R&M Resource Development and Atlas Advertising presented 9 ways to influence investors and prospects. These include knowing your goals and audiences, being strategic, differentiating yourself, managing expectations, perfecting timing, leveraging affiliations, and injecting inspiration. Data and marketing services were outlined to help economic development organizations implement these strategies through branding, fundraising campaigns, and prospect development. The presentation concluded with calls to action to discuss implementation.

1. 9 Ways to Win Investors and Influence ProspectsContent Draft 2, SBFor Webinar with Atlas Advertising05/10/109 Ways to Win Investors and Influence Prospects

2. Agenda / Outline IntroductionsNew economy, new realitiesThe nature of influence -- impacting both investors and prospects9 Ways to improve your success with bothJoin the conversation

3. About R&M Resource DevelopmentR&M Resource Development specializes in strengthening economic development organizations through fundraising, strategy formation and leadership development. We have raised more than $350,000,000 in over 100 campaigns since 1989, while helping our clients to engage their civic and business leaders for greater impact and sustainability. We take pride in leading the industry with innovation, proven techniques and customized strategies. R&M is the only firm of its kind with experienced CEcDs as principal partners. A few of our clients:CO: Metro Denver EDC, Upstate Colorado EDC, Aurora EDCTX: Corpus Christi Regional EDCIL: Rockford Area Econ. Council, Greater Springfield Chamber, Will County CEDTN: Nashville Chamber, Obion County Chamber, East TN EDA/Knoxville

4. R&M Resource Development ServicesFundraising CampaignsEconomic Impact AnalysisFeasibility and Positioning AnalysisOrganizational AuditMid-course Investor AssessmentInvestor Relations StrategyClient TrainingEconomic Development StrategyFacilitationMediation

5. 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 OhioIndy PartnershipCity of San FranciscoGreater Phoenix Economic Council Greater Omaha Economic Development Partnership

6. Atlas Agency ServicesWebsite Design ServicesGIS WebsitesBrand DevelopmentSearch Engine MarketingSocial Media MarketingWebsite Hosting Marketing, Media and Lead Generation

7. Content Services

8. Research Services

9. Training ServicesAtlas Technology and Data ProductsContent Management Software Robust Media Center CalendarData Cart/Brochure Generator Mobile friendly websitesBlog or Microsite Software Project Tracking SoftwareEmail Marketing SoftwareData ProductsDemographic DataBusiness ListsEnhanced Prospect ListsGeographic Information Systems (GIS)

10. Commercial Property databases

11. Business databases

12. Data Search (Data Tab)

13. Other Data Management (Map Overlays)

14. Community Data Management

15. GIS System Analytics

16. GIS Data Reporting

17. Data Widgets

18. Website Analytics Cool stuff to do/downloadJoin us for future “Compete Smarter” webinars, listed on our BlogFollow us on Twitter: www.twitter.com/AtlasAdRead more at our Blog, “Latitude”: http://blog.atlas-advertising.com

19. How is the world different in 2010? Reality bites…For fundraising, this means:Investors demand greater accountability & relevant performance measuresGreater proportion of prospects to commitsLonger lead time/decision time to commit and to write the checkIdentifying “unusual suspects”Leadership sells

20. How is the world different in 2010? Reality bites…For prospecting, this means:Deals are very much about financial realities, and driven by consolidation

21. Deals can get stalled by the financial markets and uneasy decision making

22. More shopping than closing OK, so reality bites…But remember:REALITY, as we know it, is aSUBJECTIVE vs. OBJECTIVE state.Facts are facts -- but we perceive them subjectively. “WORDS CREATE WORLDS”

23. There are silver linings…Technology gives us more toolsThe best principles and processes hold true in GOOD and BAD economiesThere are professionals to help you navigate these new waters cost-effectivelyLots of economic developers are sitting on their hands, creating opportunities

24. The nature of INFLUENCEWhat are the DRIVERS of INFLUENCE?Think about people/organizations YOU know who are INFLUENTIAL.What gives them credibility?

25. The nature of INFLUENCESome drivers:Relevance – being expert at what your audience needs Trust – not overselling or bending the truth, and building a track record Differentiation – How having a relationship with your organization is different and betterIntegrity -- A track record of doing what you say you’ll do, and being honest with people

26. The nature of INFLUENCESome drivers:Timing – catching the right audience when they can year you Affiliation – who you know and how your relationships create leverageInspiration – having passion for your organization and your community

27. 9 Ways to InfluenceInvestors and Prospects(sometimes they are one and the same)

28. 1. KNOW WHAT YOU WANTVision drives everything. What do you really want to accomplish (what’s the real goal?)What programs/initiatives will it take to get there? And what will they cost?If you want more $$, what will you accomplish with it? How will you define success?

