1. Partnering with Your Utility Companies for Economic Development
Prepared by:
Shelley Burcham, San Joaquin Partnership

2. Work with Your Utilities
Why?
Work with Your Utilities
Utilities Commitment to Infrastructure - $$$
Competitive Advantage
Ever Changing Environment
EXPERTs in Their Field!
1) Utilities spend have an enormous amount of investment in infrastructure to convey their product. Examples:
Electricity / Natural Gas – Transformers, Substations, Power/Transmission Lines
Water – Conveyance Systems
Telephone / Fiber
Railroads
2) Typically the utilities have an “Economic Development” contact within their firms. Build relationship with these individuals to provide a competitive advantage for your region.
3) As economic developers it is important that we have a basic understanding of Utility “lingo”, but it is vital that you utilize your contact for their expertise. Fee structures, rates, laws, incentives are ever changing, they are the experts.
What Utility Reps can Assist with…

3. Identify Properties & Develop Sites
What?
Identify Properties & Develop Sites
Match with Target Industry Needs
Attract Investor Development
Verify Ability to Meet Project Demands
Use your utility representative to identify and develop sites:
Match with Target Industry Needs for Business Attraction
Foster the infrastructure and environment to attract Investor Development
Verify that a location can meet a project’s demand for:
Specific project needs on electrical and natural gas.
When to use your Partners?

4. Prospect/Project Intake
When?
Prospect/Project Intake
Identify Energy User - Industry Type
Determine Utility Demand
Provide Utility Rep with Project Scope
At time of Prospect/Project Intake, we can identify the industry type and their basic need for incentives and cost.
Manufacturers will have more power needs than Logistics
Solar Farms need to be close to infrastructure – ability to tie into transmission lines
Call Centers / Data Centers have a need for redundancy, clean power, large voltage, reliability
Again, your Utility Contact is the expert that can give the appropriate rates, discuss ability for energy audit, and provide incentives that may apply.
Our Prospects/Clients often do not know or understand their real utility demand. (Phil can explain, i.e.: KHMCA)
Where to Introduce your Utility Partners?

5. Introducing Your Utility Partners
Where?
Introducing Your Utility Partners
Initial Prospect/Client Package
Custom Rate & Incentive Letter from Utility
Encourage Early Discussions with Utility
Pre-Development Meetings w/Permitting Officials
Introduce your partners at any stage in the process:
Include a custom rate and/or incentive letter in the initial prospect package
Encourage Early Discussions between Prospect and Utility Representative
New Construction / Energy Efficiency Rebates / Energy Audits
When facilitating meetings with cities/counties for pre-development review or permitting review of a project, include Utility Rep.
How to Partner with your Utilities.

6. Partner with Your Utilities
How?
Partner with Your Utilities
Build a Relationship
Assure Confidentiality between Partners
Target Business and Industry
Share Leads
External Marketing
Business Rebates / Awards
Tradeshows / Conferences
Keep the Competitive Advantage

7. Contact Information:
Shelley Burcham, CEcD Vice President – Client Services San Joaquin Partnership 2800 W. March Lane, Suite 470 Stockton, CA