SmartBusiness, our business retention and expansion initiative, is the backbone of the Partnership and the pulse of Greater Halifax’s business community.
We developed SmartBusiness to help small, medium and large businesses from all over Greater Halifax and to ensure they succeed and prosper in our city.
This presentation was given at the BREI Annual Conference 2010 in New Orleans, Lousiana.
1. Business Retention & Expansion (BRE)
Robyn Webb
Greater Halifax Partnership
August 2010
2. OUTLINE
What… is Smartbusiness?
Why….Do Smartbusiness?
Who…Should Be Involved?
Where…Do you Start?
How…Do You operate, resource, report,
benchmark, adjust & measure success?
3. GREATER HALIFAX PARTNERSHIP
• Catalyst for economic growth and confidence
• Provide deep insight into emerging trends and
changing needs
• Mobilize resources to accelerate economic growth
• Public/Private partnership
130 private sector investors
3 levels of government:
– Federal
– Provincial
– Municipal
5. SMARTBUSINESS
WHAT?
• The Greater Halifax Partnership’s business retention and
expansion initiative
WHY?
• To work with employers to overcome challenges and seize
opportunities while establishing the most competitive
business climate in Canada.
HOW?
• Account Executives go face to face with CEOs and Local
Managers.
• Real-time problem solving
• Constant business climate improvement
6. SMARTBUSINESS (cont..)
• Designed to strengthen our ability to:
• keep,
• grow, and
• attract businesses in Halifax
• SmartBusiness is the way we discover challenges and
opportunities to grow
• Customized diagnostic tool
• Executive Pulse database is a highly effective tool for
economic development
8. 10 REASONS TO DO SMARTBUSINESS
10. Mutual awareness, business and government
9. Identify concerns and opportunities
8. Refine policies to improve the business climate
7. Prevent overlap and duplication
6. Cost-effective business development
9. 5. Increase incomes, employment, and opportunity
4. Identify potential changes in structures :mergers, acquisition,
consolidations, restructuring, relocations
3. Up to 80% of new jobs come from existing companies
2. Show business they are important
1. Other places are doing Business Retention & Expansion!
11. WHO SHOULD BE INVOLVED?
Criteria for Involvement:
• Who can solve problems
• Who is causing problems
• Who cares about the problems
Area that include:
• Expanding a business • Government
• Exporting • Immigration
• Financial Assistance • Municipal assistance
• Networking groups • Product or technology
• Recruitment and Retention • Workforce Development
12. COLLABORATIVE APPROACH
• Leveraging the IP of 33 organizations on the Action Team
• Resources already in the community
– Recruiting skilled workers
– Staff training
– Exporting
– Financing
– Business location/re-location
– Assistance with local government
13. ACTION TEAM
• Agriculture and • Credit Union Atlantic
Agri-Food Canada • Dalhousie University
• Atlantic Canada Opportunities Career Centre
Agency • Destination Halifax
• Black Business Initiative • Eco-Efficiency Centre, Dalhousie
• Blue Water Business University
Development Corporation • Entrepreneurs Forum
• Business Development Bank of • Export Development Canada
Canada • Foreign Affairs & International
• Canada/Nova Scotia Business Trade Canada
Development Centre • Halifax Chamber of Commerce
• Centre for Entrepreneurship • Halifax Regional Municipality
Education and Development
• Centre for Women in Business at
MSVU
14. • iNOVA Credit Union • Nova Scotia Office Of Immigration
• Metropolitan Immigrant • Nova Scotia Power Inc.
Settlement Association • Saint Mary’s University
• MSVU-Career Planning Centre Business Development Centre
• Nova Scotia Business Inc. • Saint Mary’s University Executive
• Nova Scotia Community & Professional Training
College • Saint Mary’s University
• Nova Scotia Department of Student Employment Centre
Labour and Workforce • Service Nova Scotia and Municipal
Development Relations Export Development
• Nova Scotia Economic Canada
Development
• Nova Scotia Economic
Development-Procurement
16. SET PRIORITIES:
Better local Meet face to face
business climate with CEO
Real-time problem Uncover challenges Keep Existing
solving and opportunities Businesses
17. DO YOUR RESEARCH:
Consult with successful community programs
Cities, Provinces, States
Develop diagnostic tool
Identify target companies
Size, Sector, Growth
Structure resolution process
19. PROGRAM STAFFING
How…Do You…operate?
• Outreach personnel
– Sales function
– Consistent, proactive approach
– Knowledge of economy and action network
– Training!!!!
• In-house support
– Business development
– Research
– Marketing and communications
20. BUILD AN ACTION TEAM
• Customer service department
Identify
• Ready to respond high risk
• Resources already in community firms
Improved Employer
• Selected based on customer needs PR information
requests
• Identified point person for each
service provider organisation
Company
• Information sharing
Investment specific Action Team
• Track referrals and outcomes attraction issues referrals
leads
Business
Measured
expansion
impacts
leads
21. HOW DO YOU RESOURCE?
How…Do You…resource?
Action Team
Funders GHP
Company Specific Stakeholders
Company Visit
Issues
Governments
Company
Common Issues
Media
22. HOW DO YOU REPORT?
MARKETING AND BRANDING
• Generates awareness
– Speaks directly to customers – the wealth and
job creators
• Lends credibility
– Gets you in the door with decision makers
• Builds community confidence
– Publicizing success stories promotes local
employers and Action Team while positioning
community as business-friendly
23. SMARTBUSINESS REFERRALS: APRIL 1, 2009
How…31, 2010
TO MARCH Do You…report?
