Indiana Economic Development Course January 2015 Kate McEnroe 770.333.6343 [email protected].
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Transcript of Indiana Economic Development Course January 2015 Kate McEnroe 770.333.6343 [email protected].
![Page 2: Indiana Economic Development Course January 2015 Kate McEnroe 770.333.6343 kate@katemcenroe.com.](https://reader035.fdocuments.in/reader035/viewer/2022062421/56649d0a5503460f949ddc1f/html5/thumbnails/2.jpg)
©Kate McEnroe Consulting 20132
Today’s Agenda
What do theprojects look like?
What do they want?
What canyou do?
Site Selection
Projects
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©Kate McEnroe Consulting 20133
What is a “project”?What is a “project”?
©Kate McEnroe Consulting 2013
We need more
capacity (Maybe in a new place)
It’s too expensive where we
are
We need fewer
locations
We can’t find the staff we
need
We need better
access to . . .
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Talent pool and talent pipeline
Ready-to-go infrastructure
Competitive costs
Access
©Kate McEnroe Consulting 20134
What do they want? (Product)
PROOF
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Single point of contact – probably regional
Web-based information Quick response Stable political, tax, regulatory process To be treated like a customer
©Kate McEnroe Consulting 20135
What do they want? (Process)
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Many decisions are made at arm’s length
Expertise and process varies
Many intermediaries are developing metrics and formulas to screen out communities
Reputations travel and linger – for better or for worse
©Kate McEnroe Consulting 20136
How do they decide if you have “it”?
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The Way I Work a Traditional Project
The Way I Work a Traditional Project
©Kate McEnroe Consulting 20137
Create the search area
Eliminate areas thatfail to meet benchmarks
Compare remainingareas to one another
Field Work
$$$
![Page 8: Indiana Economic Development Course January 2015 Kate McEnroe 770.333.6343 kate@katemcenroe.com.](https://reader035.fdocuments.in/reader035/viewer/2022062421/56649d0a5503460f949ddc1f/html5/thumbnails/8.jpg)
Time Zones Logistics Radius Community Size Cities with Existing Operations Specialty sites and buildings
©Kate McEnroe Consulting 20138
Common Search Area Definitions
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Standardized Commute AreasMetro/Micropolitan Area
Unique Criteria Sites
frequently not
CountyStateCity
©Kate McEnroe Consulting 20139
Initial Unit of Analysis
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A PROCESS OF ELIMINATION designed to identify a short list of options for
detailed research
©Kate McEnroe Consulting 201310
What is a Screening Study?
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©Kate McEnroe Consulting 201311
Limited Interaction
No Interaction
SEARCH AREA
FATAL FLAWS
COMPARISONS
Field Work
$$$
Databases plus phone
Databases preferred
On-SiteInteraction
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Sites/Building Availability
Size Benchmarks
Cost Benchmarks
Avoidance Factors
Access Factors
Proprietary metrics
©Kate McEnroe Consulting 201312
Fatal Flaw Possibilities
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Same factors, tighter standards
Refined and expanded cost
comparisons
Qualitative Factors
©Kate McEnroe Consulting 201313
Comparative Factor Possibilities
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Frequent Searchers In-House GIS In-House Databases
◦ Demographics◦ Power Costs◦ Real Estate Costs
On-Line Third Party Data On-Line Site & Building Databases On-Line State, Region, Community Web Sites RFP Responses
©Kate McEnroe Consulting 2013 14
What information is used?
©Kate McEnroe Consulting 2013
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Occasional Searchers Government Data Perception, Rumor, Assumption Public Access GIS RFP Responses MAYBE:
◦ On-Line Third Party Data◦ On-Line Site & Building Databases◦ On-Line State, Region, Community Web Sites
©Kate McEnroe Consulting 201315
What information is used?
