list of the tasks and activities that you and they are expected to complete or to

What you will have to do:

1.

2.

3.

5 Economic attaché of the CEB report to MEI while diplomats to MFAEI informing also IA. The planning and consultation between these institutions are taking place within a special working group for coordi-nation of Economic diplomacy.

Reporting, Monitoring and Evaluation Process

From your standpoint, the annual work plan has the following use:

28


initiate;

• Provides target dates and objectives against which you can measure your progress;

• Provides estimated costs for budgetary purposes;

• A device for coordinating your operations with IA.

• A tool for monitoring and controlling your operations;

• Enables IA to know in advance how it can support you in the implementation of the approved plan and to make the necessary preparations in a timely manner;

• Enables IA to estimate your workload before allocating ad-ditional tasks to you;

• Provides IA with a basis for evaluating your performance.

• Potential of the country of residence in terms of investment attraction and export promotion;

• Previous experience of the representative of the CEB and its predecessors;

• Recommendations presented by IA (in consultation with sectorial associations, local companies, development part-ners);

• Recommendations from public authorities and institutions, development partners and the business sector in the coun-try of residence;

• Any relevant information channels.

It helps to organize the activities of the CEBs and coordinate with diplo-matic missions abroad.

The Annual Work Plan will be elaborated taking into account:

From the standpoint of IA

29

• Quarterly Narrative Reporting;

• Semester Reporting for Bilateral Bureaus/ Multilateral Bureaus on the Performance Indicators (Quantitative Reporting);

• Annual reporting: narrative and quantitative.

Note: The commercial - economic offices (departments) managing the multilateral dossier will only show the indicators for” Objective III. Developing collaboration with economic organizations based in the state of residence”.

Establishing the value of the indicatorsThe reporting of the CEB is composed from two elements, narrative and quantitative, which should be submitted as follows:

ReportingThe CEB shall submit to the MEI, MFAEI and to IA quarterly, semester and annual reports on the activity carried out during the reference period based on the approved calendar.

Semester report includes the Quantitative component – a pres-entation of the results in the corresponding semester in numerical form, according to a standard report based on the general and secondary objectives, as well as the individualized indicators established for each CEB (section).

The methodology of report elaboration is presented below in the cor-responding section. Quantitative reports have general (I, II, III) and sec-ondary objectives (1.1.; 1.2.;2.1.; 2.2.; 3.1.), each of them constituting a specific proportion in the total objectives taking into consideration the importance of the entire process and has a standard structure.

Such information shall be prepared under a standard and systematic way and will comprise Semester and Annual reports. The report should help our authorities to evaluate your work proposals and budgetary es-timates for next year and to modify them as necessary in the light of available personnel and financial resources as well as general policy ob-jectives.


30


The quantitative component of the semester report has the following elements:

I. Promotion of the economic exchanges, having as priority the export promotion facilitated by the CEB

1.1. Number of economic agents grant-ed export / import assis-tance:

1.2 Number of potential foreign import-ers put into contact with responsible in-stitutions

1.1.1 Number of economic agents granted export / import assistance:

1.1.2. Foreign economic agents

Mentioning of the national economic agents that have received dedicated support in the process of identifying partners in the country of res-idence in terms of exporting domestic products (estab-lished contact, negotiations in process, facilitated study vis-its to the Republic of Moldova, export realized) and specific information provided (with a profound analysis, based on individualized requests).

Mentioning of the foreign eco-nomic agents (potential im-porters) which have received dedicated support in the pro-cess of identifying partners in the Republic of Moldova, re-garding the import of domes-tic products (established con-tact, negotiations in process, import realized) and specific information provided (with a profound analysis based on individualized requests).

Mentioning the major buyers / wholesale networks abroad that were put in contact with local compa-nies. As well as mentioning the contacts provided to the buyers as a result of their request for diplomatic missions.

