|We hope that
all Roundtable participants will respond to our free
GUIDE Area Survey (PDF), as explained below, which is
similar to the 15
minute consultant interviews in Vail. Attendees may choose to also have their
Survey responses published (for a small fee to cover the work involved) so that such
information can be openly shared with the executives and business advisors
we reach. There are also other ways to work together more proactively
to support investment promotion interests.
We are in contact with many companies about their project plans each
month, and this website has been attracting 300,000+ visitors in 2005, up
from 200,000+ in 2004.
You can download an
Adobe PDF copy (0.5 MB) of our April 2, 2004 presentation at the Roundtable
in the Rockies event through the link below :
if the full width of pages does not appear in your browser. This
website was designed for use with high resolution settings rather than old
|Thank you once
Expansion Management magazine for organizing the very useful Roundtable
in the Rockies event. It is
rare to encounter nearly unanimous praise for an event by attendees, and we
have heard similar praise for their Roundtable in the High Desert in Tucson
Anyone in the economic development profession who would like
to get to know top
location consultants and peers should consider this event each spring,
or the similar fall event in Tucson, usually in October. This was the second time that we participated in the Roundtable,
and we will plan to do so again. It is one of the best networking
events which we have attended.
By the nature of the Roundtable, the presentations and
discussions were not intended to be a sales pitch for our services. On
the contrary, it was an opportunity for area representatives to highlight
their own capabilities and marketing objectives to top location consultants
and professionals like ourselves who can refer projects.
This page highlights some ways in which areas can take
advantage of our marketing services.
We specialize in personal, independent introductions to
relevant professional service providers such as business location strategy
consultants and our many economic development contacts according to the
project interests of the executives we serve.
Professional Site Selection Tour and "Meeting
Point" services also introduce site selection
professionals who can
assist communities through special research trips ("inward visits" or
familiarization tours), pre-scheduled meetings at major events, and services
designed to support their competitive benchmarking analysis, investment
promotion strategies, and marketing programs.
We can also privately coordinate executive visits to one
or more business locations when
planning an investment project or seeking local business alliances.
contact us to discuss such services or introductory referrals.
Business Introduction Service
for Technology-Led Business Cluster Development
Information about this unique B2B service
which collaborates globally with local economic development
such as business retention, expansion, trade, and cluster
to introduce executives to potentially relevant business
according to their specified interests and preferences
without necessarily waiting to meet at networking events.
Did you attend the
CoreNet Global Summit in Chicago in May?
As in 2003, we were the exclusive sponsor of the
CoreNet Global 2004 Economic Development Leadership and Accomplishment
presented the awards before a general session of all attendees at the CoreNet Global Summit in
Chicago, May 15-19, 2004. Winners were featured in the May
issue of Corporate Real Estate Leader magazine and partial
on this website.
If you would like to meet while visiting Chicago,
|Do you advertise?
Exhibit at trade shows? Host events?
You may find
the following GUIDE services to be of special interest.
property listings, taxes and incentives
Please keep us
informed about major project announcements
in your area. We can also highlight major projects in more detail
through our Project Profile service.
Please also help us to update our list of
major companies in
your area. (Free)
estate section can highlight major properties as well as listing
services for your area, whether the details are found on your website or
There is also a new service to highlight where executives
and their advisors can find
tax and incentives information, as some initial state examples
|Help us to help you
Your website should already
be listed in our regional directory of contacts
(free). Please verify that the information and website link are
We also welcome
reciprocal links, and offer a small discount on our services to reward
If you find good project
leads in your marketing work which are not relevant to your own area, please
keep in mind our innovative service for "recycling"
such leads in a professional manner so that together we can help the
executives to find what they want. If we profit from such referrals,
we can discount our services to reward you.
|Introduction to our
of Services" and 1 page
Order Form (Adobe PDF) reflect
marketing plan. The
Report Template (Adobe PDF) illustrates how we approach the main
task of referring executives to the people who can help them, when we can
share such details and need to do so. In many cases, a simple phone
call or email is sufficient to arrange a suitable introduction.
