1. Tony Vernaci Vince Nystrom Business Development Overview

2. Retention & Growth 2 Restructured Regional Business Development Team  CDC / Regional  Program Assignments – Cross Overs (Tribal, Travel, Veteran, Universities, Export, etc.)  Special Sector/Assignment Teams (Automotive, Defense, Aerospace, Agriculture, etc.)  Emphasis on Project Work New Strategy on Company Retention Visits  Second Level Support on Visits  Strategic Accounts (Two Types)  Local Partner Lead Engagement (B2B Site for Services, Retention Events, etc.) Expanded Pure Michigan Business Connect  Incorporate Export (Demand Based)  Virtual Summit Model  Midwest States

3. Ret & Growth - Territories 3

4. Strategic Accounts 4 Additional Regional Accounts: Major companies/employers with operations solely or primarily in one region.

5. Lead Based Attraction 5 Dedicated “Sales” Attraction Team  BDM and DFM assigned to each project  Frees up attraction for next sale  Creates better support structure for project/company Emphasis on Lead Based Business Attraction  PMBC – Three Strategies o MI Buyer Identification: Identifying their key out of state suppliers o MI Buyer Gaps: Bring out of state companies into MI to meet with buyers o Supply Chain Leverage: Positive out of state buyer experience in Michigan  Homecomings  Strategic “Gaps” (Sector Targeting: Auto, Defense, Agriculture, etc)  Partner Connections (Real Estate, Gov’t Relations, Universities) National Targeting  HQ Outreach Strategy  Lead Based Targeting

6. Events – FY16 6 PMBC – FY16 India Trip Re-Cap Tentative Events/Travel for FY16