31

II. Foreign investment attraction and facilitation of the transfer of technologies in the national economy

2.1. Number of foreign economic agents (potential investors) which have re-ceived primary information and assistance

2.2 Number of potential foreign investors put into contact with responsible institutions

2.3 Number of actions un-dertaken to promote the Republic of Moldova as an investment and tourism destination

Mentioning of the foreign economic agents (potential investors) who have re-ceived primary special assistance - coun-try presentation, informational materials, situation regarding the Moldovan econ-omy (fiscal system, customs system, la-bor force, investment facilities, Free Eco-nomic Zones, Industrial Parks, economic sector opportunities, documentation, etc.), education system, labor law, legal framework for foreigners (work and living permits), contact details of investor sup-port institutions, etc. Also, the meetings organized with foreign companies (po-tential investors) to present investment opportunities of the Republic of Moldova and discuss concrete projects, including visits at the headquarters of the compa-nies or at the premises of the Embassy.

Sending the relevant contacts of poten-tial investors (company name, business sector, address, name, contact name, telephone number, fax, mobile, corpo-rate and personal email address, the web page), with other words, companies that have an active investment interest for the Republic of Moldova, communication and correspondence is at an advanced level and the contact is recommended for takeover by the IA.

Mentioning the activities undertaken to promote the Republic of Moldova as an attractive tourism and investment destination such as: organizing country stands, organizing forums, organizing country presentations within the Embas-sy.


32


III. Development of cooperation with economic organizations with the headquarters in the accreditation country

3.1. Number of meetings with the relevant representatives of the state authorities in the ac-creditation country

3.2. Number of reunions /meet-ings /assemblies with the rep-resentatives of the economic organizations for which partici-pation was ensured

3.3. Number of speeches/inter-ventions within the reunions of the economic organizations

3.4. Number of proposals of the relevant national authorities to be promoted within the interna-tional economic organizations.

It is adjusted according to the pri-orities of the diplomatic mission and instructions received from MFAEI.

The economic organizations in-clude – local/regional/internation-al economic organizations, public institutions with economic profile, trade and industry chambers, counterparts of IA, etc.

Speeches elaborated and coordi-nated with relevant subdivisions of the MFAEI and MEI;

Economic organizations include – local / regional / international economic organizations, public institutions with economic pro-file, trade and industry chambers, counterparts of IA etc.

Monitoring of the proposals pro-posed to be considered to MFAEI and MEI, ensuring the follow up activities;

Economic organizations include – local / regional / international economic organizations, public institutions with economic pro-file, trade and industry chambers, counterparts of IA etc.

33

Quarterly ReportingQuarterly Reporting includes the narrative component, which comprises the same aspects as the annual narrative reporting (Annex 2).

Annual ReportingAnnual report includes the Quantitative and Narrative components.

Evaluation of the annual activityThe evaluation of the CEB will be carried out annually by the Ministry of Economy and Infrastructure and the Ministry of Foreign Affairs and European Integration in consultation with IA, based on the indicators set individually in the Annual Working Plan.


The quantitative component – will offer a presentation of results of the current year in a numerical form, according to a standardized report based on the general and secondary objectives, as well as the individualized indicators established for each CE. The structure of the annual quantitative report is the same as that of the semester report, summing up the results obtained in the two semesters of the corresponding year (including by sectors).

The narrative component is an exhaustive analysis including and assessment of:

Proposals of priority actions for the following year, substan-tiated proposals for revision of the value of indicators for the next period (if necessary), any needed support etc.

Trade and investment relations;

Brief description of the actions undertaken and the results obtained including the most important actions, that can serve as good practice for planning for the next year, includ-ing for other CEBs.

Balance - of - trade situation and proposals for balancing it;

Market trends of the country of residence (including also the other countries of accreditation);

34


Tasks and Responsibilities

What you should do:

Prepare semester reports (quantitative) each half of the year and at the end of the year, by summing up, the annual report in which you will reflect:

• In a review, any important investment and trade develop-ments which may have occurred during the period and de-gree to which the agreed annual work plan is being executed;

• Try to identify any actual or anticipated difficulties, analyze their causes;

• Provide a brief description of the actions undertaken and the results obtained for this purpose and specific recommenda-tions on how to resolve;

• If it is the case, make reasoned proposals to review the value of indicators for the next period and necessary required sup-port, etc;

• These summaries should be submitted as soon as possible after the end of the period to which they refer.

