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EDI Kansas City 2010

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EDI Kansas City 2010

  1. 1. Copyright 2009 Whittaker Associates, Inc Economic Development Institute Using Technology for Target Marketing & Research November 17, 2010 Facilitated by: Dean F. Whittaker, CEcD
  2. 2. Copyright 2009 Whittaker Associates, Inc Learning Objectives
  3. 3. Copyright 2009 Whittaker Associates, Inc Overview It’s all about people and relationships…not technology.
  4. 4. Copyright 2009 Whittaker Associates, Inc Social Networks
  5. 5. Copyright 2009 Whittaker Associates, Inc National: New & Expanded Results (2003-2009) Total Projects = 36,639 (New = 18,526; Expansion = 18,113) 0 500 1000 1500 2000 2500 3000 3500 4000 2003 2004 2005 2006 2007 2008 2009 New Expansion Data Source: Conway Data
  6. 6. Copyright 2009 Whittaker Associates, Inc Midwest: New & Expanded Results (2003-2009) Total Projects = 13,994 (New = 6,765; Expansion = 7,229) 0 200 400 600 800 1000 1200 1400 1600 2003 2004 2005 2006 2007 2008 2009 New Expansion Data Source: Conway Data
  7. 7. Copyright 2009 Whittaker Associates, Inc The Changing Nature of Work  Who  When  Where  How
  8. 8. Copyright 2009 Whittaker Associates, Inc Age Demographic (United States)
  9. 9. Copyright 2009 Whittaker Associates, Inc
  10. 10. Copyright 2009 Whittaker Associates, Inc Websites: Telling Your Story
  11. 11. Copyright 2009 Whittaker Associates, Inc Communications
  12. 12. Copyright 2009 Whittaker Associates, Inc MFA vs. MBA?
  13. 13. Copyright 2009 Whittaker Associates, Inc Winston-Salem/ Dell Computer Story
  14. 14. Copyright 2009 Whittaker Associates, Inc Dell to close its Winston-Salem plant THURSDAY, OCTOBER 8, 2009
  15. 15. Copyright 2009 Whittaker Associates, Inc So What? Now What?  700K sq ft building  1,000 out-of-work  $26 million in incentives  Political fallout
  16. 16. Copyright 2009 Whittaker Associates, Inc Source: Taxolog, Inc.
  17. 17. Copyright 2009 Whittaker Associates, Inc Source: Bing Maps
  18. 18. Copyright 2009 Whittaker Associates, Inc Source: Bing Maps
  19. 19. Copyright 2009 Whittaker Associates, Inc Trends in the Biotech Industry Source: Conway Data
  20. 20. Copyright 2009 Whittaker Associates, Inc Jobs Created by the Biotech Industry Source: Conway Data
  21. 21. Copyright 2009 Whittaker Associates, Inc Most Active States in the Biotech Industry States 2003 2004 2005 2006 2007 2008 2009 Grand Total Texas 2 6 2 3 2 1 4 20 Michigan 0 1 2 1 3 0 10 17 Illinois 6 1 1 3 0 2 2 15 California 2 3 1 1 3 1 11 Ohio 1 3 1 1 2 1 2 11 Pennsylvania 5 0 0 0 0 2 4 11 Kansas 0 1 2 3 0 1 3 10 New York 2 0 0 2 0 4 2 10 Maryland 1 1 2 0 0 3 2 9 North Carolina 1 1 0 1 1 1 4 9 Source: Conway Data
  22. 22. Copyright 2009 Whittaker Associates, Inc Who Has the Money? Source: Whittaker Associates, Inc.
  23. 23. Copyright 2009 Whittaker Associates, Inc States with the Most Biotech Funding Source: Whittaker Associates, Inc.
  24. 24. Copyright 2009 Whittaker Associates, Inc Biotech Projects (2003-2009) Source: Conway Data & Whittaker Associates, Inc.
  25. 25. Copyright 2009 Whittaker Associates, Inc Biotech Projects (2009 only) Source: Conway Data & Whittaker Associates, Inc.
  26. 26. Copyright 2009 Whittaker Associates, Inc Biotech Research Firms Source: Conway Data & Whittaker Associates, Inc.
  27. 27. Copyright 2009 Whittaker Associates, Inc Sample of Deal in the Market Company Location HQ Date Size Investment Riverside Research Institute Dayton, OH New York, NY Dec-09 32,000 sq ft $6 million Ceva Biomune Lenexa, KS Shawnee Mission, KS Sep-09 20,000 sq ft $15 million Biotics Research Corporation Fort Bend, TX Rosenberg, TX Aug-09 35,000 sq ft $2 million Fisher BioServices Rockville, MD Germantown, MD Mar-09 20,250 sq ft NA ebioscience, Inc. San Diego, CA San Diego, CA Feb-09 49,350 sq ft NA Ambit Biosciences Corp San Diego, CA San Diego, CA Dec-08 55,000 sq ft $11 million ViroPharma Incorporated Exton, PA Exton, PA Dec-08 78,000 sq ft $6 million Organogenesis, Inc. Canton, MA Canton, MA Nov-08 252,000 sq ft NA Cambrex Corporation Charles City, IA East Rutherford, NJ May-08 NA $25 million Molecular Innovations, Inc. Novi, MI Novi, MI Feb-07 12,000 sq ft $3 million The Scripps Research Institute La Jolla, CA Palm Beach, FL Dec-03 364,000 sq ft $147 million Source: Conway Data
