Opening C Suite Doors - A Dozen Investment Attraction Tips in 45 Minutes


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DCI's Andy Levine, President & Chief Creative Officer and colleague Katrina DeBor, Director of DCI's Prospect Development/Qualification Division will share twelve success tactics in opening the right doors to the right executives. Key takeaways from the presentation include 12 investment attraction strategies.

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Opening C Suite Doors - A Dozen Investment Attraction Tips in 45 Minutes

  1. 1. Welcome Opening C-Suite Doors:A Dozen Tips in 45 Minutes
  2. 2. AgendaDashboardSpeakersAbout DCIQ&A
  3. 3. Speakers Andy Levine President / Chief Creative Officer Development Counsellors International Katrina DeBor Director, Prospect Development / Qualification Division Development Counsellors International
  4. 4. • Work with 400+ cities, regions, states and countries since 1960• Staff of 45 professionals in New York City, Denver, Los Angeles and Toronto• Prospect Development/Qualification (PDQ) Division focused on bringing our client communities “face-to-face” with potential investors
  5. 5. Tip #1Objectively know yourcommunity’s strengths andweaknesses
  6. 6. Community Examples• Brownsville, TX: Manufacturing, logistics, strategic location• Puerto Rico: Life Sciences powerhouse• Louisville, KY: UPS hub, unique logistics capabilities
  7. 7. Tip #2Engage a predictive model(the rifle is more effectivethan the shotgun)
  8. 8. Finding the Needle in the Haystack… Focus on Predictive Factors: •Revenue increase •Executive change •Major contract win •New product announcement •Mergers/acquisitions •Change in regulatory environment
  9. 9. Run the Predictive Model on Your Own Companies• Spot Growth • Identify Opportunities Consolidation Threats
  10. 10. Tip #3Turn to the world’s mostunderutilized technologicaltool: The Telephone
  11. 11. Advantages of the telephone as alead generation tool… • Permits dialogue • An entry point to relationship building • Efficient and cost- effective
  12. 12. Tip #4Know the target executive,the company and theindustry (before you pickup the phone)
  13. 13. Objective:Province aims to attract more logistics/distribution projects• Key tactics: – Precise company identification – Track business growth – Identify themes – CEO research – Craft proposition• Result: – ED team uncovers active project; province shortlisted
  14. 14. Tip #5Start at the top (power travels downward)
  15. 15. In Search of VITO(or “Very Important Top Officer”)… “VITO has the ultimate YES power and the power to veto the decisions of others.”
  16. 16. But Beware of “Seymour”Individuals who always want to “seemore” data, presentations andtruckloads of information.“They are not movers and shakerswithin the organization. And theytypically have very limited authority.”
  17. 17. Tip #6Woo the gate keeper
  18. 18. Case History 1Getting to Know Lisa • Establish rapport • Ask informative questions • Utilize Lisa’s knowledge • Consistent follow up
  19. 19. Tip #7The power of intelligentpersistence
  20. 20. Patience is a virtue…
  21. 21. Tip #8First impressions are everything
  22. 22. Understanding the “Seven SecondRule”… “Seven seconds is the average length of time you have to make an impression. And everyone knows that you won’t get a second opportunity. “ – Lydia Ramsey Seven Seconds to Sink or Swim
  23. 23. Tips on making a first impression… • Eliminate distractions • Be ready with the correct pronunciation • Exude confidence “Mr. Smith, it’s an honor to speak with you.”
  24. 24. Tip #9Listen…listen…listen
  25. 25. The Power of Listening… • Lessons from Ted Koppel • Better understanding of the prospect and the company • Opportunity to highlight tangible benefits offered by your community
  26. 26. Tip #10When interest is uncovered,ask for the face-to-facemeeting
  27. 27. Pursue the Meeting… “If you dont ask, you dont get.” -Gandhi
  28. 28. Tip #11Follow-up to anyinformation requestimmediately withfactual information
  29. 29. Speed Reinforces a PositiveImpression… • An accurate and timely response demonstrates “this is someone I can count on” • Make it easy – answer the question directly (rather than sending the prospect to an attachment or website)
  30. 30. And finally…
  31. 31. Tip #12Ignore steps 1-11; Outsourcethe lead generation work toan experienced partner (likeDCI’s PDQ Division)
  32. 32. Summing It Up1. Objectively know your 7. The power of intelligent community’s strengths persistence and weaknesses 8. First impressions are2. Engage a predictive model everything3. Turn to the world’s most 9. Listen…listen…listen underutilized tool: The 10. When interest is Telephone uncovered, ask for the4. Know the target executive, meeting company and industry 11. Follow-up immediately5. Always start at the top with factual information6. Woo & connect with the 12. Ignore steps 1-11; gate keeper Outsource the lead generation work
  33. 33. Q&APlease send your questions via the Chat orQuestion widget on your dashboard.
  34. 34. Stay in Touch Andy Levine President / Chief Creative Officer Development Counsellors International 212/725-0707 x-107 Katrina DeBor Director, Prospect Development / Qualification Division Development Counsellors International 212/725-0707 x-157