Commercial-economic bureaus (CEBs)

Elaborate the Action plan for the current year;

Present proposals concerning the value of the indicators for the current year;

Correlate the Activity Plan with the Annual Activity Plan of IA for the current year;

Implement the Activity Plan, undertaking necessary activities for realiza-tion of the secondary objectives and individual indicators fixed for the current year;

Effectuate quarterly (narrative), semester (quantitative), and annual re-porting (narrative and quantitative), which is later presented to MEI and MFAEI;

Ensure a continuous contact with the Working group concerning the economic diplomacy using the operational system ([email protected]), for questions and recommendations.

35


Ministry of Economy and Infrastructure

Ministry of Foreign Affairs and European Integration

Investment Agency from Moldova (IA)

Diplomatic missions of the Republic of Moldova

Coordinates the elaboration of the Annual Activity Plan of each CEB;

Establishes the value of indicators for the current year;

Evaluates the activity of CEBs.

Approves the Annual Activity Plan;

Establishes the value of the indicators for the current year;

Evaluates the activity of the CEBs.

Coordinates the elaboration of the Annual Activity Plan of each CEB;

Contributes to establishment of the value of indicators for the current year;

Ensures the necessary support for CEBs to enable good implementa-tion of the Annual Plan and realization of indicators.

Effectuate a quarterly, semester and annual report (narrative and quan-titative) which is presented later to the MEI and MFAEI;

Ensure a continuous contact with the Working group concerning the economic diplomacy, using the operational system ([email protected]), for questions and recommendations.

36


a) for bilateral cooperationIndicators of commercial-economic bureau from _______ year 2018

ANNEXESAnnex nr.1

Semester and Annual Report on Indicators

37

b) for multilateral cooperationIndicators of the commercial-economic bureau from ________ 2018

40

30

4

NR.

III

III.1

III.2

III.3

Developing cooperation with European Institutions and other economic organizations based in the State of residence

REALIZED ANUALLY

REALIZED SEMESTER II

REALIZED SEMESTER IEstablished

Annual Indicator

Number of meetings with representatives of the European institutions

Number of speeches / interventions at meetings of economic organizations

Number of Sector Meetings /Sectorial Forums, Thematic Events, Committees and Sub-Committees Working with the Representatives of European Institutions, as well as other Economic Events to which they participated

10

25

25

25

35

0

0

0

0

0

0

0

0

0

0

0

0III.4

Number of proposals, recommendations, international practices, technical and / or financial assistance projects submitted for examination to national authorities or promoted in contact with European institutions

Weight,% Total Realized Total Realized Total Realized

Annex nr.2Annual Narrative Report

Review of trade relations (comparing to the previous year and eventual tendencies Mio. USD)

Tendencies in the market of the hosting country (including the other countries of accreditation),

Situation about the trade balance with proposals to equilibrate it (such as identification of problem areas/export opportuni-

ties).

Investment relations (comparing to the same period of the preceding year) and eventual tendencies in Mio.USD

A short description of activities undertaken by CEB and results achieved in the current year

Proposals and recommendations to review the value of result indicators for the next period (if/when needed), required

support etc.

Annexes

38


Annex nr.3Annual Working Plan sample

NR. Name of the actionExecution

periodEconomic

sectorTotal

budget

Available budget at the CEB

Additional requested

budget

Comments(brief de-scription)

I. Promotion of the economic exchanges, having as priority the export promotion facilitated by the CEB

II. Foreign investment attraction and facilitation of the transfer of technologies in the national economy

III. Development of cooperation with economic organizations with the headquarters in the accreditation

country

39

Annex nr.4The opportunities the Government of Moldova

offers to attract investors

1. Free Economic Zones

Free economic zones are parts of the customs territory of the Re-public of Moldova, economically separated, strictly delimited on their entire perimeter, which allow certain types of preferential busi-ness activities for domestic and foreign companies. Currently, Mol-dova has 7 free economic zones, being allocated proportionally in the north, central and southern parts of the country.

The allowed business activities in the free economic zones are:

› industrial production of goods for export; › sorting, packaging, labelling and other similar operations for

goods in transit in the customs territory of the Republic of Mol-dova;

› external commercial activities; › other auxiliary activities required for the above plants (utilities,

storage, construction, restoration, etc.).

The facilities offered by the free economic zones are as follows:

› the income tax imposed on residents’ incomes is paid 50% of the rate established in the Republic of Moldova;

› companies are exempt from income tax for 3 years if they in-vest $ 1 million and are exempt for 5 years if they invest $ 5 million;

› goods imported into / exported from free economic zones are: exempt from import and export duties (customs duties); are exempt from excise duty; a zero rate of value added tax is ap-plied.

