Atlas and leading economic development professionals are always trying to find ways to be more targeted, more precise, and more relevant to the needs of recruitment and retention prospects. As a way to help economic developers refine their marketing and business development offerings to prospects, Atlas presents “Four Things Economic Development Prospects Want"

1. Four Things ED Prospects Want

2. Outline The prospect’s mindset today Steps prospects go through when evaluating a location Four things prospects want from you How to differentiate your organization in this climate Wrap up

3. About Atlas Atlas Advertising helps economic developers reach national and international prospect and site selection audiences. We deliver branding, website development, GIS mapping, research, social media, and creative services professionally and with a staff experienced in economic development. Unlike firms with little or no economic development experience, Atlas Advertising uses a proven mix of economic development marketing tactics that generate interest from site selection audiences. Atlas Advertising is led by a former economic development practitioner and has worked with 50+ different economic development clients in 30 states. Our approach and experience means that our campaigns generate an average of three to ten times the response of other campaigns. Featured clients: State of Ohio Indy Partnership City of San Francisco Greater Phoenix Economic Council Greater Omaha Economic Development Partnership

4. Your Hosts Ben Wright CEO, Atlas Advertising benw@atlas-advertising.com www.twitter.com/atlasad Guillermo Mazier Business Development, Atlas Advertising guillermom@atlas-advertising.com

6. Content Services

7. Research Services

9. Commercial Property databases

10. Business databases

11. Data Search (Data Tab)

12. Other Data Management (Map Overlays)

13. Community Data Management

14. GIS System Analytics

15. GIS Data Reporting

16. Data Widgets

18. The Prospect Mindset Today

20. Companies are tremendously cost conscious

21. Some industries continue strong, bucking the trends

22. Nearly all companies are constrained by lack of debt financing

24. What Events are Spurring Expansion or Relocation?

25. What are the Top Five Decision Making Criteria for your Clients in Selecting a Location?

26. Have These Criteria Changed?

27. If “Yes”, How Have The Criteria Changed? Considering Moves To Less Expensive Places Now Incentives matter more now Green is Less Important Right Now Everything Is More Competitive Now Less About Labor, More About $ Finances Are At The Head Of The Table

28. What Was the Most Important Thing an Economic Development Organization Did For You?

29. What Advice Can You Give EDO’s today? Keep It Clean Stick To The Basics ED is about Networking, Get Out Of Your Office Do Something Outrageous Be prepared with all the facts Focus On Retention Be experts in your targeted industries Provide Valuable Incentives Buy Land And Give It Away Don’t Overstate The Situation

30. Is There Anything Else That Would Be Useful for an EDO to do? Lower ourCapital Investment Offer New Buildings 20% of incentives are used 80% of the time Provide Quick Loading GIS Data Show me the money Be The Coordinator Throughout The Process

31. The Steps Prospects Go Through in Considering a Location

32. How you can calibrate your marketing to connect with companies or site selectors when they need you

33. Four Things Prospects Want From You

34. What Prospects Want Incentives to ease the financial costs and risk of expanding and relocating. Existing buildings, not Greenfield sites. A meaningful deep dive into your community, on their timetable. For you to be experts on your industries.

35. Prospects want incentives, perhaps more now than ever. “Incentive requests have changed somewhat and have been geared more toward mitigating financial risk to the company and insuring workforce development and training than what we have seen in the past.” - Ed McCallum, McCallum Sweeney Consulting, August 2010

37. New Market Enterprise Credits

38. 48c credits

41. They are only interested in learning things that they can’t find online – and this is where you can help:

42. What is the “story” of your community?

43. What are the recent developments that are not publicly known?

44. Who in your community should they talk to?

45. How should they navigate through the community?

47. Largest companies

48. Innovative/growing companies

49. Unique technologies

50. Supporting infrastructure: University programs, trade groups

51. Where you aren’t, bring in experts in your community to teach you.

52. Share the facts – don’t oversell.

53. Tip: Join online trade groups, such as:

54. Clean tech

56. Make your services and incentives clear and available.

57. Make sure that your buildings inventory is up to snuff. Complete records for all buildings, updated within 90 days Featured properties that you believe are the best value or most unique

58. Make sure you have a community team ready. Staff internally that can respond quickly and comprehensively, plus industry and municipal partners Set tour routes that put the best face on your community but which allow for client input, direction, and discovery Fast and comprehensive ways to submit buildings and data brokers, economic development partners, and other stakeholders to you

60. Largest companies

61. Innovative/growing companies

62. Unique technologies

63. Supporting infrastructure: University programs, trade groups

65. To view this presentation: Visit our slide share site:www.slideshare.net/wright0405: And, join our LinkedIn Group: Next Gen Economic Development Marketers (Once you sign up, you will need to be approved) We look forward to having you!

66. Contact information: 2601 Blake Street, Suite 301 Denver, CO 80205 Contact: Ben Wright t: 303.292.3300 x 210 benw@Atlas-Advertising.com www.Atlas-Advertising.com