website is just one of many tools in our marketing toolkit to find and refer
well-qualified prospects. We receive an increasing flow of enquiries from
investors who have discovered our website through our marketing initiatives
or search engines.
our work to generate project referrals, however, involves proactive contact
with companies as discussed in our presentation in Vail. We don't just
publish information on this website and then wait for somebody to find and
respond to it.
illustrate the value of the website to executives and their advisors, start
from the home page (or any other) and try these buttons
You can quickly reach the
regional lists of
economic development organizations or other resources anywhere in the
home page links to the
GUIDE Area Profiles and
as examples of more detailed presentations about
executives and their professional advisors) should be able to find relevant
economic development contacts and leading professional service providers or
other sources of information in any region of the world in 2 to 4 clicks,
usually in less than one minute, from any page.
At the bottom of most pages
there is a table of direct links to these regional lists of EDO contacts and
service providers as a shortcut.
take you a little longer at first because thousands of resources are listed,
but it should be pretty fast and easy. We know of no comparable
resource anywhere for investors and their advisors. As you explore the
many other features, we think you will be surprised at how much knowledge is
openly shared through this website.
real focus and value of our services, however, is to personally reach and
develop independent working relationships among the executives who are
responsible for major investment projects, and the refer them to the people
who can help them.
GUIDE Network Survey
temporarily listed all attendees in Vail to demonstrate how the new
Survey response list works. If you do not wish to be listed, or don't want
your email listed for the convenience of users, just
inform us and we will remove it promptly.
all of the 15 minute interviews in Vail, which unfortunately could not
include everyone, our focus was on a few key points about each participating
industries or types of projects
existing investors as success stories to help arouse interest by investors
benefits of the area from the perspective of potential investors
really differentiates the area when trying to attract visits and projects?
marketing challenges or misperceptions of the area in location selection
of services offered
to contact with project referrals
will see through the page for Survey responses, the interviews parallel our
"GUIDE Network Survey" process. The Survey was established to organize
basic local knowledge about many areas for quick reference in our contacts
Survey consists of a few basic questions such as those above, which should
be easy to answer by email without much time or effort. Since that just
supports our own work with investors and advisors, participation in the
survey is of course free.
If you would like us to
also share such knowledge through this website, like the
example, there is a small fee for the work involved. This is expected
to narrow the regional lists of thousands of economic development websites
down to the ones which want to work with us to share basic knowledge about
their areas as a useful service to the executives and advisors we reach.
brief notes from all conversations in Vail, it would be very helpful to
respond to the Survey so that anything important is not overlooked by us,
whether or not you choose to have your response published.
You may find the list of
location consultants to be of special interest, and please note that I
maintain informal relationships with many of these for project referral
purposes who are not officially clients at this time. As I ramp up the
independent marketing and project referral work now in 2004 and the years
ahead, those relationships will become closer as I bring them business.
||Areas which might never voluntarily go to
market together for greater efficiency can, like the professional service
providers we serve who may compete directly with each other, benefit from a
more efficient marketplace. We can reach more investors as an
independent service, and refer them to relevant contacts according to their
Summary : How to participate
in our services
Contact us for a proposal according to your investment promotion
Based on more than a decade of experience in this
profession, and our preparatory work during 2003, we expect to contact top
executives at hundreds of companies per month about their specific
investment interests, and provide very well-qualified referrals to the
participants who can potentially help them with their plans.
The services have been designed for flexibility to meet
the diverse investment promotion strategies of many areas while functioning
as a globally consistent shared service rather than customized consulting
work undertaken exclusively for each area.
Services costing from $200 - $2500 (with most under $1000) can be combined in
flexible ways to meet specific promotional needs, while the Area Profile working
relationship to maintain and share more timely knowledge about an area for
more effective response to investor enquiries costs $2000 initially plus
$500 per month.
