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Build a Winning Response Team to Guide Successful Site Visits
- 1. Building Your Response Team AND GUIDING THEM TOWARD A SUCCESSFUL SITE VISIT
- 2. To get to the site visit … first comes the RFI SelectKentucky.com Very tight timeframes Be organized Be prepared Consider this a site’s resume that you are putting together. You want to highlight the site and your community in the best way possible.
- 3. To get to the site visit … first comes the RFI Distances to highways, rail, airports and river ports Utility providers, capacity and rates Permitting process and potential restrictions Engineering or environmental reports Know your sites
- 4. To get to the site visit … first comes the RFI Photos – aerial, street level Maps – utilities, topographical, FEMA floodplain Property plat and/or site layout Spec building drawings Site analysis Documentation
- 5. To get to the site visit … first comes the RFI Use reliable data sources Be consistent Be honest Answer all the questions Provide all requested documents Responding to the RFI
- 6. Who Belongs On The Response Team? Site/Building Workforce Training Education Trusted Advisors Existing Industry – your best sales people Local Government & Departments Truly, any EXPERT that will be able to assist with professional information which addresses the prospect’s concerns and/or questions regarding the location of their business in your community. Consider it from a “needs assessment” point of view.
- 7. Response Team: The group of community leaders who work together to assist their professional economic developer while working a project. WHY? To validate your sales pitch.
- 8. Site/Building Engineering Construction Ownership Utilities Workforce Training Technical College WIB Successful User Josh Benton Education Post-Secondary Primary Specialized Education Trusted Advisors Finance/Banking Accounting Insurance Attorney Local Government Judge Executive Mayor Permits/Licensing Inspection Dept. Existing Industry CEO/Plant Managers Human Resources Suppliers Customers
- 9. Utilities Utility Partners need to be prepared well in advance It is important that each provider know the location, sizes, and capacities of their facilities available for this specific site The following items should be prepared well in advance Map illustrating location of facilities Letter of commitment from provider The cost and time to serve must be included The prospect needs will determine which utility partners will need to be present during a visit Also note that Energy providers typically have a robust array of ED resources
- 10. Utility Provider Letter of Commitment Water Utility Provider Example A 12 Inch Ductile Iron Water The water system currently has the capacity to serve the property with at least 300,000 gallons per day (gpd), with an estimated maximum of 1,000,000 gpd with no infrastructure improvements. Seneca Light and Water no water improvements are required to serve
- 11. BEST PRACTICES: Do the job ahead of time. Absolutely NO first-time meetings in front of the prospect!!!!!!!!! Meet regularly with your “Response Team.” Ensure your message is consistent. Tell the Truth … but make sure Joe from the water department doesn’t mention that one time…..
- 12. A final request from the Cabinet If your community is hosting a site visit organized by the Cabinet, please remember that we are your partner in this opportunity. Maintain confidentiality Stick to the schedule Discuss incentives before the visit
Editor's Notes
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