› there is a state guarantee of 10 years if the legislation is amend-ed;

› quota systems and licenses for the import and export of goods into the territory of free economic zones shall not apply.

Annexes

40


2. Job subsidy regulation

In order to stimulate economic agents to create new work places, the Law on Job Subsidy Regulation was approved in 2017.

The Regulation establishes the mechanism for using the financial means allocated from the state budget with a view to relaunch the national economy, including regional development and adjusting the labour market conditions.

All legal entities who practice entrepreneurship in the Republic of Moldova whose grant application has been positively assessed, may benefit from a grant in amount of 2 000 EUR for the year 2018, for each job created.

In order to benefit from a single grant the economic operator must fulfil the following eligibility criteria:

› has an increase in the number of employees of at least 100 persons;

› the average monthly salary in the enterprise for newly em-ployed persons is not less than 75% of the average monthly wage in the economy;

› has no arrears in paying taxes and duties to the national public budget;

› may assume the obligation to maintain, for a period of at least 3 years from the grant date, the number of employees and the average monthly salary per enterprise.

The foreseen impact is the:

› stimulation of investments and economic growth; › the increase of payments to the consolidated version; › empowering employers to attract available workforce and cre-

ate new jobs.

This regulation will also act as a initiative to fight against salaries in the envelope as well as the reduction of tax evasion.

41

3. Reforms in entrepreneurship

4. Citizenship through investments

In addition to offering a friendly tax system, the Moldovan Govern-ment is advancing in creating attractive business conditions, which is being achieved thanks to the implementation of reforms in entre-preneurship.

One of the most important is the Regulatory Reform, which aims to optimize permissive acts and to implement the One Stop Shop solutions.

In Stage 1 -114 permissive acts were excluded . In the second stage, another 156 documents were eliminated, the rest are grouped in licenses, authorizations and certificates.

One of the MOST IMPORTANT PRIORITY is the launch of the One Stop Shop, which will assume the full functionality of the informa-tion system as well as the issuing body for more than 30% these documents.

The reform of the State control reduced the number of institutions with control functions , they will have an advisory role for the first 3 years (no sanctions or restrictive measures) and will establish the State Register of Single Controls.

The financial reporting reform achieved the replacement of the 5 existing reports with a consolidated report. (wage payments and taxes)

The Government of the Republic of Moldova approved the Regu-lation on Obtaining of Citizenship through Investment (Golden Visa Package), which regulates the minimum value and the way of con-tributing to the Public Investment Fund for Sustainable Develop-ment and Investment in one of the strategic development areas of the Republic of Moldova.

Citizenship of the Republic of Moldova may be granted, upon re-quest, to a foreign citizen or stateless person who knows and com-plies with the provisions of the Constitution, has good economic and financial reputation, presents no danger or risk to public or-der and state security, pays contributions to the Public Investment Fund sustainable development or has made investments in strate-gic development areas for 60 months.

Annexes

42


Thus, according to the Regulation adopted by the Government, the minimum amount of the non-reimbursable contribution to the Public Investment Fund for Sustainable Development is the equiva-lent of 100,000 euros (paid in national currency, euro, Swiss francs or US dollars) and the minimum investment value in at least one of the strategic development areas of the Republic of Moldova is the equivalent of 250,000 euros. The document indicates the two areas of strategic development:

Developing the real estate sector by purchasing and holding, for a continuous period of at least 60 months (5 years), one or more real estate with total market value of at least 250,000 euros at the time of the investment;

Developing the public financial sector and public investment by purchasing and maintaining the state securities issued for this pur-pose for a period of at least 60 months (5 years), worth at least 250,000 euros.

Another investment incentive would be the existence of the “List of investment projects of national importance” approved by the Coun-cil for the promotion of investment projects of national importance (CPPIIN) under the aegis of the Government of the Republic of Mol-dova, where IA holds the secretariat position. The list is available on the official government website (www.gov.md). Besides, projects of national importance, there are also a number of simple investment projects, related to the agricultural, industrial, renewable, real es-tate, social, etc. sectors.Examples of such projects can be Indus-trial or Logistic Hubs, Processing Halls, Medimall, Sanatoriums for Complex Rehabilitation Services for Tourists, and more).

