Building YourResponse TeamAND GUIDING THEM TOWARD A SUCCESSFUL SITE VISIT

To get to the site visit … first comes the RFI

SelectKentucky.com

Very tight timeframes

Be organized

Be prepared

Consider this a site’s resume that you are

putting together. You want to highlight the site and your community in the best way possible.

To get to the site visit … first comes the RFI

Distances to highways, rail, airports and river ports

Utility providers, capacity and rates

Permitting process and potential restrictions

Engineering or environmental reports

Know your sites

To get to the site visit … first comes the RFI

Photos – aerial, street level

Maps – utilities, topographical, FEMA floodplain

Property plat and/or site layout

Spec building drawings

Site analysis

Documentation

To get to the site visit … first comes the RFI

Use reliable data sources

Be consistent

Be honest

Answer all the questions

Provide all requested documents

Responding to the RFI

Who Belongs On The Response Team?

Site/Building Workforce Training Education Trusted Advisors Existing Industry – your best

sales people Local Government &

Departments

Truly, any EXPERT that will be able to assist with professional information

which addresses the prospect’s concerns

and/or questions regarding the location of

their business in your community.

Consider it from a “needs assessment” point of view.

Response Team:

The group of community leaders who work together to assist their professional economic developer while working a project.

WHY?

To validate your sales pitch.

Site/Building

Engineering

Construction

Ownership

Utilities

Workforce Training

Technical College

WIB

Successful User

Josh Benton

Education

Post-Secondary

Primary

Specialized Education

Trusted Advisors

Finance/Banking

Accounting

Insurance

Attorney

Local Government

Judge Executive

Mayor

Permits/Licensing

Inspection Dept.

Existing Industry

CEO/Plant Managers

Human Resources

Suppliers

Customers

Utilities

Utility Partners need to be prepared well in advance

It is important that each provider know the location, sizes, and capacities of their facilities available for this specific site

The following items should be prepared well in advance

Map illustrating location of facilities

Letter of commitment from provider

The cost and time to serve must be included

The prospect needs will determine which utility partners will need to be present during a visit

Also note that Energy providers typically have a robust array of ED resources

Utility Provider Letter of Commitment

Water Utility Provider Example

A 12 Inch Ductile Iron Water

The water system currently has the capacity to serve the property with at least 300,000 gallons per day (gpd), with an estimated maximum of 1,000,000 gpd with no infrastructure improvements. Seneca Light and Water

no water improvements are required to serve

BEST PRACTICES:

Do the job ahead of time.

Absolutely NO first-time meetings in front of the prospect!!!!!!!!! Meet regularly with your “Response Team.” Ensure your message is consistent. Tell the Truth

… but make sure Joe from the water department doesn’t mention that one time…..

A final request from the Cabinet

If your community is hosting a site visit organized by the Cabinet, please remember that we are your partner in this opportunity. Maintain confidentiality Stick to the schedule Discuss incentives before the visit