Active participation in the larger marketing work to find
and refer more well-qualified project leads typically costs from $800 -
$6000 per month, with some areas less and some more. Refer to the
Order Form. The cost of
these services reflects the economic size of an area and the expected flow
of project referrals.
If you would like to participate in any of our various
services, but can't move quickly because of budget constraints, approval
processes, or other reasons, please talk to us and we can probably find a
suitable way forward together within such constraints.
In any case, please
reply to the
free GUIDE Network Survey about your area, which can also be
published on request (for a small fee to cover the limited work
involved). That includes highlighting your area in the
regional directory of contacts, like the example for
Valley, AZ in the
Mountain region contact list .
The Survey is a very basic
tool to help us maintain timely knowledge about many areas for reference so that we can be
more responsive to investors whenever they seek our assistance and
efficient investment promotion
This reflects more than
two years of preparatory work and investment in research and relationship
development, including many discussions with IEDC members and leading
professional service providers about their common marketing needs.
We are developing a cost-effective and efficient
process to address the common "needle in a haystack" marketing challenge
which areas of all sizes share to :
- proactively reach the responsible decision-makers
and professional advisors for major investment projects at an early stage
of planning and location selection
- attract the attention and interest of top
executives in "target" companies
- reduce the risk of simply being overlooked as a
potential business location
- differentiate their "value proposition" relative
to competing business locations
- highlight their service capabilities, business
clusters, recent achievements, and development plans to investors and
their advisors for fast and easy reference
- avoid misperceptions of an area, and address
common concerns or objections
- share timely local market knowledge with
investors and their professional advisors to support fast and effective
project planning and implementation
Since many areas and professional service providers share
the same "lead generation" challenge, we are creating this shared
service to efficiently address that need despite the obvious competition
among area representatives and professional services.
As a simple analogy, competing products can more
efficiently reach buyers through a common marketplace or sales channel, as
in the case of the financial markets or retail channels, to the benefit of
the "suppliers", customers, and the service which brings them all together.
This contrasts to selling one product "door to door", no matter how good
that product may be, or how well the choice of "target" doors may be
Relationship development work
Aside from the
general research and marketing or networking activities which we need to do
to support our work, the main focus is on relationship development among :
- top corporate executives who are responsible for
major project decisions
- their professional advisors
- participating economic development professionals.
We will maintain good relationships among
service providers, including
in particular, because they help to fund our work by rewarding referrals
which bring new clients to them. This enables us to drive down the
cost and expand the reach of our marketing work for the benefit of area
representatives. Our work can also support their own services by
making it faster and easier for them to consider unfamiliar locations
carefully for their clients, as this website demonstrates.
Our relationship development work among participating area
representatives also enables us to share timely market knowledge with
executives and their advisors. We don't have to become experts on all
areas. We need to know enough about the benefits which differentiate
an area so that we can suggest relevant introductions.
|Greater market reach with
less duplication of effort and spending
the above challenges are addressed through various "lead generation"
services such as exclusive marketing projects on behalf of each client area,
- duplicates considerable effort and expense, given
overlaps in "targets"
- reaches only a very small part of the market,
given limited resources
- promotes only one area (no client value in any
leads found for other areas)
- offers no service to the executives beyond what
that one client area can do
- "opens the door" through limited contact work at
one time, not relationships
- leaves the follow-up work or relationship
development challenge to the client
- won't reach many decision-makers at the right
time in their planning process
Alternatively, similar "lead generation" work may be
performed by in-house staff, whether through direct contact work in target
sectors, networking efforts reinforced by local business retention and
expansion programs, or more general marketing activities such as promotional
events, PR work, advertising, and online services.
|Reinforce your own
The various GUIDE services already make it easy for
executives and their advisors to do far more than just find your website
regional lists of contacts :
|A faster and better
process for business location selection
their advisors often need to find solutions to their needs quickly, but
major capital investment decisions pose many risks. By creating a
better process to reach the executives who are willing to accept help, and
then independently guiding them to professionals and business locations with
capabilities to meet their needs well, the project decision process can
develop faster and lead to better outcomes for both the companies and
The process will continually improve through project
research work and feedback from investors and advisors about their
experiences and needs, and we will openly share knowledge of general
interest when possible, within
confidentiality constraints, to help area representatives as well as the
executives who plan projects. For example :
projects as an independent professional service
The proactive marketing side
of this business, known as "SICR", involves the hard work to find potential
investors, develop working relationships, and refer them to the
organizations with the capabilities to meet their needs.
