Economic Development Site Selection Seminar: Is your Community Ready?
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Transcript of Economic Development Site Selection Seminar: Is your Community Ready?
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Economic Development Site Selection Seminar: Is your Community Ready?Buckeye PowerEconomic Development Site Selection SeminarNovember 7, 2006
Site Selectors 101 Boot Camp – Part 1September 7th, 2011Ed McCallum, Senior Principal
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MSC Overview
• Specializes in site selection and incentive negotiation services
• Established in July 2000 by Ed McCallum and Mark Sweeney
• Brings more than 50 years of combined location consulting experience to our clients worldwide
• Provides clients with uncompromised service, conducting site selection and incentive negotiations with the highest standards of integrity
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Introduction
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Introduction Private Sector Clients
KasleSteel
Boy Scouts of America
SGL Automotive CarbonFibers LLC joint venture American Titanium Works
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Introduction Economic Development Clients
INDIANA MUNICIPALPOWER AGENCY
Charleston Regional Development Alliance
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Presentation Overview
• IS YOUR COMMUNITY READY?
– The Competitive Environment
– Managing Your Site Inventory
– Responding to RFPs
– Preparing for Site Visits
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The Competitive Environment
Buckeye PowerEconomic Development Site Selection SeminarNovember 7, 2006
Ed McCallum, Senior Principal
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The Competitive Environment
• Attracting investment and jobs is highly competitive, and being prepared creates a competitive advantage
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The Competitive Environment
• Company decision-making timeframes are getting shorter
• Communities need to be prepared with sites that are ready for development
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Site Selection Factors
Strategic Planning - Growth/Location Center of Market Analyses Regional Definition Competition Analysis
MarketingHuman Resources
Financial Logistics/Transportation
SiteDevelopment Negotiations
Manufacturing/Production
Other
Work Ethic/Labor Climate Assessments Competitive Wage Surveys Productivity Assessments Qualitative Evaluations Training Resources Demographic Survey Legal Environment
Pro-Forma Analysis Breakeven Analysis Recurring and Nonrecurring Cost
Comparisons Optimization Studies Sensitivity Analysis Project Financing Alternatives Risk Analysis
Topographic Surveys Environmental Conditions Boundary Surveys Zoning Status/Modification Access and Site Planning Permitting
Infrastructure Suitability Project Scheduling Sensitivity Support Services Assessment Expandability/Flexibility Determinations
Livability, Quality of Life Assessment Factor Ratings (Kepner-Tregoe Decision Making) Market Assessment Engineering/Construction/Cost Comparisons
Real Estate Negotiations Incentive Negotiations Site Acquisition Purchase Options
Product Distribution Evaluation Raw Material Identification Comparative Transportation
Cost Analysis Multi-Model Scenario Studies
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The Competitive Environment
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Competitive Site Selection Screening Process
Candidate Locations
Site Decision
Define Search Region - Center-of-Market Analysis
Decision-Making Analysis
Regional Screening- Project Criteria (Musts & Wants)
Proposal Screening
Risk Analysis
Comparative Assessment
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The Competitive Environment
Project Time Line
The Old Way
The New Way
Response Time and Information RelevanceIn
form
atio
n fr
om C
andi
date
Project Time Line
Response Time and Information Relevance
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Information Management (The old Way)
The Old Way The New Way
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Desire vs. RealityQ
ualit
y of
Can
dida
te S
ite
Site Readiness
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Process vs. Reality
Planning Phase Phase
IPhase II Phase
III
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Affecting the Decision
Influencing
Where your advantages are perceived as important
Planning Phase Phase I Phase II Phase III
Positioning
Where your assets are recognized as relevant
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Critical Factors in Site Selection
Recurring Cost Assessment
Transportation Costs
Utilities
Wages and Benfits
Income Tax
Local Occupational Tax
Franchise Tax
Real Property
Personal Property
Inventory Tax
Uemployment Insurance
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Critical Factors in Site SelectionRecurring and Non-Recurring Costs
$540,000
$5,150,000
$7,500,000
$0
$1,000,000
$2,000,000
$3,000,000
$4,000,000
$5,000,000
$6,000,000
$7,000,000
$8,000,000
Alternative 1 Alternative 2 Alternative 3
Non-Recurring Costs
Series1
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Critical Factors in Site SelectionCombined NPV
$70,123,839
$71,784,910
$71,241,385
$69,000,000
$69,500,000
$70,000,000
$70,500,000
$71,000,000
$71,500,000
$72,000,000
Alternative 1 Alternative 2 Alternative 3
10 Yr. NPV at 10.0%
Series1
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Fundamentals of Facility Siting
• Profit Driven– Part of an overall capital investment decision
• Deadline Driven– Market opportunities must be seized quickly
• Comprehensive– Impacts and is impacted by many aspects of a company
• Risk Averse– Favors location that are less risky
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Fundamentals of Facility Siting
Profit Driven• Think of the siting process as part of the overall capital
investment decision • Models for evaluating capital investment
– NPV
– Payback Period
– IRR• Bottom line: Timing is Critical!
