2. 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

3. 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

4. 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

5. 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.

6. 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

7. 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

8. 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!

9. 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

10. CREATE COLLABORATION NOT COMPETITION!