In this regard, the implementation of investment projects will favour the development of a friendly and attractive business climate for both foreign economic agents and local economic agents and the protection of the legal interests of investors, which will generate job creation, increase the level of population livelihood, infrastructure development and the image of the Republic of Moldova.

5. Investment projects

43

REFERENCES

1. Ministry of Commerce (2012), Operation Manual for Trade Officers Posted Abroad.

2. ITC project „Support to Trade Promotion and Export Development in Cambodia” (2004), Handbook for Official Trade Representatives.

3. UNCTAD (2011), Investment promotion for Diplomats, Investment Ad-visory Series A, number 6.

4. International Trade Center (2013), Entering new markets, a guide for trade representatives.

5. Valentin Lozovanu (2016), „În ce mod reușește Republica Moldova să-și promoveze interesele economice pe exterior?”, IDIS “Viitorul”, Pol-icy brief nr. 12.

6. Valentin Lozovanu (2015), “Economic diplomacy: Reintegration of the missing link in the foreign policy of Moldova”, IDIS “Viitorul”, Policy brief.

7. Gateway Baltic&al (2015), Raport final: Analiza Pieţelor Prioritare de Export și Instrumente pentru Promovarea Exportului Republicii Moldova în UE şi alte Pieţe.

8. Moons, Selwyn and Van Bergeijk, Peter A. G., Economic Diploma-cy and Economic Security, New Frontiers for Economic Diplomacy, pp. 37-54, Carla Guapo Costa, ed., Instituto Superior de Ciéncias Sociais e Politicas, 2009. http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1436584.

9. Potter, E., 2004. Branding Canada: The Renaissance of Canada’s Commercial Diplomacy. International Studies Perspectives, pp. 55-60.

10. Programul de Dezvoltare Strategică a Organizației de Atragere a In-vestițiilor și Promovarea Exporturilor din Moldova (MIEPO) 2016 – 2020.

11. HG nr. 511 din 25.04.2016 cu privire la aprobarea Strategiei naţion-ale de atragerea investiţiilor şi promovarea exporturilor pentru anii 2016-2020 şi a Planului de acţiuni pentru implementarea acesteia.

12. HG 413 din 09.06.2017 pentru aprobarea Regulamentului privind birourile (secţiile) comercial-economice în cadrul misiunilor diplomatice şi oficiilor consulare ale Republicii Moldova peste hotare.

13. MIEPO presentations (2017), Economic diplomacy training, Chișinău.

Annexes

44


Central and Local Public Authorities Contact Data

Official website of the Republic of Moldova

President of the Re-public of Moldova

Parliament of the Re-public of Moldova

Government of the Republic of Moldova

Ministry of Economy and Infrastructure

The Ministry of Finance

Ministry of Justice

The Ministry of Interior Affairs

Ministry of Foreign Affairs and European Integration

www.moldova.md

Tel: +373 22 251 017; +373 22 785 561Fax +373 22 780 713www.presedinte.md

Tel: +373 22 820 390 www.parlament.md

Tel: +373 22 250 101Fax: +373 22 242 696E-Mail: [email protected]

Tel.: +373 22 250 551; Tel.: +373 22 250 107Fax: +373 22 234 064www.mei.gov.md

Tel.: +373 22 262 523Fax.: +(373) 22 262 517Email: [email protected]

Tel: +373 22 233 340Fax:+373 22 234 797E-Mail: [email protected] www.justice.gov.md

Tel (022) 225-333 Dispeceratul Central Al MaiFax (022) 255-236 E-Mail: [email protected] Și [email protected]

Tel: +373 22 578 205 ; +373 22 690 990; 0 800-90-990 (Centrul De Apel / Relaţii cu Publicul)Fax: (+373 22) 23-23-02E-Mail: [email protected]

USEFUL CONTACTS

Ministry of Defence

Ministry of Education, Culture and Research

Tel: +373 22 252 222E-Mail: [email protected]

Tel: 022 227 620; 022 23 46 09E-Mail: [email protected] www.mecc.gov.md

45

Ministry of Health, Labor and Social Protection

Investment AgencyMIEPO

Organization for Development of the Small and Medium Enterprises ODIMM

The Agency of Interventions and Payments for AgricultureAIPA

Chamber of Commerce and IndustryCCI

Ministry of Agriculture, Regional

Tel: +373 22 268 885Fax: +373 22 727 695Email: [email protected] www.msmps.gov.md

