Site selection process for SiteSelectionGroup, With tips and takeaways, site visit tips, role of economic developer

1. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 1
THE INSIDE TRACK
OF SITE SELECTION
WOMEN IN ECONOMIC DEVELOPMENT
FEBRUARY 28, 2019

2. TABLE OF
CONTENTS
D a l l a s H e a d q u a r t e r s
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G r e e n v i l l e O f f i c e
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8 6 6 . 9 3 8 . S I T E ( 7 4 8 3 )
w w w . s i t e s e l e c t i o n gr o u p . c o m
A N E X I S P A R T N E R
o INTRODUCTION 3
o SITE SELECTION PROCESS 10
o TIPS & TAKEAWAYS 22
o BETH’S AUTOBIOGRAPHY 26

3. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 3
1.0 - INTRODUCTION

4. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 4
OUR VALUE PROPOSITION
Fully integrated approach to finding the optimal location.
1 2 3LOCATION
OPTIMIZATION
NEGOTIATION
LEVERAGE
ON-GOING
SUPPORT
LOCATION ANALYTICS
Comprehensive analysis of workforce,
logistics, business environment,
infrastructure
OPERATING COST EFFICIENCY
Evaluation of all operating costs to
determine the total financial impact
ECONOMIC INCENTIVES
Negotiation of statutory and
discretionary incentives with state,
county & municipalities
o Tax Abatements
o Sales & Use Tax Credits
o Cash Grants
o Infrastructure Grants
o Training Subsidies
o Utilities Discounts
REAL ESTATE
Negotiation of real estate terms
without any conflicts of interest
INCENTIVE COMPLIANCE
Manage on-going compliance
activities for incentives over their
useful life
o Payroll reporting
o Capital investment reporting
o Clawback monitoring
o Site inspections
o EDC relationship management
o Local management coordination
INCENTRAK® TECHNOLOGY
Utilize the latest technology to
monitor the incentives compliance
process

5. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 5
ABOUT SITE SELECTION GROUP
Industry leader in advanced location analytics, economic incentive & real estate strategies
$300M
REAL ESTATE
transaction value in 2018
1,253
GLOBAL CITIES
proactively researched
30
FORTUNE 100
COMPANIES
represented
250+
PROJECTS
completed each year
2.4M
SQUARE FT.
of real estate
transaction in 2018
$2.0B
ECONOMIC
INCENTIVES
managed for our clients
SCOPE OF SERVICES
LOCATION
ADVISORY
ECONOMIC
INCENTIVES
CORPORATE
REAL ESTATE
ECONOMIC
DEVELOPMENT
CONSULTING

6. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 6
OUR
CLIENTS &
INDUSTRIES
SERVED
SSG serves a diverse client base
across all industries and project
types. We understand the real
estate needs of these companies,
and more importantly, have
experience providing real estate
due diligence and transaction
services on their behalf. The
following logos demonstrate the
more recognizable companies for
which SSG has worked.

7. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 7
OUR ECONOMIC DEVELOPMENT CLIENTS
STATE/UTILITY
REGIONAL
COMMUNITY

8. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 8
SSG OFFICE LOCATIONS
We welcome economic development any time, any place!!
DALLAS, TX
AUSTIN, TX
GREENVILLE, SC
NEW YORK,
NY

9. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 9
SSG TEAM
At SSG, our people are what make us unique. Not only do we have a diverse set of skillsets and experience, we also have a deep bench. SSG is the
largest independently-owned site selection firm with over 36 employees and growing. Our team is what allows us to serve our clients from the very
beginning of a project during the feasibility analysis and logistics assessment, all the way to the end of a project, with incentives negotiation and
compliance services. The breadth and depth of our experience gives SSG a unique perspective, as well as guaranteeing the ability to meet the
schedule and capacity needs of our clients.
TOMMY HANKINS
SENIOR ASSOCIATE

10. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 10
2.0 – SITE SELECTION PROCESS

