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Economic Development Training Class
Business Retention & Expansion
This course is held in partnership with the Maryland Economic Development Association (MEDA).
Date: May 27-28, 2010
Location: Baltimore, MD
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“There are an array of variables and local practices shared in this forum
which are not routinely available. It did motivate me to really commit to a
program.” |
A strong business retention and expansion (BRE) program ensures that the
needs of local businesses are being not only heard, but are also addressed.
Learn the “red flags” that may indicate a company is looking to move elsewhere,
and learn how to structure an effective system to respond to business concerns.
This course helps participants understand how to evaluate their regional
business economy and help them design a responsive BRE support program.
Course Highlights:
• Establishing and organizing a BRE program
• Creating effective models
for business visitations and surveys
• Tracking feedback and response
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Fostering and strengthening business alliances
Agenda
May 27 |
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8:30 - 9:00 am |
Registration |
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9:00 - 10:30 am |
Introduction
This session introduces the attendees to the layout of
the two-day course and gives the background on the types of programs that the
trainers are involved in. The attendees will start with a short case study that
sets the tone for the course. |
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10:30 am - Noon |
How to Approach BRE
A community’s approach to business retention
and expansion will differ based on the resources and needs of the community.
However, economic developers must come up with a general workable approach to
BRE that can be applied to any program. Who is the customer and what does that
mean in setting up your program? Best practices from BRE programs across the
United States will be highlighted. |
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12:00 - 1:30 pm |
Lunch on your own |
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1:30 - 3:00 pm |
Understanding the Signs and Getting There
A variety of factors must
go into the pre-planning of a BRE program. The types of red flags and early
warning signals should be determined, as well as how to measure whether or not
the program results in the retention of your customers. One way to ensure this
is to have a strong corporate outreach program with key decision-makers in your
economy. |
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3:15 - 4:15 pm |
The Team
The personnel to lead and carry out the efforts of a BRE
program will need to be trained to work with the local businesses. But how do
you find this personnel, especially if you have a tight budget? This session
will discuss the pros and cons of having paid professionals or volunteers in the
field to carry out the business surveys. The strength of the team that you put
together, both in carrying out the surveys, as well as the follow-up, will
determine the ultimate success of the BRE program. |
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4:15 - 5:00 pm |
Nuts and Bolts
This session will cover the type of database
technology that is available to gather the information for your BRE program. It
will also cover the facts on BRE program costs, duration, objectives and how you
accurately measure results. |
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May 28 |
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9:00 - 10:15 am |
The Questionnaire
After briefly reviewing the key concepts from day
one, as well as a brief group exercise, the meat of the BRE program, the
questionnaire, will be discussed. What type of questions should be asked and to
what detail? How can you ensure that business owners will take the time to fill
out the information, which is required for your outreach programs? Although any
series of questions can be asked on a questionnaire, which questions are the
ones that truly gather the information you require to make a difference?
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10:30 am - Noon |
Improving the Product
Team building, questionnaire development and
follow form the basics of a BRE program. To create a sophisticated program, you
will need to use business intelligence to satisfy the customers. There are
specific steps that you can take to go beyond the basics of a BRE program, which
will include business sense, as well as the involvement of the
community. |
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12:00 - 1:30 pm |
Lunch on your own |
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1:30 - 4:00 pm |
Putting It All Together
Customer satisfaction may not always mean
that you will retain every business in your community. However, really knowing
your market, your economy and having a solid support program in place will mean
that your program will be effective in retention efforts. What are your
colleagues doing to make sure that they have the best program for their
community in place? This closing session will end with a dynamic exercise
reviewing the past two days’ worth of information. |
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4:00 - 4:30 pm |
Wrap-up/Evaluation/Certificates |
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* Agenda subject to change |
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**PLEASE NOTE: In order to receive full IEDC certification credit for
this course and a certificate indicating course completion, participants must
attend the entire course and stay through the final session on the last day.
Please make travel plans accordingly.** |
Instructors
Laith Wardi, CEcD
President
ExecutivePulse, Inc.
 Laith
Wardi, CEcD, is president of ExecutivePulse, Inc., an economic development
consulting firm specializing in business retention based in Erie, PA. With over
15 years experience in economic development, Laith helped to pioneer the most
advanced and comprehensive business retention system in North America that later
formed the basis for the Commonwealth of Pennsylvania’s state-wide business
retention program. ExecutivePulse Inc. provides skills training, survey
development, database systems and management consultation to clients seeking to
implement a systematic, sustainable business retention program.
He is a regular instructor on business retention for the professional
certification program sponsored by the International Economic Development
Council (IEDC). Laith is a graduate of Mercyhurst College and received his
economic development certification through IEDC in 2002.
Del Birch
Vice President
ExecutivePulse, Inc.
 Del
Birch is vice president of ExecutivePulse, Inc. Del has conducted CEO outreach
in several counties in Northwest Pennsylvania and in communities across the
United States. He has also developed training programs to enhance the skill
levels of outreach personnel and techniques to build and sustain strong local
business retention teams.
He is a regular instructor on business retention course for the professional
certification program sponsored by International Economic Development Council
(IEDC). He produces the monthly electronic newsletter, The Retention Monthly and
serves on the editorial advisory board for Business Facilities magazine. Del
holds a BBS in business management from the University of Notre Dame and a
master’s degree in advertising from the University of Illinois.
Sheraton Baltimore City Center
101 West Fayette Street
Baltimore, MD
21201
Phone: (410) 752-1100
Hotel website
IEDC room rate: $99 single/double
Cut-off date: Monday, April 26, 2010
Please reference the International Economic Development Council to obtain the
discounted group rate. The group rate is available until Monday, April 26, 2010
or until the room block is full. After the cutoff date, registration rates will
be subject to availability and prevailing rates.
Registration
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By April 15 |
April 16 - May 13 |
*After May 13 |
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IEDC Member |
$425 |
$525 |
$565 |
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Non-member |
$525 |
$625 |
$665 |
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*Walk-in registrations will be accepted. Full
payment must be made on-site in order to attend the course.
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Individual paying by credit card: Click this button if you are
registering as an individual IEDC member or nonmember and paying by credit
card. |
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Group or partner paying by credit card: Click this button if you are
paying by credit card and registering a group or as a partner. |
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Individual, group, or partner paying by check or purchase order: Click
this button to download a form (PDF) if you are paying by check or purchase
order, whether you are an IEDC member, nonmember, partner, or group. Form must
be faxed or mailed in and accompanied by payment. |
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