29. 2. Know your AUDIENCEKnow your investors as well as your clientsDevelop profiles of each Identify and document their needs in writingDevote resources to maintaining the relationship

30. Develop Trust in your AudiencesDon’t oversell or overpromiseDemonstrate that you understand their needs and challengesDo what you say Build long term relationshipsFairfax county VA podcast…

31. 3. Know your POSITION, and be RELEVANT Conduct an Honest Assessment:Honestly assess your SWOT, the trends, and your region’s true competitivenessHonestly assess your EDO program content for relevance, impact, buy-in, and strategic contentGet a 3d-party assessment of what’s doable in a campaign, and trust it Develop new ideas about how you can meet your audience’s needs differently

32. 4. Be STRATEGIC…in your PROGRAMS, in your COMMUNICATION, in how you engage LEADERSHIPWhat’s the POV of your organization? (Perception of Value)

33. What Prospects Say about being relevant “They picked up the phone when I called.”“They stuck to the facts, and didn’t oversell.”“They provided me with the information I was looking for.” “They connected me with the right people in the area.”

34. For comparison: What our client say about AtlasSpent time getting to know our community and our organization before starting anything elseMeeting with Atlas staff (at my request) to find out what new tools/methods are available to us and could benefit our business.Got tactical with us...with no questions or pushback. Not the sexiest thing I know, but it was effective.Provide market information via presentations or webinars.

35. What Investors Say“You are really changing the way we have done things here for years. I like it, and I like the impact model.”“Getting the money to do this is not the challenge; getting the right people together is. I like the focus on wealth and leadership.”“My passion and my wallet come out of the same pocket. And these strategies hit them both!”

36. What should the PERCEPTION OF VALUE of your org be? FOR PROSPECTSHow your region/community benefits their bottom lineHow well you communicate that May be different for each prospectFOR INVESTORSBuilding WealthROI as seen through their eyesHow well you engage them and communicate w/themMay be different for each investor

37. Engaging leadership strategicallyUse business leaders in a manner commensurate with their status/skills/passionsThey WILL influence other investors, elected officials and prospects -- Make sure their experience is POSITIVE

38. Do you treat your investors as well as you treat your prospects?Do you engage your investors as true partners?Incite them to civic entrepreneurship?Hold them accountable, as you are?Deliver value & make it relevant?Keep them focused on the big picture?

39. 5. Manage Expectations Stay FOCUSED on the BIG pictureLook at your region/community from 30,000 feet and focus your leadersthere as wellManage the trenches, but use your leaders at the strategic levelPerformance measures, used consistently, will focus attention where you need it and help shape the discussion

40. 6. Be DIFFERENT! In fundraising, understand that you are competing for money and engagement.In prospecting, you must understand that you are competing with communities worldwide. For BOTH, you must meet the most important needs, in a way others don’t.“We are the only organization/community that offers/impacts _______________!”

41. Examples of organizations being DIFFERENT! Fairfax County, VAMetro DenverRockford, IL

42. 7. Perfect your timing Target your prospects well (whether for $$ or projects)Meet them when they are ready to be metIf the timing is not right, move on Unlike site decisions, investment decisions are NOT final -- “No” means “Not at this time.”

43. 8. Multiply your influence through AFFILIATION Tout the companies in your area (i.e. Intel) Tout the investors in your organization (who is at the table?)

44. 9. Inject your organization with INSPIRATIONSpeak to the heart first, then the mindRemember “Words Create Worlds” -- speak to the passions of your leadershipIncite them to think BIGGER, stretch fartherEngage solid creative/communications talentLive and breathe that inspiration -- be persistently positive

45. How you get there FOR PROSPECTSBranding and Prospect Positioning

46. Marketing Campaigns

47. Campaign Development

48. Campaign Execution

49. Client Training

50. Campaign AssessmentFOR INVESTORSFeasibility and Investor PositioningEconomic Impact AnalysisFundraising CampaignsInvestor Relations StrategyClient TrainingMid-Course Investor Assessment

51. Join the conversation!Join our LinkedIn Group: Next Gen Economic Development Marketers(Once you sign up, you will need to be approved)Then, click the link on the presentation, in Discussions.We look forward to having you!

52. Wrap up What are you going to do with this information?

53. Contact Atlas Atlas Contact information:2601 Blake Street, Suite 301Denver, CO 80205Contact: Ben Wrightt: 303.292.3300 x 210benw@Atlas-Advertising.comwww.Atlas-Advertising.comLinkedIn Profile| LinkedIn Group | Twitter| Blog| Slidespace

54. Contact R&MR&M Contact Information:PO Box 5390Greenwood Village, CO 80155-5390Contact: Susan Blansett, CEcDPh 303-475-2718sblansett47@msn.comwww.rmresource.com