11. TYPICAL SITE SELECTION PROCESS
PROCESS TO IDENTIFY & SECURE OPTIMAL LOCATION
Needs
Assessment
Site Selection
Analysis
Tours and
Due Diligence Negotiations
• Demographics
• Labor force analysis
• Economic incentives
• Real estate research
• Infrastructure
• Wage surveys
• Business climate
• Geo-political risks
• Accessibility
• Operating cost analysis
• Decision matrix
• Economic development
agencies
• Community leaders
• Workforce commission
• Employers interviews
• Recruitment agencies
• Real estate options
• Infrastructure providers
Economic Incentives
• Tax abatements
• Training grants
• Tax credits
• Cash grants
• Real estate grants
Real Estate
• Acquisitions
• Dispositions
• Build-to-Suits
• Lease Renewals
Secure
Economic
Incentives
& Real Estate
Identification of
Finalist Locations
Comprehensive
Evaluation
of Candidate
Communities
Understand Client’s
Needs & Objectives
• Strategy formation
• Business drivers
• Project timeline
• Criteria weighting
• Employee profile
• Job creation
• Infrastructure needs
• Capital investment
• Geographic preference
• Facility specifications
PHASEKEYSTEPSRESULTS
Community
Filtering
Identify
Candidate
Communities
• Labor force size
• Competitor concentration
• Wage rates
• Unemployment rate
• Time zone
• Accessibility
• Union conditions
• Utility rates
• Real estate availability
• Economic incentive
climate
1 2 3 4 5 6
Economic Incentive
Compliance
• Annual reporting
• Training reimbursements
• Job creation filings
• Applications
• Contract amendments
• Site audits
• EDC coordination
Compliance of
Economic
Incentives
Includes some level of workforce analytics
Secondary
Research
Primary
Research 11

12. PRIMARY INDUSTRIAL LOCATION DRIVERS
UNDERSTANDING THE MAGNITUDE WORKFORCE PLAYS IN SITE SELECTION DECISIONS
12
WORKFORCE
TRANSPORTATION
INFRASTRUCTURE
ACCESSIBILITY
BUSINESS & TAX CLIMATE
REAL ESTATE
UTILITIES
REGULATORY &
ENVIRONMENTAL
ECONOMIC INCENTIVES

13. COMPREHENSIVE WORKFORCE ASSESSMENT
INTEGRATING VARIOUS WORKFORCE INDICATORS
13
Supply &
demand for
specific skill
sets
Market wage
structures
Workforce
characteristics
&
demographics
Labor
migration
patterns
Anecdotal data
Pipelines of
new talent
Factors in Assessing Workforce
Employer Interviews
Worker Surveys
Job Postings Data by EMSI
Occupation data at 6-digit SOC code
Industry data at 6-digit NAICS code
Wages by Economic Research
Institute
Quarterly Workforce Indicators
Workforce Development Partners
Education Institution Interviews
Staffing Agency Interviews
Source of Data Points

14. WHERE DOES WORKFORCE DATA COME FROM?
THE KEY DIFFERENTIATOR OF PROJECT PIONEER
14
Qualitative & Primary Research
 In depth employer interviews
 In depth employer surveys
 Comprehensive statewide workforce survey
Quantitative & Secondary Research
 Occupation data (EMSI)
 Industry data (EMSI)
 Demographic data (Claritas)
 Job demand data (EMSI)
 Wage data (ERI)
 Commute data (LODES)
 Workforce Dynamics (QWI)
Critical, but oftentimes overlooked
because of time and cost constraints

15. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 15
FILTERING PROCESS
The below diagram depicts the typical site selection filtering process.
DESCRIPTION CORPORATE SITE SELECTION PROCESS
MARKET EVALUATION /
SITES SUBMITTED
FILTERING MECHANISM SITE VISIT RECOMMENDATIONS FOR SHORT-LISTED SITES

16. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 16
Successful Communities
Successful
Community
Strong Strategic
Plans
Professional
Economic
Development
Teams
Strong
Economic
Development
Office
Comprehensive
Training and
Workforce
Development
Programs
Flexible
Incentive
Programs
Product that is
ready to go

17. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 17
IDENTIFYING MUST vs. WANT FACTORS
• Minimum criteria – “Must” Factors
– Absolutes for success
– Cannot be compromised
– Relatively easy to measure
• “Want” Factors
– Important, but not absolute
– Willing to concede in one area to gain in another
– Measurable

18. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 18
IDENTIFYING MUST vs. WANT FACTORS
1. Property Size
2. Interstate Access
3. Rail
4. Utilities
5. Air Attainment
Project Minimum Criteria
Yes
Yes
No
No
Yes
Location
Eliminated
EXAMPLE

19. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 19
IDENTIFYING MUST vs. WANT FACTORS
• Assigning values to these factors
– Establishes the importance of one factor over the other
– Sharpens the visibility of important criteria
• Modeling these factors
– Enables the evaluation and processing of large quantities of information and
data
– Assists in the decision-making process

20. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 20
IDENTIFYING MUST vs. WANT FACTORS
• Examples of “Want” factors and subfactors include:
– Investment cost – property, site prep, infrastructure extensions, and
available incentive offsets
– Operating cost – average wage, tax burden, utility rates, proximity to
suppliers and/or customers, and available incentive offsets
– Labor quality – labor interview assessment, access to adequate workforce,
educational attainment, enrollment in technical schools, etc.

21. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 21
IDENTIFYING MUST vs. WANT FACTORS
• Examples of “Want” factors and subfactors include:
– Property suitability – site size and configuration, access, surrounding land
use, topography, floodplain, natural disaster risks, elevation, etc.
– Schedule – infrastructure extensions, rezoning/variance, property
acquisition, permitting, etc.
– Quality of life – cost of living, available housing, quality of public school
system, quality of medical facilities, etc.

22. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 22
3.0 – TIPS AND TAKEAWAYS

23. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 23
SITE VISIT TIPS
• Competition among communities is fierce. Bring you’re A-game!
• Think through logistics and details – consultants want your feedback to
make sure the visit goes smoothly.
• Importance of first impressions – always give a welcome message!
• Keep up with changing technologies for better prospect experience,
and to avoid being cut.
• Avoid sentences like “We have one of the best _____ in the country” –
instead focus on tangible, specific examples of your community’s value
proposition.

24. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 24
ROLE OF ECONOMIC DEVELOPER
• Know your product
• Establish your response team (mentor those new to ED on RFI’s)
– Workforce
– Site Development
– Finance
• Aim to reduce risks: Cost & Schedule
• Respond with quality, critical, and accurate information
• Operate in a project environment
– Deadline driven
– Customer focused
– Competitive

25. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 25
KEY TAKEAWAYS & TIPS
Professional Development
 Know your community. Never stop asking questions.
 Think critically
 Do not just relay the information – understand it
 Continuous improvement – set calendar reminders
 Know your weaknesses. Own them and address them.
 Be the first to volunteer for the hard and tedious work – it will payback
tenfold.

26. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 26
4.0 – BETH’S AUTOBIOGRAPHY

27. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 27
BETH’S AUTOBIOGRAPHY

28. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 28
SITE SELECTION GROUP – GREENVILLE, SC
201 RiverPlace, Suite 500, Greenville, SC
Please come and visit!

29. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 29
BETH’S AUTOBIOGRAPHY

30. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 30
BETH’S AUTOBIOGRAPHY
Sarah Margaret 1 yr – Elizabeth 3.5 yrs

31. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 31
KEY TAKEAWAYS & TIPS
Personal Development
 Set your goals and priorities.
 Have a strong backbone – stand up for yourself.
 Be intentional about finding the right “corporate” culture fit for you.
 Be patient. Be confident.

32. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 32
KEY TAKEAWAYS & TIPS

33. WOMEN’S ECONOMIC DEVELOPMENT NETWORK 33
8300 DOUGLAS AVENUE SUITE 700 | DALLAS, TX 75225
866 . 938 . SITE www.siteselectiongroup.com
QUESTIONS?