Tel: +373 22 273 654Fax: +373 22 224 310E-Mail: [email protected] www.miepo.md/ si www.miepo.md/

Tel : + 373 22 295 741Fax: + 373 22 295 797E-Mail: [email protected] www.odimm.md

Tel: 022 210 194; Linia Ferbinte : 022 213 333 E-Mail: [email protected]

Tel: + 373 22 221 552Fax: + 373 22 24 425E-Mail: [email protected]

Tel: +373 22 204 579;Fax: +373 220 748E-Mail: [email protected]/

Useful Contacts

State Agency for Intel-lectual PropertyAGEPI

Tel:+373 22 400 508; +373-22 400 500; +373 22 400 505;Fax: (+373-22) 440119www.agepi.md

National Office of Vine and Wine ONVV

National Portal of Technical Vocational Education

Tel: +373 22 105 560Fax: +373 22 105 561Email: [email protected]://www.vinmoldova.md/ www.wineofmoldova.com/

www.ipt.md

Customs Service of the Republic of Moldova

National Agency for Employment ANOFM

Tel: +373 22 574 111E-mail: [email protected]

www.anofm.md

46


National Agency for En-ergy Regulation of the Republic of MoldovaANRE

Public Services Agency

State Tax Inspectorate

National Agency for Food SafetyANSA

The Migration and Asylum Bureau

Diaspora Relations Office

Tel.: +373-22 852 9 55 / 852 901Fax.: +373-22 852 915 E-mail: [email protected]

Tel: +373 22 277 318Fax. +373 22 210 925; +373 22 277 331; 373 22 277 344E-mail: [email protected]

Tel.: 0 (22) 823357Fax: 0 (22) 214077E-mail: [email protected]

Tel/fax: +373 (22) 29-47-30E-mail: [email protected]

Tel.: +(373) 22 272-203Fax.: +(373) 22 544-603E-mail: [email protected]://bma.gov.md/ro

Tel: (022) 250-350, (022) 250-351E-mail: [email protected]://www.brd.gov.md/

Sectorial BusinessAssociations Contact Data

European Business AssociationEBA

Association of Women Entrepreneurship in MoldovaAFAM

Foreign Investors Association FIA

Small Business AssociationAMB

Tel: +373 22 90 70 25 Tel: +373 79 025 999; +373 79 764 391E-mail: [email protected] www.eba.md/

Tel: +373 76 767670 e-mail: [email protected] www.afam.md

Tel.: +373 22 24 43 17Fax: +373 22 24 03 72E-mail: [email protected]/

Tel/fax: (+373) 22-06-13 E-mail: [email protected] www.amb.md/

47

National Association of Beekeepers of the Republic of Moldova ANARM

Moldova BusinessPeople Association AOAM

Association of Fruit Producers and Exporters”Moldova Fruct”

Employers’ Association of Light IndustryAPIUS

Moldovan Association of Information and Communications Technology Companies

IT Hub

Tel:+373 22 21 32 29Fax:+373 22 21 32 29E-mail: [email protected] , www.apicultura.md

Tel: +373 22 217 060E-mail: [email protected]/

Tel: +373 22 22 30 05 E-mail: [email protected]/

Tel: 022211677E-mail: [email protected]://www.apius.md/

Tel/Fax: 373 22 887001 E-mail: [email protected]

Tel: +(373) 78 498 834 E-mail: [email protected]

Useful Contacts

Employers’ Association of the Manufacturing Industry (APIP)

IT Park Moldova

E-mail: [email protected]

Tel: +373 79 625 478Tel: +373 606 69 624E-mail: [email protected]

Chamber of Commerce Republic ofMoldova – România

National Agency for Energy Regulation of the Republic of MoldovaANRE

Chamber of Commerce Republic of Moldova- France

The Moldovan-Amer-ican Chamber of CommerceAMCHAM

Tel: +373 69 646 390 Tel: +407 5533 5533E-mail: [email protected] http://chambermr.org/

Tel.: +373-22 852 9 55 / 852 901Fax.: +373-22 852 915 E-mail: [email protected]

