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Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Goin’ Fishin’: The Art and Science of Attracting and Retaining Companies
Presented by:
Dean F. Whittaker
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Why Go Fishing in the First Place?
What’s in it for me? What’s in it for the area I represent? Who cares?
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
What Fishing Gear Do I Need?
Is your community ready? What’s missing? What needs to be done?
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
What Kind of Fish am I Fishing For?
Selecting targeted industries Community strengths and challenges
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
What Fish are Biting?
Industry expansion and relocation trends
The cyclical nature of industries
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
What Causes Fish to Bite?
Internal changes Ownership Leadership
External Changes Business Environment Regulatory Environment
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
When to Go Fishing?
The cyclical nature of business Timing is everything Economic development longer term
process
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Where are the Fish Biting?
New and expanded industry activities
Unique opportunities
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Using an Electronic Fish Finder
Monitoring industries and companies
Sources of industry and company information
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
What Bait to Use?
Incentives Special situations
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Beware of Sharks!
Not all companies are desirable Telling the good guys from the bad
guys
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Who Should I Take Fishing?
Outside resources Economic development allies Consultants
Internal resources Bankers Librarians Service staff
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Once You Have Them on the Hook, You Still Have to Land Them
Say what you will do and do what you say
Keeping commitments Give (and receive) recognition Assimilating newcomers
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Keeping the Fish You Have Because They will Grow
The importance of taking care of the companies you already have
Most new jobs come from existing companies expanding
Expanding existing companies puts less demand on infrastructure
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
It Still Takes Luck to Catch Fish
Luck – preparedness meeting opportunity
Patience
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
The Fishing Report
Internet Resources CeoExpress.com Search Engines Hoovers.com Google Earth
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
The Fishing Report (cont.)
Direct Observation Satellite Arial Photography Survey Focus Group Canvas Neighborhood Silent Observer – Reward System Referral System
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Further Discussion
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Summary
Why we go fishing What gear to take Where to find fish When go fishing Who to take along
Copyright 2003 Whittaker Associates, IncCopyright 2003 Whittaker Associates, Inc
Thanks for Goin’ Fishin’
Dean Whittaker
dwhitt@wainc.com
616-396-4500
www.whittakerassociates.com
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