Instead of "pushing" one
area at high cost as an exclusive service to target a group of companies at
one point in time, SICR shares the cost and challenge of developing very
well-qualified project referrals consistently over time as a shared service
to both professional service providers and economic development
In short, participants
can focus limited resources on winning well-qualified prospects for their
areas, rather than competing at the task of finding the "needle in a
haystack" before somebody else.
We do not limit our
referrals exclusively to participants in our services, because as a matter
of independence and professional integrity this would not be truly
responsive to the interests of the investors. When appropriate, we
will do limited research to help executives find what they are seeking in
areas or specialties for which we may not yet have good solutions in hand
already among our active participants. This enables us to expand our
own capabilities, and help similar investors in the future.
As a practical matter,
however, we will be in a much better position to introduce active
participants in our services simply because we will be more familiar with
and more confident of their capabilities to meet the indicated needs of an
investor. We will also be in a much better position, through knowledge
of active participants, to both recognize good opportunities for their
services and be able to persuasively present the value of such services to
and the list of contacts
We recently started SICR work with Invest Korea, and are in
the process of completing the initial GUIDE content for Korea while already
starting to seek projects which are relevant to their targeting strategy.
The preparatory work
required research and the review of existing promotional materials and the
identification of other resources for investment in Korea. For
example, in addition to reviewing the extensive promotional materials
provided by Invest Korea, we met with executives experienced in doing
business in Korea, as well as US Government representatives responsible for
trade promotion in Korea, to improve our market knowledge and prepare for
our contact with potential investors.
Although they apply some
traditional activity metrics for the work (outward visits, inward visits),
the focus is on referrals for projects which they can actually win.
Obviously, with China as a neighbor and an economy which is still
recovering, that's a tough marketing challenge these days, so we also had to
improve our knowledge of the competitive position of Korea relative to China
and other Asian markets.
The point, however, is
that we will be looking for projects going anywhere in Asia, and then
introducing Invest Korea whenever it is relevant, rather than searching
exclusive for leads for Korea. This enables us to leverage our marketing
work, because we can find leads for other places at the same time.
Indeed, as a matter of
marketing strategy, we want to cover the Asian market as well as other major
markets of high interest to investors and their advisors, because this will
help us to open more doors by being responsive to investor interests in any
region. Then, as we develop those investor and advisor relationships as a
truly global service, we can already be in the door with the right contacts
for relevant opportunities to introduce the participants who support our
|The following table links to
selective lists of major companies by location, including links for
their websites. Our intent is to expand and cross-reference the
listings to Area Profiles and other details for the local area representatives,
including links to project announcements or Project Profiles. This
enables executives and advisors to look up major companies in a region, and
then link directly to the local, regional, or state development contacts for
that area. No other source we know does this.
We do not intend to publish corporate details (contact names, addresses,
phone, description, etc) in such lists as directory publishers do.
Instead, we just want to work with participating area representatives to
update this list for their own areas so that it more accurately reflects the
major firms in their areas, and how to find their websites.
This should also help to highlight industry clusters in a
very credible and easy way, including the ability to show what is in the
surrounding area rather than just the service area of a particular
organization. For example, many people in one county may work at
businesses in a neighboring county, while the county or city website might
omit reference to such nearby businesses even though they would be relevant
from the perspective of executives and their advisors who care less about
the county boundaries.
These lists remain under development, so
for additions and corrections are welcome. They are not intended
to be comprehensive lists of all major companies.
: North Central
: South Central
Northern CA ,
Central America, Caribbean
Australia, New Zealand
East, and Africa
Southeast Asia & Pacific