September 2003, Volume: 6, Issue: e/9, ISBN 1527-5175

~~~"WE'RE BLEEDING COMPANIES HERE! We're losing them all over the place!"...Sound familiar? You should have an existing business program in place to work with local businesses before it is too late. More immediately, attend Blane, Canada Ltd.'s next "existing business" program which has had outstanding response for its quality, innovative approach, and immediate usefulness.  "Advanced Business Retention: Beyond the Basics" will be offered in Charlotte, NC Oct. 13 & 14. To register, go to: http://www.blanecanada.com/BCL_retention.html  

~~~Professional events... are important for all of us. We try to maintain a list of programs on our web site for your benefit. We keep the listing to one annual event per state and for each regional group (MAEDC, SEDC, etc.). Our staff has been contacting various ED professionals in order to present an updated diverse listing. Check it out at: http://www.blanecanada.com/Newsletters/Events/NL_Events.html

~~~Questions to ask a prospect... What are 3 main issues driving this deal? When do you project this facility to be profitable? What do we need to over come? What am I not asking? (What question would you ask if in my position?)

~~~Template 101... PowerPoint templates are a tremendous time saver; however, they are just the beginning. We're always surprised when to see a speaker project his/her work on a template where the titles do not fit within the predefined headline area or text over writes a visual element. NOTHING speaks louder than poor or inconsistent slide layout. If your text doesn't fit, delete the title boxes, the graphic element, or change the text size. There are no exceptions or excuses.

~~~Resounding success... is the only way to describe the fourth annual forum of Synchronist software users. Perhaps the best part came from the participants themselves, describing how much they have learned about their territory from the survey and analysis. Utilities, state departments of commerce, cities, chambers, and higher educational institutes were all represented. Break-out sessions of like-type organizations made it even more fruitful. Both the desktop and Internet versions were addressed, both from a perspective of what is currently being delivered as well as what is coming down the road. No question that the investment pays for itself! Linda Schreiber in Iowa City said: “We’re excited to be a part of e-Synchronist’s pioneering work to assist business retention efforts in the Iowa City area. The program allows us to systematically collect, compare and analyze data from existing businesses as well as track and follow-up assistance requests.” http://www.blanecanada.com/frameset_synchronist.html

~~~Are you a "no problem" economic developer?... "No problem...we can move that bridge...we can build a new road...no problem." If you can't deliver a promise, you have lost credibility.

~~~BLOGGING... the art of blogging refers to writing a personal web diary (log) for all who care to read. People from AZ, IN, FL recommended the following blogs for economic developers:

* Don Iannone's ED Futures, dtia@don-iannone.com

* Ed Morrison's EDPro, ed@edmorrison.com

~~~What can you INFLUENCE... in the economic development deal versus CONTROL? Source: Steve Johnson, speaker at Blane, Canada Ltd.'s April 2003 marketing conference.

~~~Tough love... "Ladies and gentlemen, from the perspective of a former site selection consultant, you just don't get it. Put yourself in my seat on the company's team. What is my motivation when I come visit your community? My motivation is to eliminate your site to get down to one as quickly as possible so I can get home to my family!" Source: John Ramer, WI at Blane, Canada Ltd.'s Physics of Marketing course. 

~~~Do you have... a rapid response team? If not, build one.

~~~EDCs... exist to advance economic diversification. Businesses undergo change continuously. Economic development is a business in which change should be anticipated.

~~~"12 new jobs per day for a decade!"... Excellent use of a "perspective shift" to give numbers more impact. Well done!  Source: David Leezer, MO

~~~Is community development based on the arts a viable approach?... Of course! Dr. Rhonda Phillips at the U. of FL wrote an article titled, “Artful Business: Using the Arts for Community Economic Development.” "Indirect effects of arts-based community development approaches are inherently acceptable: amenities and aesthetics of a community are increased to enhance its overall image and, consequently, attract additional growth and development. The more evident direct effects include increased economic activity in terms of jobs, sales, and public revenues". Source: Dr. Rhonda Phillips, rhondap@ufl.edu

~~~Random goals without a resource allocation plan does not equal a marketing plan.

~~~Make ED partners feel good... After giving a referral (for accountant, attorney, supplier, etc.) to a prospect, send a post card to your local company confirming this. Conclude with "As always, we appreciate your continued support." Reinforce your purpose for being with investors. Source: Jones Hooks, VA

~~~Welcome to... the demand economy. Do you know how you fit? Most economic developers don't. Most are still working on the industrial economy model. Time to rethink your purpose if you want economic development in your community to be relevant!

~~~"Hope Is Not a Strategy:The Six Keys to Winning the Complex Sale". This book by Rick Page is worth your read time. Published by McGraw Hill.

~~~"I continually rely on the books and notes provided during the "Physics of Marketing" seminar. That was one of the true "investments" we have made in economic development education. Thanks for providing a good product and professional service." Robert Barnes, TN

~~~Share your R&E success stories... We are collecting business retention and expansion success stories to highlight in an article we are working on. Stories about helps, saves, assists, expands, and collaboration are welcome. Any unique twists to the process you use would be great. Outcomes are also of particular interest to us. How did the program impact the community? How did the program impact groups of companies? How did the organization change in response to what was learned? Just a paragraph would be fine. If we need more detail, we will contact you. All references used will be cleared with those who submit prior to publication. Thanks. ecanada@blanecanada.com

~~~"It doesn't matter where you are now. You can't do anything about that. Where do you want to go? Fix your eyes on where you want to go. This will dramatically improve the likelihood of getting there safely." Ditto for marketing.  Source: BMW Safety School.

~~~"I hear a lot of speakers... by far, your (Eric's) presentation at the Florida Development Association Conference sticks out among the best. I video tape and edit over sixty programs every year - many, many speakers. Your content, audience interaction, and humor were superb." Gene Stover, Impulse Productions, FL

~~~Spice it up... Add a new element to your next conference or annual meeting with a trivia scavenger hunt. While speaking at the ElectriCities Annual Meeting, Eric noticed their scavenger hunt response form. The preprinted form had five questions to be answered by participants. All answers were drawn from events and presentations. All "correct" completed forms were entered in a door prize drawing at the end of the event. Thanks to Brenda Daniels, ElectriCities, NC

Blane, Canada Ltd.
1506 Cadet, Suite 100
Wheaton, IL 60187-7380
ph 630.462.9222
fax 630.462.9210

info@blanecanada.com