1. Growth: Growing the Economy, Growing Businesses Scott Hutcheson, Ph.D. Purdue Center for Regional Development

4. 4 The predominant economic development sales pitch has been cheap taxescheap taxes cheap landcheap land cheap laborcheap labor cheap utilitiescheap utilities

5. Average number of Indiana industrial recruitment “projects” annually with a promise of at least 100 jobs from 2007-2011 5 IEDC Economic Incentives and Compliance Report for July 1, 2007 – June 30, 2011

6. Average number of Indiana industrial recruitment “projects” annually with a promise of at least 100 jobs from 2007-2011 6 IEDC Economic Incentives and Compliance Report for July 1, 2007 – June 30, 2011

7. Average number of Indiana industrial recruitment “projects” annually with a promise of at least 100 jobs from 2007-2011 7 IEDC Economic Incentives and Compliance Report for July 1, 2007 – June 30, 2011 …and Indiana’s one of the “best” in the U.S.

15. Niche: Existing Business Base

16. Stage Four: 500+ Employees Stage Three: 100-499 Employees Stage Two: 10-99 Employees Stage One: 1-9 employees

17. Stage Four: 500+ Employees Stage Three: 100-499 Employees Stage Two: 10-99 Employees Stage One: 1-9 employees

18. Second Stage Companies 10-99 employees Revenue of $750,000 to $10 million Local owned/controlled Privately-held businesses Dealing with growth issues instead of survival issues Intent to grow

19. Tippecanoe County Indiana 2nd Stage Firms 2012

20. Tippecanoe County Indiana 2nd Stage Jobs 2012

21. What Do Second Stage Companies Need? Information Infrastructure Connections Gibbons, C. (2010). Economic gardening. Economic Development Journal 9.3:5.

22. Help in articulating and realigning with their core business strategy Market intelligence & GIS to answer important questions Guidance on search engine optimization and effective use of social media Leadership & management team development to make sure people are slotted right Indiana Business Growth Network

23. Our Certified IBGN Team Purdue Center for Regional Development Hoosier Heartland Small Business Development Center Parrish Library of Management & Economics Erik Deckers, co-author of No Bull-&%$# Social Media

24. $250K with of databases & analytic tools

25. The IBGN Process Companies access IBGN through their LEDO, REDO, Chamber, etc. Fill out a Company Profile, sign mutual NDA Schedule call with IBGN Team Leader (1 hour) Schedule Call with IBGN Team (1hour) – Identify 4-5 growth-related questions that need answered – Team does 30 hours worth of work Information and communication occurs on a secure website Company is contacted 6 months and 12 months afterward

26. Examples Manufacturer needed list of potential customers that meet certain criteria including a commitment to sustainability Analytical Test Laboratory needed information about global competitors and ideas to attract more potential customers to their website

29. For More Information or to Connect Scott Hutcheson, Ph.D. Purdue Center for Regional Development Purdue Extension Purdue University 203 Martin Jischke Drive 765-479-7704 (mobile) hutcheson@purdue.edu www.linkedin.com/in/scotthutcheson/ www.twitter.com/jshutch64 www.facebook.com/scott.hutcheson