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Fundamentals of Facility Siting
Deadline Driven• Increasing speed / shorter time frame is dominant
theme in recent years– Market opportunities must be seized quickly
– Once decision made to move forward, want minimum time spent on location decision and start-up
– Strongly favors prepared locations with project-ready sites
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Fundamentals of Facility Siting
Competitive• Most investment activity has choices with regard to
location– Industrial: contiguous region or regions
– Office: selected metropolitan areas
– Not just competing with neighboring counties – competing with
locations all over the world
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Fundamentals of Facility Siting
Risk Averse• Siting decisions must account for risk
– Identify risks
– Assess probability
– Estimate impact
• Favors locations that are project-ready because they are less risky
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The Competitive Environment
• Speed– Siting decision and project development
• Confidentiality– Critical for a variety of reasons
• Professionalism– Integrity, reliability
• Determination and persistence
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Managing Your Site Inventory
Buckeye PowerEconomic Development Site Selection SeminarNovember 7, 2006
Kimberly Williams, Consultant
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Managing Your Site Inventory
Responding to RFP
Preparing for Site Visits
Overview: Facility Sting Process
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Why Establish a Site Inventory?
• Company decision-making timeframes are getting shorter
• Communities need to be prepared to respond quickly with sites that are ready for development
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Why Establish a Site Inventory?
• Fundamentals– Deadline driven– Risk averse
• “Land” and “site” are not synonymous
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Why Establish a Site Inventory?
• It is a logical step to creating “shovel-ready” sites– Available: it really is for sale, preferably with established terms
and conditions– Fully-served: if all utilities are not already at the site, then at
least plans and price tags have been developed– Developable: wetlands delineated and mitigated, environmental
assessments (and mitigation, if necessary) are complete
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Fundamentals of Site Inventory
• Create both a hard copy and electronic file for each site
• Maintain all information in both hard copy and electronic format
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Fundamentals of Site Inventory
• Visuals are extremely important– Identify the site boundaries on maps!!!– Include a north arrow, scale, data source,
and date
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Components of a Site Inventory
• Site Characteristics• Zoning• Transportation• Utilities• Environmental• Emergency Protective Services*• Workforce*• Education*• Labor Management Relations*
*Data on these items is most often maintained at the community or county level, but certain site-specific items should be included in the site inventory.
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Site Characteristics
• Data– Size– Configuration / shape– Number of parcels– Property ownership / control– Easements and right-of-ways– Topography– Bodies of water– Soil types
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Site Characteristics
• Visuals / attachments– General location map– Aerial photograph– Topographic map– FEMA floodplain map– Ownership map / tax map– Documentation of property availability– Easements / right-of-ways map– Soils map
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Zoning
• Data– Zoning designation(s) of the site– Surrounding zoning / land use– Process for rezoning (if applicable)
• Visuals / attachments– Zoning map– Letter of willingness to considering rezoning
(if applicable)
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Transportation
• Data– Roads– Rail– Airports– Ports
• Visuals / attachments– Transportation infrastructure maps– Letter from rail service provider
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Utilities
• Data– Electric– Natural gas– Water– Sewer
• Visuals / attachments– Utility infrastructure maps– If utilities are not at the site, a letter from the
service providers regarding utility extension
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Environmental
• Data– Studies: Phase I Environmental, Geotechnical Assessment,
Wetlands Delineation, Archaeological– Permitting process– Mineral rights ownership (if applicable)– Any past mining / drilling (if applicable)– Sink holes, natural springs, caves (if applicable)
• Visuals / attachments– Copies of studies– Map of mining / drilling locations– Map of sink holes, natural springs, cave locations
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Emergency Protective Services
• Data– Ambulance / EMT
• Provider, distance from site, personnel– Fire
• Provider, resources, distance from site, personnel, insurance rating
– Police• Provider, resources, personnel
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Workforce
• Data– Largest employers– Largest manufacturers– Recent new or expanding projects– Recent closings or layoffs– Employment statistics
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Education
• Data– Public School Districts (K-12)
• Enrollment, spending, student / teacher ratio– Community colleges, technical schools
• Enrollment, distance from site, programs– Universities
• Enrollment, distance from site, programs
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Labor Management Relations
• Data– Largest unionized companies
• Union(s), number of employees, % unionized
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Economic Development Site Selection Seminar: Is your Community Ready?Buckeye PowerEconomic Development Site Selection SeminarNovember 7, 2006
Site Selectors 101 Boot Camp – Part 2September 7th, 2011Ed McCallum, Senior Principal
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Responding to RFPs
Buckeye PowerEconomic Development Site Selection SeminarNovember 7, 2006
Kimberly Williams, Consultant
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Planning Phase
•Conception•Feasibility•Investment Decision
Phase I
•Alignment/Criteria•Regional Analysis•Areas of Interest•RFP•Candidate Communities
