REGIONALISM IN PRACTICE

REGIONALISM IN PRACTICE: Topics to Cover  TAG Process: Issues Identified  What Form Regional Eco Devo might take  Suggested protocols for working regionally  Q & A  Roundtable Discussion Regionalism in Practice 2015

TAG MISSION STATEMENT Establish an organizational structure that encompasses all partner activity to facilitate economic development across the Region. Regionalism in Practice 2015

Initial Issues Identified Scope (Geographic and Deal Type) Governance (Board Composition) Funding Functionality Regionalism in Practice 2015

Geography ○ Start small and expand over time. Subject Matter (Deal Type) ○ Enhancement (not replacement) of existing Eco Devo organizations. ○ Avoid duplication whenever possible. Regionalism in Practice 2015 Scope

Private Sector or Elected Officials:  Recommendation that all voting directors be from the private sector. Board Size:  Seven Directors is suggested ○ 2 each from Junction City and Pottawatomie County, with 3 from Manhattan. ○ No one partner carries a majority on its own. ○ Partner EDC professional, plus one other. Governance Regionalism in Practice 2015

 Non-voting membership Strategic Partners as ex officio members: ○ Kansas Department of Commerce ○ Kansas State University ○ Fort Riley ○ Flint Hills Regional Council ○ Manhattan Area Technical College ○ Cloud County Community College ○ Others? Governance (cont.) Regionalism in Practice 2015

Two Primary Sources: Cooperative Partner Participation Grants Funding Regionalism in Practice 2015

REGIONAL PARTNERSHIP IN ACTION Strategic Goal: To create a positive business image of the Region and increase business development growth opportunities that will enhance economic vitality of the Region. Regionalism in Practice 2015

Core Directives 1. Collaboration  Enhance Trust and Teamwork Among Partners 2. Branding / Marketing  Create and Communicate our Identity 3. Product Development  Identify What We Have (or don’t have) 4. Regional Prospect Management  Coordinated and Consistent Client Interaction Regionalism in Practice 2015

Action Items Establish a central point of contact (“CPC”) for the Region and a Partner first point of contact (“POC”). Create a Regional economic development website. ○ Password-protected “Partners Only” portal. Create a toll-free phone number and a separate address for the Region to more effectively track contacts. Develop protocols concerning the handling of and communicating with prospects/clients. Procure and diligently utilize a Client Relationship Management (“CRM”) system. Regionalism in Practice 2015

Action Items (cont.) Develop a Regional Brand – and market it: ○ Marketing plan must have clearly defined goals: Identification of target audiences (internal & external) Brand-driven messaging and theme line Accountability through measurable goals Regionalism in Practice 2015

Action Items (cont.) Asset Development: Develop a robust data base of potential business sites throughout the Region. -Existing buildings -Raw land and industrial sites -Access to utilities, roads, rail and air Regionalism in Practice 2015

Action Items (cont.) Prospect Management: Acquire and diligently utilize a Client Relationship Management (CRM) system to monitor the sales pipeline and track conversion of leads-to-sales. Follow protocols for client handling and communications (internally and externally). Regionalism in Practice 2015

Action Items (cont.) Lead the development and implementation of continuous regional product development and improvement: -Workforce Development -Transportation -Infrastructure -Quality of life amenities -Balanced regulatory and tax environment Regionalism in Practice 2015

Regional Protocols Inquiry received by central point of contact (CPC): ○ If not a potential lead, inquiry is answered, resolved by the CPC and coded accordingly – no potential for the Region, qualified lead/prospect/project. ○ If determined to be a qualified lead/prospect/project, they are identified as such. Regionalism in Practice 2015

Protocols (cont.) Qualified Lead/Prospect or Project identified: 1) Client information entered in CRM system. 2) Basic client information posted to password- protected portal. 3) CPC s all POC’s about client’s needs and parameters including response or proposal due date. Regionalism in Practice 2015

Protocols (cont.) 4) Utilizing Location One Information System (“LOIS”), each POC will prepare a response or proposal in accordance with the Region’s adopted proposal format. It is the Partner’s responsibility to respond within the timeframe requested. 5) CDC will prepare and submit to the client a customized response incorporating relevant project information from the entire Region. The goal is to represent as many communities, sites, and/or buildings as possible that meet the client’s criteria in the Region. 6) Client is tracked and monitored by the CPC and all material information is recorded in the CRM system. 7) Updates provided to Partners regularly. Regionalism in Practice 2015

Protocols (cont.) Site Visits: CPC will coordinate with partner first points of contact any prospect visits resulting from the Region’s marketing/sales initiatives. Those visits will be driven by the client’s interest in a particular building, site or community and not by the CPC. Regionalism in Practice 2015

Protocols (cont.) 1) If the client wants to visit select Partner communities, CPC will accompany the client, but only in a support capacity to offer continuity for the client. The Partner POC will lead the client visit, follow-up and final sale. 2) If the client desires to visit multiple Partner communities, the CPC will coordinate itinerary and accompany client. All follow-up by the Partner is coordinated through the CPC offering “streamlined site selection services” for the client’s benefit unless the client prefers working directly with each Partner. 3) The local economic development professional from Partner under consideration “sells” their location, negotiates with the client and, hopefully, “closes the deal.” Regionalism in Practice 2015

Location/Expansion A Regional Win! 1) Client commits to a specific location in the Region. 2) sent to all Partners announcing the regional “Win.” 3) Debriefing held with the final location choice and other finalists within the Region. 4) Public announcement of location/expansion led by the Partner “making the sale”…with all Partners invited to join in the announcement to celebrate a win for the Region. 5) Ongoing follow-up on commitments by local officials. Regionalism in Practice 2015

Existing Business Inquiries The community contacted will immediately notify their partner’s first point of contact. The partner contacted will inform the company of the partnership’s protocol in regards to handling of inquiries from existing businesses within the Region and seek their approval to notify the community in which the company is currently located. ○ If company agrees, the CPC would then contact the current partner to notify them that the existing business is exploring location/expansion opportunities. ○ If company does not agree to notification of current partner, the partner contacted and the CDC will strategize on appropriate action to be taken. The goal will be to first keep the business within its current community, second to keep the business within the Region, and, third to keep the business within the State of Kansas. Regionalism in Practice 2015

Closing Comments Regionalism in Practice 2015