1. Retention Roulette: They Love Me, They Love Me Not David Lyman City of Bakersfield

2. Today we will explore... Why BR&E gets little, if any, respect. Why BR&E gets little, if any, respect. Should you have a BR&E program? Should you have a BR&E program? Some tools used in successful BR&E pgms. Some tools used in successful BR&E pgms. How to develop a survey and what to do with the information you get. How to develop a survey and what to do with the information you get.

3. What is Business Retention and Expansion?

4. Why Business Retention is Unique You can’t pass on a business. You can’t pass on a business. You may have to work through others. You may have to work through others. S E X Y

5. Should YOUR community have a BR&E program? Statistically, it’s a no brainer. Statistically, it’s a no brainer. Need the backing of elected officials. Need the backing of elected officials. Elected officials need to be convinced. Elected officials need to be convinced. All jobs are not created equal. All jobs are not created equal. More entrepreneurs are starting firms. More entrepreneurs are starting firms. ► They seldom move to start a new business. Remember your existing businesses. Remember your existing businesses.

6. Should YOUR community have a BR&E program? Look at your team. Look at your team. Know your weaknesses. Know your weaknesses. Can you deliver? Can you deliver? Incentives: protect your investment. Incentives: protect your investment. Every large business started small. Every large business started small. Companies want to be wanted. Companies want to be wanted.

7. Rules for Working with Businesses Explain your role up front. Explain your role up front. Don’t nickel and dime them with Q&As. Don’t nickel and dime them with Q&As. Get them invested in the project. Get them invested in the project. Don’t waste time on a dog. Don’t waste time on a dog. Maintain confidentiality. Maintain confidentiality. Give them a chance to tell their story. Give them a chance to tell their story. Stay in communication. Stay in communication. Source: Mark Barbash, Columbus (Ohio) Countywide Development Corp.

8. Permit streamlining Permit streamlining Rapid response Rapid response Buyer supply system Buyer supply system Visitation program Visitation program Newsletter Newsletter Appreciation event Appreciation event Telephone or e-mail hotline Telephone or e-mail hotline Survey Survey What Should Your BR&E Program Offer? Hmmm, how ‘bout...

9. What is a survey and how do I write one? The first thing you do... The first thing you do... Noitca fo nalp ruoy poleved. Noitca fo nalp ruoy poleved. Borrow other surveys. Borrow other surveys. Who will be completing the survey? Who will be completing the survey? Every question has a purpose. Every question has a purpose.

10. What is a survey and how do I write one? Two types of questions. Two types of questions. How many questions will you ask? How many questions will you ask? Group questions into logical components. Group questions into logical components. Get the results out. Get the results out. Have your team ready. Have your team ready.

11. ? ? ? ? ?

12. David’s Book Club Recommends... The Tipping Point: How Little Things Make a Big Difference, Malcolm Gladwell Exit, Voice, and Loyalty: Responses to Decline in Firms, Organizations, and States, Albert O. Hirschman City Limits, Paul E. Peterson Blink: The Power of Thinking Without Thinking, Malcolm Gladwell

13. David’s Book Club Recommends (cont’d)… The Rise of the Creative Class, Richard Florida Outliers: The Story of Success, Malcolm Gladwell Freakonomics: A Rogue Economist Explores the Hidden Side of Everything, Steven D. Levitt & Stephen J. Dubner

14. Summary BR&E gets little respect. BR&E gets little respect. Is a BR&E effort right for you? Is a BR&E effort right for you? Existing successful tools make it easy. Existing successful tools make it easy. Meet the needs of businesses, not you. Meet the needs of businesses, not you. Survey: backward mapping. Survey: backward mapping. Every survey question needs a purpose. Every survey question needs a purpose. Survey: Who will be completing it? Survey: Who will be completing it? Existing firms are already in your community. Existing firms are already in your community.