1. BR&E Measuring EffectivenessLessons from the FieldA Regional Business RetentionAnd Expansion ProgramSara DunniganVP Existing Business ServicesGreater Richmond Partnership, Inc

2. Launched in Sept 2006 2,700 interviews conducted >115,000 jobs represented Identified Opportunities - 724 companies planning to create 6,600 new jobs 545 expanding businesses with investment of $276 million More…… Our BRE Program History

3. Critical Success Factors Shared Motivation for Change Holistic ED Strategy Focused Program Plan Defined Outcomes Defined Roles Shared CRM (technology) and Customer Service Philosophy Integrated Resource Team Marketing and Communications Strategy Continuous Improvement

4. Motivation for Change Build on existing model Create sustainable year-round effort Leverage and engage volunteers Increase understanding of issues Engage network of service providers Utilize new technology Direct resources and analyze results

6. Regional BR&E Plan Strategic Plan Annual Work Plan Objectives Tactics Accountability White Space Opportunities

7. Defined Outcomes - Evolving 500 interviews each year 60% completion rate 100 companies assisted 1,500 new jobs $50 million in new capital investment Build effectiveregional support team Market and promote program resources GROW THE PIE

8. Focus on Results Quality versus quantity Jobs retained and jobs created Value of services provided Hours of service provided Private and public investment Cost savings Increased sales More

9. Partner Responsibilities Regional program manager, support process and technology, market program benefits and outcomes, amplify the business intelligence. Support volunteer recruitment, engagement and coordination Local program manager, outreach strategy, volunteer management, service provider and follow up Outreach volunteers, conduct interviews Referral partners, receive and respond to specific requests for assistance.

10. Shared CRM and Project Management Philosophy Comprehensive needs assessment Responsive Desire to understanding regional business factors Real time information sharing Focus on problem solving Metrics on results

12. Relentless Focus on the Client

13. Integrated Resource Team Unique needs – unique solutions Single point of contact – local ED office Economic development Workforce development Business finance Technical assistance International trade More

14. Stay here. Grow here. We’re building a better business climate one company at a time. Shared Message

15. Regional Marketing Strategy

17. Blog

18. Print

19. Annual Report

20. Newsletter(s)

21. Social Media

22. Twitter

24. Plan, PLAN, work the plan, revisit the plan Communicate, over communicate, repeat Gang up on the problems, not each other Be strategic – manage the PORTFOLIO Focus on the CLIENT Focus on CONVERSION Get SMART, make smart friends ASK for the business Smart Program Foundations

25. Don’t let them be your master Jobs are not enough Think long-term GMP by sector Productivity by sector Cluster-building Workforce-building More on Metrics

26. Questions?Let’s Connect! Sara J. Dunnigan 804-343-6968 sdunnigan@grpva.com LinkedIn www.linkedin.com/in/sarajdunnigan Twitter www.twitter.com/saradunnigan