indiana economic development course january 2015 kate mcenroe 770.333.6343 [email protected]
TRANSCRIPT
©Kate McEnroe Consulting 20132
Today’s Agenda
What do theprojects look like?
What do they want?
What canyou do?
Site Selection
Projects
©Kate McEnroe Consulting 20133
What is a “project”?What is a “project”?
©Kate McEnroe Consulting 2013
We need more
capacity (Maybe in a new place)
It’s too expensive where we
are
We need fewer
locations
We can’t find the staff we
need
We need better
access to . . .
Talent pool and talent pipeline
Ready-to-go infrastructure
Competitive costs
Access
©Kate McEnroe Consulting 20134
What do they want? (Product)
PROOF
Single point of contact – probably regional
Web-based information Quick response Stable political, tax, regulatory process To be treated like a customer
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What do they want? (Process)
Many decisions are made at arm’s length
Expertise and process varies
Many intermediaries are developing metrics and formulas to screen out communities
Reputations travel and linger – for better or for worse
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How do they decide if you have “it”?
The Way I Work a Traditional Project
The Way I Work a Traditional Project
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Create the search area
Eliminate areas thatfail to meet benchmarks
Compare remainingareas to one another
Field Work
$$$
Time Zones Logistics Radius Community Size Cities with Existing Operations Specialty sites and buildings
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Common Search Area Definitions
Standardized Commute AreasMetro/Micropolitan Area
Unique Criteria Sites
frequently not
CountyStateCity
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Initial Unit of Analysis
A PROCESS OF ELIMINATION designed to identify a short list of options for
detailed research
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What is a Screening Study?
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Limited Interaction
No Interaction
SEARCH AREA
FATAL FLAWS
COMPARISONS
Field Work
$$$
Databases plus phone
Databases preferred
On-SiteInteraction
Sites/Building Availability
Size Benchmarks
Cost Benchmarks
Avoidance Factors
Access Factors
Proprietary metrics
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Fatal Flaw Possibilities
Same factors, tighter standards
Refined and expanded cost
comparisons
Qualitative Factors
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Comparative Factor Possibilities
Frequent Searchers In-House GIS In-House Databases
◦ Demographics◦ Power Costs◦ Real Estate Costs
On-Line Third Party Data On-Line Site & Building Databases On-Line State, Region, Community Web Sites RFP Responses
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What information is used?
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Occasional Searchers Government Data Perception, Rumor, Assumption Public Access GIS RFP Responses MAYBE:
◦ On-Line Third Party Data◦ On-Line Site & Building Databases◦ On-Line State, Region, Community Web Sites
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What information is used?
Supply◦ ESRI◦ Alteryx◦ EASI Analytic Software – The Right Site◦ Woods and Poole◦ Claritas◦ Zoomprospector.com
Occupations◦ EMSI◦ Chmura
Salaries◦ ERI◦ Bureau of Labor Statistics◦ Salary.com
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Workforce Data Source Examples
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Third Party Data – Electric Rates
GIS (aggregate statistics, not information)
Community Profiles (usually bad)
Databases (always incomplete)
◦ D&B Marketplace
◦ Harris Directory
When all else fails, call economic
development agency
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Existing Employer Data
National Center for Education Statistics
Directories (Peterson’s)
Rating Surveys (US News, Carnegie)
State, regional, local on-line community
profiles
When all else fails, call economic
development agency
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Education Institution Information
Magazine Directories
State, Regional, Local Web sites
When all else fails, call economic
development agency
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Incentive Program Information
Garbage in/garbage out Dated information Poor search parameters Inability to see “close calls”
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Word of WarningGIS and Sites & Buildings Systems
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Weighting, Rating, ScoringScreening Analysis
Weighting Community 1 Community 2 Community 3
Labor Cost 40% 10 8 5
Rental Rate 10% 3 7 10
LaborAvailability
50% 8 6 5
SCORE 8.3 7.7 5.5
Screening Analysis
Community 1 Community 2 Community 3
LaborSupply
Preferred Preferred Acceptable
LaborDemand
Marginal Acceptable Preferred
Labor Cost Acceptable Marginal Acceptable
OverallLaborRating
Marginal Acceptable Preferred
Designed to save consultants/company’s time, not
your time
Used when researchers have limited internal
resources
Used when other external sources are of
questionable validity and accuracy
Used to generate apples-to-apples data
Used to demonstrate thoroughness to clients
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About RFPs
What do employers say about the labor force?
Are existing buildings workable? Are the local service providers responsive
and sophisticated? Are incentive programs applicable, is
administration efficient, are “strings attached” reasonable?
What is the impact of quality of life?
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Field Work - Typical Issues
ALL Relative to the Competition
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Add Value
Be Disruptive
Surprise Me
What Should You Do?
Uniquely available information
Capacity Building
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This Adds Value
Same Information, New Channels
Marketing Aspirations, Not Assets
Duplication
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This Doesn’t Add Value
Wider variety of sites and buildings
Talent/population recruitment
Pipeline training programs
Infrastructure expansions
Regional cooperation
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Capacity Building
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What about Social Media?
Employer Detail
Testimonials
Anecdotes
Incentive Calculation Detail
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Better Information - What
Web sites
Newsletters – preferably hard copy
Announcements
Personal Meetings
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Better Information- Where
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Be Disruptive
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Interfere with the Invisible Process
Create the search area
Eliminate areas thatfail to meet benchmarks
Compare remainingareas to one another
Field Work
$$$
Screening Analysis
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What’s the point?
Get to them with information before there is a project at stake
(That Means Marketing & Promotion)
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Surprise Me
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Stories Interfere with the Invisible Process
Create the search area
Eliminate areas thatfail to meet benchmarks
Compare remainingareas to one another
Field Work
$$$
Screening Analysis
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Give it to us from the horse’s mouth
Talk about results, not feelings
What is a meaningful testimonial?
Relationships Referrals References
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How can the process be circumvented?
Create the search area
BYPASS
BYPASS
Field Work
$$$
Make Yourself
One of
The Places We’ll Remember
©Kate McEnroe Consulting 201339