Expanding a business
Exporting
12%
Financial assistance
21%
Municipal assistance
Networking opportunities
22%
8% Product or technology
development
Provincial government
10% Tax Minimization
Strategies
3% 7% Recruitment and Retention
3% 5% 5%
4% Immigration
Workforce dvelopment
24. REFERRAL
Measure
perceptions
of local
Tackle economy Measure
widespread cost of no
concerns action
Systemic
Influence
policy and Issues Engage key
partners
programs
Benchmark Benchmark
climate municipal
factors services
25. HOW DO YOU BENCHMARK?
BUSINESS RETENTION AND EXPANSION-AWARDS
• Economic Developers Association of
Canada
– Best Program of 2006 in Canada
• Business Retention and Expansion
International
– Best Business Retention and
Expansion Program in North America
of 2005
26. HOW DO YOU ADJUST?
RESULTS
Quantitative
• 4900 jobs created or retained
• 1800 visitations
• 900 problems resolved
• 90% Closed referral files Qualitative
• Saying thanks
• Business service
• Value to community
27. HOW DO YOU MEASURE SUCCESS?
SmartBusiness has…
• Identified companies at risk and convinced them of the
Greater Halifax value proposition
• Helped companies meet workforce challenges
• Facilitated new contracts, R&D assistance, and other
assistance that directly contribute to a company’s bottom
line.
28. SMARTBUSINESS SUCCESS STORIES
D.R.H. Canvas & Marine
Issue:
• Operating Costs challenges
Action
• The Smartbusiness team contacted Nova Scotia
Power on behalf of. D.R.H. Canvas & Marine
Result
• D.R.H. worked with NSPI’s recommendations and
saw significant savings as a result
29. SUCCESS STORY
QuickSnap Inc.
Issue
• Wanted to explore sales prospects in new markets
Action
• Referred the company to Nova Scotia Business Inc. (NSBI)
to discuss exporting and upcoming trade missions
Result
• QuickSnap participated in an NSBI trade mission to Florida
• Negotiated with Disney as well as with Champs Sports' 600
US retail outlets
30. SUCCESS STORY
Neocon International
Issue:
• Accessing Research &Development Incentives
Action
• The Greater Halifax Partnership put the company in touch
with the Business Development Bank of Canada
Scientific Research & Experimental Development
(SR&ED) program
Result
• Neocon was successful in receiving a significant tax credit
31. SUCCESS STORY
MacTara Limited
Issue
• Layoff of 100 workers
Action
• Co-chaired a Transition Team that supported employees affected
by the layoffs
Result
• Enligna AG, bought MacTara Limited.
The new owners hired 60 former MacTara employees
• the remaining workers were linked to other job opportunities
32. SUCCESS STORY
Time & Space Media
Issue
• Challenges with utility providers
Action
• The Greater Halifax Partnership connected the company
with a representative from Nova Scotia Power
Result
• The power lines were moved the next day.
33. SUCCESS STORY
I.M.P. Aerospace
Issue
• Challenges recruiting skilled labour in Halifax:
understanding the process for international recruitment
from an immigration perspective
Action
• Referred to the Nova Scotia Office of Immigration on behalf of
I.M.P. Aerospace
Result
• The Office of Immigration assisted I.M.P. in determining the
best way to bring chosen candidates to work in Halifax after
the job fairs
34. SUSTAINABILITY
• Communicate results
• Service customers proactively
• Build lasting partnerships
• Create brand awareness
• Don’t duplicate
• Use current technology
Notas del editor
Who are they?
Who are they?
What’s a referral look like? They generally fall into two categories: company specific, which is just like it soundsAn issue only related to that company’s specific circumstancesAnd company common – really, systemic issues that are being faced by MANY organizations.How many referrals? Since 2004, over 1,100 referralsGenerated Referrals: 1,113 Successfully Closed Referrals: 661 Time Spent (in hours): 1,352 Projected Value of Service: $63,103,553 $50,000 SR&ED claim through BDC for VOIP $60,000,000 Manulife retention effort of Maritime Life Head Office$1,000,000 NSCC Aviation InstituteEstimated Total Cost Savings: $60,145,300 - $60,000,000 W.M . Fares Development issue resolved-Dept of Environment - $15,000 Voucher Program Pilot project sponsored by OED for VOIP Estimated Total Increase in Revenues: $53,815,150 - $50,000,000 Scanwood zoning issue for expansion resolved
And these are the company common or systemic issues. Many relate to labour and workforce development issues. Some relate to development times and provincial regulations. Have resulted in the Partnership carrying the voice of business And raising issues at the tableOr bringing people together Through our involvement in HRMbyDesign or the Province’s Better Regulations initiativeOr working on creating customized training for drywallers with NSCC as a result of the shortage of these skilled labourers being felt by many companies…
And results… This past year we’ve exceeded our target of attracting and retaining 1,800 jobs. 1,907SmartBusiness created 1086IMP 100 Irving Shipyard 550SmartBusiness retained 426Pratt & Whitney 425Investment Attraction 495Over 5000 since 2004