Using Workforce Data and Technology to Engage Prospects

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1 Smarter Software for Communities December 9, 2014 USING WORKFORCE DATA AND TECHNOLOGY TO ENGAGE PROSPECTS

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Community Systems CEO Ben Wright is joined by Andrew Postell, Vice President with EMSI, to discuss "Using Workforce Data and Technology to Engage Prospects."

Transcript of Using Workforce Data and Technology to Engage Prospects

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Smarter Software for Communities

December 9, 2014

USING WORKFORCE DATA AND

TECHNOLOGY TO ENGAGE PROSPECTS

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Your hosts

Ben WrightCEO,

Community Systems

Atlas Advertising

[email protected]

www.twitter.com/communitys

ys

Nick HermanSenior Project Manager

Community Systems

[email protected]

David StinnetteBusiness Development

Community Systems

[email protected]

Andrew PostellVice President, Sales

EMSI

apostell@economicmodeling

.com

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Our mission: To power

intelligent location decisions.

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By powering the world’s best economic development

websites, GIS, and prospect response systems.

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This includes:

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Data, technology, and agency

partners this requires:

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Smarter Software for Communities

USING WORKFORCE DATA AND TECHNOLOGY

TO ENGAGE PROSPECTS

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1. What are the top criteria for site selection today?

2. How do site selectors and prospects find this information?

3. What workforce data is available that can drive location decisions?

4. What is the best way to deliver that data to site selectors and

prospects?

5. Q+A

Questions we will answer today:

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• Information companies have gathered has remained relatively constant

• The time frame they are making decisions in has become dramatically shorter

• Companies have cash to make investments now – and they are doing so. Deal flow has been very high the last two years

Trends in business location

decisions:

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Driver # of Mentions Percentage

Growth/Access to

Markets21 31%

Lower Costs 14 21%

Labor/Talent 11 16%

Real Estate 6 9%

Transportation/Logistics 6 9%

Quality of Life/Amenities 3 4%

Be Closer to Suppliers 2 3%

Unions 1 1%

Separate from HQ 1 1%

Incentives 1 1%

Investment Partnership 1 1%

Top drivers of company

relocation today:

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Factor % Important

Ability to recruit workforce 86.4%

Access to technical/scientific workforce 83.3%

Low overall cost of doing business 69.6%

Pro-business tax/regulatory climate 62.5%

Financial incentives from communities 62.1%

Access to senior management talent 59.1%

Proximity to a research university 54.5%

Access to national or international air service 53.6%

Quality or fit of specific real estate 53.6%

Quality of life for employees 50.0%

Most important factors in ranking

locations:

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Source % Important

Third party national data sources 88.9%

Past experience with other deals 85.2%

Site visits (familiarization tours) 81.5%

Existing relationships with economic development officials 77.8%

Community websites 61.5%

News stories about communities 59.3%

Word of mouth from your peers 48.1%

Existing relationships with local real estate community 42.3%

National conferences 33.3%

Social media/social networks 32.0%

Calls from local officials 29.6%

Trade magazines 7.4%

How do prospects and site

selectors find this information?

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WHAT DATA IS AVAILABLE TO HELP

PROSPECTS MAKE DECISIONS?

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Demographic, Degrees Occupations, Business, Workforce Conferred Wages Data

Business Location, Workforce Data UnionsEmployment, Revenue

What data is available that relates to

workforce from Community Systems?

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• Economic firm

• 117 employees, US and UK

• Located in Moscow, ID

• Established in 2001

• Acquired by CareerBuilder 2012

Who is EMSI?

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We provide granular data to the zip code level:

Industries

Occupations

Education

What does EMSI Do?

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Higher Education

Workforce Services

Economic Development

Private Sector

Consultants

Who does EMSI Work with?

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1. Unsuppressed LMI data

2. Self-employed & sole proprietorships

3. MSA, County, ZIP codes for nation

4. Quarterly updates

5. Complete Data set

Why EMSI Data?

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Economic development plans

Business or industry recruitment

Evaluate performing industries

Evaluate current industry mix

How EDO’s Use EMSI

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Smarter Software for Communities

WHAT IS THE BEST WAY TO DELIVER THIS DATA TO

SITE SELECTORS AND PROSPECTS?

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1. A Business Developer is on a call with a prospect, on an

introductory phone call.

2. The Business Developer asks prospect what they are looking

for in terms of properties – land to build a data center.

3. The Prospect asks: We will need very specialized technical

workforce. Can you show me properties that are data center

certified, near a technology school?

4. The business developer produces that information within 15

seconds.

5. The prospect then asks and what they will need to pay for

Fiber Optic Central Office Installers.

6. The Business Developer produces a report within 10

seconds that answers that question.

Scenario: Initial prospect location

search for a data center

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Smarter Software for Communities

HOW INNOVATIVE ECONOMIC DEVELOPERS ARE

USING GIS TODAY

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Digital Economic Developers Use Their

Website and GIS Property Database as A

Conversion Tool to Have Real

Conversations

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Digital Economic Developers Have a Vision for the

Future, and They Are Practical About Finding Time

Saving Ways to Get there.

The Industry Can Choose a

Disorganized Set of Disparate Systems…

Website Analytics

CRM, Prospect

Responses

GIS and Data

Management

Business

Retention

Or a Coordinated Set of Systems, Optimized

for Economic Development

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Digital Economic Developers Make Their Digital

Initiatives an Organizational Imperative.

WebsiteAnalytics

CRM, Prospect

Responses

GIS and Data

Management

Business

Retention

1. If your staff works on a common

platform, designed to optimally

create, publish and manage content

efficiently…

2. And that system is designed to

convert casual browsers into real

prospects…

3. That you can respond to quickly and

with built in property data,

demographics, in a secure

environment…

4. And management can review the

progress of the team with real time

analytics…

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Smarter Software for Communities

WHAT NEW THINGS IS THE COMMUNITY SYSTEMS

TEAM WORKING ON?

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The World’s best mobile first User Experience for GIS

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That Can Also Work for the World that Still uses Desktop

Computers or Laptops

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Generating 4x the Leads for Business Developers

Property Details Create

Leads Staff Contact Information Drives Leads

Saved Items Create Leads

Data Snapshots

Create Interest

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More Data, More Reporting Tools for

Researchers

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Tools that Drive the World’s Best Digital Economic

Development Organizations

WebsiteAnalytics

CRM, Prospect

Responses

GIS and Data

Management

Business

Retention

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Q+A

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929 Broadway

Denver, CO 80203

Contact: Ben Wright

t: 720.420.3800 x 210

[email protected]

www.Communitysys.com

Thank you and stay in touch!

Smarter Software for Communities