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Business Retention & Expansion
Date: April 15-16, 2010
Location: Alexandria, VA
“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
• Fostering and strengthening business alliances
Agenda
April 15 |
8:30 - 9:00 am | Registration |
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. |
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. |
Noon - 1:30 pm | Lunch on your own |
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. |
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. |
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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April 16 |
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? |
10:30 am - Noon | Improving the Product
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? |
Noon - 1:30 pm | Lunch on your own |
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. |
4:00 - 4:30 pm | Wrap-up/Evaluation/Certificates |
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* Agenda subject to change |
**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.
Westin Alexandria
400 Courthouse Square
Alexandria, VA 22314-5700
Phone: (703) 253-8600 or 1-866-837-4210
IEDC room rate: $199.00/single and double*
Group rate cutoff: Monday, March 15, 2010
Please refer to IEDC when making reservations in order to get the special room rate. All reservations must be made by March 15, 2010 in order to ensure the IEDC room rate.
Check-in time: 3:00 pm
Check-out time: 12:00 pm
Registration
| By March 4 | March 5 - April 1 | *After April 1 | |
IEDC Member | $425 | $525 | $565 | |
Non-member | $525 | $625 | $665 | |
*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 with a promo code. |
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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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