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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
www.twitter.com/communitys
ys
Nick HermanSenior Project Manager
Community Systems
David StinnetteBusiness Development
Community Systems
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
33
929 Broadway
Denver, CO 80203
Contact: Ben Wright
t: 720.420.3800 x 210
www.Communitysys.com
Thank you and stay in touch!
Smarter Software for Communities