Creating a Win/Win Partnership with the Real Estate Industry Kittie Hook Managing Director, Newmark Knight Frank Tammy Fields Sr. VP, Economic Development, Colorado Springs Chamber & EDC Rob Osborn Special Projects Director, Xcel Energy

EDO’s Not Brokers or Real Estate Experts Knowledge / Access to Info Ability to Respond Quickly COMPANIES / PROSPECTS Skeptical of Brokers BROKERS Skeptical of EDO’s UTILITIES Support EDO’s / Companies / Prospects /Brokers Required to serve, per Tariff, Regulation or Policy Provide incentives, products, infrastructure, services

WORKING TOGETHER Respected Partnership Education on how ED works Cooperation Trust – ALL sides Fair and Equitable No preferential treatment Member / Investors loyalty balance Best facility / site

EDO clearing house for info Data to the prospect Online real estate search Additional marketing resource for brokers Utilities to validate services Site Visits / Property Tours Best options Provide feedback Broker introduction of a prospect / client Honor the relationship EDO resources – incentives, connections, etc.

CONFIDENTIALITY IS CRITICAL! Prospects demand it Can kill a deal Signed NDA’s Legal ramifications (Individual and EDO) EDO to protect privacy and info Only share what is necessary Multiple sites may be competing Assign code name Establish trust

THE DETAILS… Fees / Commissions – NO! Negotiations Licensed broker Membership acceptable Negotiations EDO’s not involved Private negotiation process Negotiation Conflicts Consult a member broker Professional mediation – no EDO involvement

RURAL MARKETS… No commercial broker? Who’s the owner? Represent themselves or use residential broker Family decision – not well organized Out of state – commercial broker / consultant out of market Outside brokers – out of line with local market No cohesive connection Local attorney EDO build relationships Brokers / owners / elected leadership Communication is key County / City / Town – support when you need it!

SITE CERTIFICATION: What is Site Certification? Required Data Certification Standards Essential partners Process and collaboration Timeframes and expectations Required Data Soils Structural Surveys Ownership Past tenants Utility / Fiber / Water / Rail Demographics Deliverables: Certification Report Cross Functional Marketing National representation to Site Selectors Guild and Industry Clusters

CREATE COLLABORATION NOT COMPETITION!