Phase II
•Community Visits•Site Evaluation•Comparative Analyses•Finalist Communities
Phase III
•Negotiations•Evaluation•Site Due Diligence•Selection•Announcement
Managing Your Site Inventory
Responding to RFP
Preparing for Site Visits
Overview: Facility Sting Process
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Context of the RFP Process
• Through advances in technology and the increased availability of data, the initial steps of the site selection process can be conducted in-house, without contacting the state or local economic development officials
• When you are contacted, you are already an “Area of Interest”
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Fundamentals of Responding
• Strive to be– Accurate– Timely– Complete
• Use communication to distinguish your community– Acknowledge receipt of RFP– Follow-up after sending proposal
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Fundamentals of Responding
• Focus on providing the information that is requested
• Supplement the submission with other information you would like to provide
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Responding to RFPs
• Use a 3-ring window-view binder– Provides space for a cover page– Allows contents to be removed, copied, and
replaced– Keeps materials intact
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Responding to RFPs
• Prepare each cover page to include– Project name– Site name– Location (City, County, State)– Submitting organization– Date of submission
• Label the spine of the binder
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Responding to RFPs
• When submitting more than one site, include all parallel / common information (i.e., cover letter, road maps, etc.) with each site
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Responding to RFPs
• Provide a Table of Contents or Reference Page at the front of the submission
• Use tabs or colored paper to separate sections and attachments
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Responding to RFPs
• Any large documents that cannot be bound (i.e., E-size plats) should be placed in sheet protector sleeves
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Responding to RFPs
• When submitting more than one site, create a CD for each site
• Place CD within the binder sleeve, or an adhesive CD sleeve
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Summary
• Characteristics of a good proposal– Clearly labeled– Organized– Thorough– Meets deadline
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Preparing for Site Visits
Buckeye PowerEconomic Development Site Selection SeminarNovember 7, 2006
Ed McCallum, Senior Principal
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Planning Phase
•Conception•Feasibility•Investment Decision
Phase I
•Alignment/Criteria•Regional Analysis•Areas of Interest•RFP•Candidate Communities
Phase II
•Community Visits•Site Evaluation•Comparative Analyses•Finalist Communities
Phase III
•Negotiations•Evaluation•Site Due Diligence•Selection•Announcement
Planning Phase
•Conception•Feasibility•Investment Decision
Phase I
•Alignment/Criteria•Regional Analysis•Areas of Interest•RFP•Candidate Communities
Phase II
•Community Visits•Site Evaluation•Comparative Analyses•Finalist Communities
Phase III
•Negotiations•Evaluation•Site Due Diligence•Selection•Announcement
Managing Your Site Inventory
Responding to RFP
Preparing for Site Visits
Overview: Facility Sting Process
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Fundamentals for Site Visits
• Goal is to understand
– Site conditions
and / or
– Operating conditions
and / or
– Living conditions
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Preparing for Site Visits
• Understand the function of the visit, and who is coming– Where are they in the site selection process
– What specific information is required for next step or project
milestone
– If possible, get names and positions
– There are only two leaders (Clients and Yours)
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Preparing for Site Visits
• Provide materials– Itineraries (with names)– Site summary sheet– Maps!!!
• Provide – What they ask for first– What you think they need next– NEVER refer back to “information I have already
sent you” (have duplicates)
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Preparing for Site Visits
• Review the project drivers and specifications, and be prepared to address how the site meets them
• Assemble a site visit team that can provide additional expertise
• Control the experts – you are in charge, not them
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Preparing for Site Visits
• Make sure that all members of the site visit team are familiar with– Project specifications
– Site that was submitted
– Who is in charge (it is not them)
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Conducting Site Visits
• Position– Strengths to match client needs
• Maximize value– Mitigate weaknesses
• Minimize impact
• Communicate– Answer the questions!
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Zen According to MSC
• You are a service organization first– Know where you are in site selection process– Answer the questions asked– Facilitate information flow– Provide support as necessary
• You are a sales organization last– Selling does no good if you are eliminated
due to lack of information
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6 Legitimate Points of Contact
• Verification of receipt of RFP• Questions about the RFP• RFP response is on its way – Verification of receipt to
consultant• Follow up – are there any questions about the RFP• Follow up on Status
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Summary
Buckeye PowerEconomic Development Site Selection SeminarNovember 7, 2006
Ed McCallum, Senior Principal
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What Does This Mean For You?
• Siting is a process driven by some key fundamental issues– Understanding those fundamentals and the process will enable
you to better influence the decision
• Responsiveness with quality, critical, and relevant information is the best way to influence the decision
• Know your product, know your customer, and respond appropriately
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McCallum Sweeney Consulting
Ed McCallumSenior Principal
McCallum Sweeney Consulting550 S. Main Street - #550Greenville, SC 29601
864-672-1600864-672-1610 (fax)
www.mccallumsweeney.com