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Supply◦ ESRI◦ Alteryx◦ EASI Analytic Software – The Right Site◦ Woods and Poole◦ Claritas◦ Zoomprospector.com
Occupations◦ EMSI◦ Chmura
Salaries◦ ERI◦ Bureau of Labor Statistics◦ Salary.com
©Kate McEnroe Consulting 201316
Workforce Data Source Examples
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©Kate McEnroe Consulting 201317
Third Party Data – Electric Rates
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GIS (aggregate statistics, not information)
Community Profiles (usually bad)
Databases (always incomplete)
◦ D&B Marketplace
◦ Harris Directory
When all else fails, call economic
development agency
©Kate McEnroe Consulting 201318
Existing Employer Data
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National Center for Education Statistics
Directories (Peterson’s)
Rating Surveys (US News, Carnegie)
State, regional, local on-line community
profiles
When all else fails, call economic
development agency
©Kate McEnroe Consulting 201319
Education Institution Information
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Magazine Directories
State, Regional, Local Web sites
When all else fails, call economic
development agency
©Kate McEnroe Consulting 201320
Incentive Program Information
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Garbage in/garbage out Dated information Poor search parameters Inability to see “close calls”
©Kate McEnroe Consulting 201321
Word of WarningGIS and Sites & Buildings Systems
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©Kate McEnroe Consulting 201322
Weighting, Rating, ScoringScreening Analysis
Weighting Community 1 Community 2 Community 3
Labor Cost 40% 10 8 5
Rental Rate 10% 3 7 10
LaborAvailability
50% 8 6 5
SCORE 8.3 7.7 5.5
Screening Analysis
Community 1 Community 2 Community 3
LaborSupply
Preferred Preferred Acceptable
LaborDemand
Marginal Acceptable Preferred
Labor Cost Acceptable Marginal Acceptable
OverallLaborRating
Marginal Acceptable Preferred
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Designed to save consultants/company’s time, not
your time
Used when researchers have limited internal
resources
Used when other external sources are of
questionable validity and accuracy
Used to generate apples-to-apples data
Used to demonstrate thoroughness to clients
©Kate McEnroe Consulting 201323
About RFPs
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What do employers say about the labor force?
Are existing buildings workable? Are the local service providers responsive
and sophisticated? Are incentive programs applicable, is
administration efficient, are “strings attached” reasonable?
What is the impact of quality of life?
©Kate McEnroe Consulting 201324
Field Work - Typical Issues
ALL Relative to the Competition
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©Kate McEnroe Consulting 201325
Add Value
Be Disruptive
Surprise Me
What Should You Do?
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Uniquely available information
Capacity Building
©Kate McEnroe Consulting 201326
This Adds Value
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Same Information, New Channels
Marketing Aspirations, Not Assets
Duplication
©Kate McEnroe Consulting 201327
This Doesn’t Add Value
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Wider variety of sites and buildings
Talent/population recruitment
Pipeline training programs
Infrastructure expansions
Regional cooperation
©Kate McEnroe Consulting 201328
Capacity Building
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©Kate McEnroe Consulting 201329
What about Social Media?
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Employer Detail
Testimonials
Anecdotes
Incentive Calculation Detail
©Kate McEnroe Consulting 201330
Better Information - What
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Web sites
Newsletters – preferably hard copy
Announcements
Personal Meetings
©Kate McEnroe Consulting 201331
Better Information- Where
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©Kate McEnroe Consulting 201332
Be Disruptive
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©Kate McEnroe Consulting 201333
Interfere with the Invisible Process
Create the search area
Eliminate areas thatfail to meet benchmarks
Compare remainingareas to one another
Field Work
$$$
Screening Analysis
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©Kate McEnroe Consulting 201334
What’s the point?
Get to them with information before there is a project at stake
(That Means Marketing & Promotion)
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©Kate McEnroe Consulting 201335
Surprise Me
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©Kate McEnroe Consulting 201336
Stories Interfere with the Invisible Process
Create the search area
Eliminate areas thatfail to meet benchmarks
Compare remainingareas to one another
Field Work
$$$
Screening Analysis
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©Kate McEnroe Consulting 201437
Give it to us from the horse’s mouth
Talk about results, not feelings
What is a meaningful testimonial?
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Relationships Referrals References
©Kate McEnroe Consulting 201338
How can the process be circumvented?
Create the search area
BYPASS
BYPASS
Field Work
$$$
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Make Yourself
One of
The Places We’ll Remember
©Kate McEnroe Consulting 201339