Tel. +373 22 23 32 98Fax. +373 22 23 47 81E-mail: [email protected]://www.ccifm.md

Phone: +373 22 211 781 Fax: +373 22 211 782 E-mail: [email protected]://www.amcham.md/

48


Chamber of Commerce Republic Moldova - Italy

Moldauisch-Deutsche Wirtschaftsvereini-gung (MDW)

Dutch-Moldovan Busi-ness Council (DMBC)

Moldo-Belgium Cham-ber of Commerce

Tel: +373 22 855 601; +373 22 855 600E-mail: [email protected]; [email protected]; [email protected]

E-mail: [email protected]://www.mdw-moldova.org/

http://dmbc.nl/

E-mail: [email protected]

Financing Programs Contact Data

European Bank for Reconstruction and Development

Economic Council of the Prime Minister

Assistance provided by the Polish Government

The Loan Guarantee Fund

Platform for Manage-ment of the External Assistance

The Private Public Business Partnership Program

Program for Agriculture and Rural Development – ENPARD (2016-2018)

The Project Compet-itive Agriculture in the Republic of Moldova (MAC-P)

Grants of the International Fund for Agricultural Development

www.ebrd.com

www.finantare.gov.md/

www.aipa.gov.md

www.fgc.odimm.md

www.amp.gov.md/portal/

www.entwicklung.at

www.enpard.md

www.capmu.md

www.ifad.md

49

Competitiveness Enhancement Project (PAC II)

Horticultural Restruc-turing Project “Livada Moldovei”

EU Project “Support for DCFTA Implementa-tion in the Republic of Moldova”

The USAID Agricultural Farming Project in Moldova

www.uipac.md

www. aipa.gov.md

http://dcfta.md/rom

https://www.usaid.gov/moldova

Useful Contacts

Sources of EU funding

The Project Economic Policy Advice for Mol-dova Government

www.giz.de/en/worldwide/21169.html

www.ec.europa.eu

National Bureau of Sta-tistics of the Republic of Moldova

On-line stock-exchange AgraVista

Moldova Tourism

Golden Pages

The National Bank of Moldova

Legislation of the Re-public of Moldova

www.statistica.md

www.agravista.md

www.turism.md

www.yellowpages.md

www.bnm.md

www.lex.justice.md

Electronic Databases Contact Data

50


Free Economic Zone „Ungheni-Business“

Free Economic Zone Bălți

Free Economic Zone Expo-Business - Chișinau

Industrial Park „Taraclia“

Industrial Park „Vulcanesti“

Tel: +373 69698733 E-mail: [email protected], [email protected] www.freezone-ungheni.md

Tel. . +373 231 88882E-mail: [email protected]

Tel: +373 (22) 353130 E-Mail: [email protected]

Tel: 068314252; +37 32 94-2 44 83E-Mail: [email protected]

Tel.: +37 32 93-2 39 80 Fax.: +37 32 93-2 25 68E-Mail: [email protected]

Free EconomicZones Contact Data

Centrul de Expoziții „Moldexpo“

Moldagrotech Exhibi-tion and Trade

Technologies & Equipment Exhibition and Trade

Goods, equipment and raw resources for light industries Exhibition and Trade

Farmer Exhibition and Trade

www.moldexpo.md

www.moldagrotech.moldexpo.md

www.en.moldeco.moldexpo.md/

www.letex.moldexpo.md/

www.farmer.moldexpo.md

Events andExhibitions Contact Data

Free Economic Zone „Tvardita“

Free Economic Zone „Otaci Business“

International Free Port Giurgiulesti GIFP

Tel: 069388853; E-mail: [email protected]

Tel: +37378069335E-mail: [email protected]

Tel: + 373 22 999 225;Fax +373 22 999 226;email: [email protected]

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Food&Drinks Exhibition and Trade

Moldova Fashion Expo Exhibition and Trade

Food Technology and Packaging and Depot Exhibition and Trade

Vin Moldova Exhibition and Trade

Moldconstruct Exhibition and Trade

Moldenergy Exhibition and Trade

www.food-drinks.moldexpo.md

http://www.fashion.moldexpo.md/

www.packaging-depot.moldexpo.md

www.vinmoldova.md/eng

www.moldconstruct.moldexpo.md

www.moldenergy.mold

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