1. Indiana Economic Development Course January 2015 Kate McEnroe 770.333.6343 kate@katemcenroe.com

2. ©Kate McEnroe Consulting 2013 2 What do the projects look like? What do they want? What can you do? Site Selection Projects

3. ©Kate McEnroe Consulting 2013 3 We need more capacity ( Maybe in a new place) It’s too expensive where we are We need fewer locations We can’t find the staff we need We need better access to...

4.  Talent pool and talent pipeline  Ready-to-go infrastructure  Competitive costs  Access ©Kate McEnroe Consulting 2013 4 PROOF

5.  Single point of contact – probably regional  Web-based information  Quick response  Stable political, tax, regulatory process  To be treated like a customer ©Kate McEnroe Consulting 2013 5

6.  Many decisions are made at arm’s length  Expertise and process varies  Many intermediaries are developing metrics and formulas to screen out communities  Reputations travel and linger – for better or for worse ©Kate McEnroe Consulting 2013 6

7. The Way I Work a Traditional Project ©Kate McEnroe Consulting 2013 7 Create the search area Eliminate areas that fail to meet benchmarks Compare remaining areas to one another Field Work $$$

8.  Time Zones  Logistics Radius  Community Size  Cities with Existing Operations  Specialty sites and buildings ©Kate McEnroe Consulting 2013 8

9. Standardized Commute Areas Metro/Micropolitan Area Unique Criteria Sites frequently not County State City ©Kate McEnroe Consulting 2013 9

10. A PROCESS OF ELIMINATION designed to identify a short list of options for detailed research ©Kate McEnroe Consulting 2013 10

11. ©Kate McEnroe Consulting 2013 11 No Interaction SEARCH AREA FATAL FLAWS COMPARISONS Field Work $$$ Databases plus phone Databases preferred On-Site Interaction

12.  Sites/Building Availability  Size Benchmarks  Cost Benchmarks  Avoidance Factors  Access Factors  Proprietary metrics ©Kate McEnroe Consulting 2013 12

13.  Same factors, tighter standards  Refined and expanded cost comparisons  Qualitative Factors ©Kate McEnroe Consulting 2013 13

14. Frequent Searchers  In-House GIS  In-House Databases ◦ Demographics ◦ Power Costs ◦ Real Estate Costs  On-Line Third Party Data  On-Line Site & Building Databases  On-Line State, Region, Community Web Sites  RFP Responses ©Kate McEnroe Consulting 201314 ©Kate McEnroe Consulting 2013

15. Occasional Searchers  Government Data  Perception, Rumor, Assumption  Public Access GIS  RFP Responses  MAYBE: ◦ On-Line Third Party Data ◦ On-Line Site & Building Databases ◦ On-Line State, Region, Community Web Sites ©Kate McEnroe Consulting 2013 15

16.  Supply ◦ ESRI ◦ Alteryx ◦ EASI Analytic Software – The Right Site ◦ Woods and Poole ◦ Claritas ◦ Zoomprospector.com  Occupations ◦ EMSI ◦ Chmura  Salaries ◦ ERI ◦ Bureau of Labor Statistics ◦ Salary.com ©Kate McEnroe Consulting 2013 16

17. ©Kate McEnroe Consulting 2013 17

18.  GIS (aggregate statistics, not information)  Community Profiles (usually bad)  Databases (always incomplete) ◦ D&B Marketplace ◦ Harris Directory  When all else fails, call economic development agency ©Kate McEnroe Consulting 2013 18

19.  National Center for Education Statistics  Directories (Peterson’s)  Rating Surveys (US News, Carnegie)  State, regional, local on-line community profiles  When all else fails, call economic development agency ©Kate McEnroe Consulting 2013 19

20.  Magazine Directories  State, Regional, Local Web sites  When all else fails, call economic development agency ©Kate McEnroe Consulting 2013 20

21.  Garbage in/garbage out  Dated information  Poor search parameters  Inability to see “close calls” ©Kate McEnroe Consulting 2013 21

22. ©Kate McEnroe Consulting 2013 22

23.  Designed to save consultants/company’s time, not your time  Used when researchers have limited internal resources  Used when other external sources are of questionable validity and accuracy  Used to generate apples-to-apples data  Used to demonstrate thoroughness to clients ©Kate McEnroe Consulting 2013 23

24.  What do employers say about the labor force?  Are existing buildings workable?  Are the local service providers responsive and sophisticated?  Are incentive programs applicable, is administration efficient, are “strings attached” reasonable?  What is the impact of quality of life? ©Kate McEnroe Consulting 2013 24 ALL Relative to the Competition

25. Add Value Be Disruptive Surprise Me ©Kate McEnroe Consulting 2013 25

26. Uniquely available information Capacity Building ©Kate McEnroe Consulting 2013 26

27. Same Information, New Channels Marketing Aspirations, Not Assets Duplication ©Kate McEnroe Consulting 2013 27

28.  Wider variety of sites and buildings  Talent/population recruitment  Pipeline training programs  Infrastructure expansions  Regional cooperation ©Kate McEnroe Consulting 2013 28

29. ©Kate McEnroe Consulting 2013 29

30.  Employer Detail  Testimonials  Anecdotes  Incentive Calculation Detail ©Kate McEnroe Consulting 2013 30

31.  Web sites  Newsletters – preferably hard copy  Announcements  Personal Meetings ©Kate McEnroe Consulting 2013 31

32. ©Kate McEnroe Consulting 2013 32

33. ©Kate McEnroe Consulting 2013 33 Create the search area Eliminate areas that fail to meet benchmarks Compare remaining areas to one another Field Work $$$ Screening Analysis

34. ©Kate McEnroe Consulting 2013 34 Get to them with information before there is a project at stake (That Means Marketing & Promotion)

35. ©Kate McEnroe Consulting 2013 35

36. ©Kate McEnroe Consulting 2013 36 Create the search area Eliminate areas that fail to meet benchmarks Compare remaining areas to one another Field Work $$$ Screening Analysis

37. ©Kate McEnroe Consulting 2014 37 Give it to us from the horse’s mouth Talk about results, not feelings

38.  Relationships  Referrals  References ©Kate McEnroe Consulting 2013 38 Create the search area BYPASS Field Work $$$

39. Make Yourself One of The Places We’ll Remember ©Kate McEnroe Consulting 2013 39