  28. 28. Copyright 2009 Whittaker Associates, Inc Recent Graduates of the Sid Martin Biotech Incubator Program (University of Florida) Source: Sid Martin Biotech Incubator Program
  29. 29. Copyright 2009 Whittaker Associates, Inc Why Target Incubator Grads?  Create jobs, revitalize neighborhoods, commercialize new technologies  In 2005 alone, incubators  assisted more than 27,000 start-ups  provided FT employment for 100,000+ workers  generated annual revenue of $17 billion  84% of incubator grads stay in their communities *Source: National Business Incubation Association
  30. 30. Copyright 2009 Whittaker Associates, Inc Example of Growth  VLST Corporation  Biotech firm in Seattle, WA  Founded in 2004  Graduated the Accelerator Corp incubator in 2006  Received $55M in series B financing  Current Sales: $2.5 million  Employment: Grew from 2 to 25 Source: Accelerator Corp and Hoovers
  31. 31. Copyright 2009 Whittaker Associates, Inc What Are They Saying?
  32. 32. Copyright 2009 Whittaker Associates, Inc Who Cares? .gov .org .com .edu
  33. 33. Copyright 2009 Whittaker Associates, Inc Who Is The Audience?
  34. 34. Copyright 2009 Whittaker Associates, Inc Telling Their Story
  35. 35. Copyright 2009 Whittaker Associates, Inc Going Fishing
  36. 36. Copyright 2009 Whittaker Associates, Inc Targeted Marketing – 10 Steps 1. Begin with the end in mind – set goals 2. Determine your strengths and challenges 3. Select target industries by matching goals and strengths with industry/company needs 4. Identify target companies – desirability, compatibility, and feasibility 5. Qualify target companies
  37. 37. Copyright 2009 Whittaker Associates, Inc Targeted Marketing – 10 Steps (cont’d) 6. Build relationships with target companies 7. Follow through and follow up 8. Keep your commitments 9. Be patient 10. Be persistent
  38. 38. Copyright 2009 Whittaker Associates, Inc Tools, Tactics & Techniques Using technology to find information about industries, companies, and people
  39. 39. Copyright 2009 Whittaker Associates, Inc Directory vs. Index Engines Directory  Good for broad searches  Industry http://search.yahoo.com/dir http://directory.google.com Index  Good for specific searches  Company name  Person  Industry segment  www.google.com  www.ask.com  www.bing.com  www.yahoo.com
  40. 40. Copyright 2009 Whittaker Associates, Inc Google Search www.google.com  Searching within results  Historical search  Site searches  File/document search  Finding e-mail addresses  Google Alerts  www.google.com/alerts
  41. 41. Copyright 2009 Whittaker Associates, Inc More Helpful Tools Meta searches www.dogpile.com Related searches Google Tools www.google.com/insights/search www.googlelabs.com www.bing.com
  42. 42. Copyright 2009 Whittaker Associates, Inc What Percentage of the Internet is Indexed by the Search Engines?
  43. 43. Copyright 2009 Whittaker Associates, Inc Invisible Web  Less than 20% of publicly accessible web pages are indexed by popular search engines  The remaining 80% is called the “Invisible Web”
  44. 44. Copyright 2009 Whittaker Associates, Inc Invisible Web: Industry  Association Search  www.asaecenter.org/directorie s/associationsearch.cfm  Industry Encyclopedia  www.referenceforbusiness.co m/industries  Access My Library  www.accessmylibrary.com  Market Research Reports  www.marketresearch.com
  45. 45. Copyright 2009 Whittaker Associates, Inc Invisible Web: Company  Hoovers  www.hoovers.com  CeoExpress  www.ceoexpress.com  Newslink  www.newslink.org  Maps  http://maps.google.com  www.bing.com/maps  Google Finance  www.google.com/finance
  46. 46. Copyright 2009 Whittaker Associates, Inc Economic Gardening: Targeting Innovative High-Growth Companies  Entrepreneur Magazine Hot 100  Inc 5000  Forbes: America’s 200 Best Small Companies  Deloitte Technology 500
  47. 47. Copyright 2009 Whittaker Associates, Inc Invisible Web: Places  ZoomProspector  www.zoomprospector.com  YourEconomy  www.youreconomy.org  Zipskinny  www.zipskinny.com
  48. 48. Copyright 2009 Whittaker Associates, Inc Invisible Web: Personal  LinkedIn  www.linkedin.com Relationships – All About Connections
  49. 49. Copyright 2009 Whittaker Associates, Inc Thank you for your participation! Dean@whittakerassociates.com 616-786-2500 www.whittakerassociates.com http://www.linkedin.com/in/deanwhittaker
  50. 50. Copyright 2009 Whittaker Associates, Inc Giving Information Meaning

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