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Delight Your Customers - 10/22/24


Buddy the Bug Man was different.  His company was new, and the only reason why Janet tried him out was that the service she had used for years just wasn’t working.  Whether it was mosquitoes in the yard, ants in the kitchen, or cockroaches flying through on their way Read more

A More Complete Definition of Responsiveness - 10/15/24


I was purchasing something recently that was being custom-developed.  At one point, the company’s employee and I had a good 20 e-mails going back and forth - 10 from each of us.  Unfortunately, I broke my own rule, and I did not pick up the phone after 2 or Read more

Have a Game Plan to Address Their Anxiety - 10/8/24


It seems like we all get deliveries - whether it is UPS, USPS, FedEx, Amazon, the local courier, or all the above.  We order.  They deliver.  Or do they? It’s times like these, when we’re expecting that package, that item that we’re looking forward to or need urgently or are Read more

How Persistence Saved the Day - 10/1/24


Sherrie saw the customer walk into her store holding his cell phone, and Sherrie immediately knew that was William.  She had spoken to William on the phone about an hour ago, he said he would be at Sherrie’s cell phone store in less than an hour, and there he Read more

Notice the Little Changes - 9/24/24


“My, how times have changed.” Yes, times have changed.  As a matter of fact, one of the biggest reasons why an organization’s customer service deteriorates is that times have changed…customers have changed…and the company has not… If we think about customer service delivery today v. decades ago, changes in technology alone Read more

Don’t Hurry…Be Quick - 9/17/24


No, this is not a take off on the Bobby McFerrin song:  Don’t Worry Be Happy. It’s actually a take off on the John Wooden quote:  Be quick, but don’t hurry. When I read Wooden’s book with this title, I liked the concept, and not just because John Wooden was a Read more

4 Actions for the Customer - 9/10/24


One way to look at the difference between proactive and reactive is that proactive is something that’s often done before it absolutely has to be done.  Maybe it’s something done that really doesn’t have to occur, but your professionalism takes over, and some action or communication that you know Read more

Don’t Kick the Problem Down the Road - 9/3/24


The error was obvious.  Shania is a clerk at a local government office, and she could tell that something was wrong with the permit request.  She was about to reject the request because the address was invalid. If this would have been handled like the normal process, Shania would have Read more

Reflect the Best of Your Customers - 8/27/24


When Alice walks into a business, whether it’s a restaurant or government building, whether it’s a Goodwill or a grocery store, she has a certain way about her.  She’s the customer, and it’s not unusual to hear her say to the employee:  Thanks for being here today! It’s not unusual Read more

Create Your Personal Motto - 8/20/24


Take a look at these mottos: It’s the real thing. Just Do It. Have it your way. Betcha can’t eat just one. Breakfast of champions. Do you know the companies?  The answers are at the bottom of this tip. So why am I asking you about mottos?  And why do almost all of them make me Read more

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BRE and “Live Business Intelligence”

Posted on October 15, 2014 in Business Advice, Government Please leave a comment

Blog 10-15-14In the article North Peace Economic Development Commission to launch a regional Business Retention and Expansion, the NPEDC says that it’s creating a BRE program – in short – to convey it cares about local business – those that aren’t being recruited like royalty and yet still provide well over 70%-80% of job growth in most communities. But as you read further in the article, there is a key statement: The NPEDC says the information gathered through the program provides live business intelligence to attract new investment, foster and support growth of the existing investment, and identifies key challenges facing the business sector of the region.

This is the 21st century – information travels at the speed of a click, a tweet, a post, or a like. It’s vital that local BRE programs have the intelligence on your local businesses (and FOR your local businesses) that identifies opportunities for growth, risk of job loss or facility closure, needs for improving aspects of the local business climate or technology infrastructure, opportunities to address development-constricting processes or policies, challenges in workforce development or excessive permitting fees, etc.

When we work with clients outside of the BRE world in local government, healthcare, pro sports, and education, we often suggest that they need to have a Voice of the Customer (VOC) strategy. Likewise, for BRE organizations to have “live business intelligence,” they must be intentional about that VOC strategy. Take and use these quick VOC tips that we’ve shared with clients in other industries:

  • Have a quantifiable component (i.e., surveys) to evaluate multiple aspects of the local industry’s experience in working with municipal processes, policies, code/ordinances, and people.
  • Utilize predictive characteristics about retention/growth likelihood based on key factors (e.g., Leadership Change, Economic Concerns, Alternative Locations/Recruitment Efforts, Business Performance, etc.) or historical risk factors locally.
  • Gather information from more Passive means on a daily basis about the company, other company facilities, organizational performance, etc. – See http://brebuzz.com/ – this defines “live business intelligence.”
  • Include Focus Groups and 1-on-1 interviews for deep dives on specific issues or about consideration of future changes/improvements.
  • Include Local Industry Advisory Boards that provide some consistent feedback mechanism as ideas are developed, refined, and moved toward implementation.
  • Use multiple platforms (face-to-face, web, social media, e-mail, telephone, etc.) to ensure breadth of responses to/from clients and the community.
  • Share results in actionable formats with deadlines and timetables – ensure customers know what you’re doing or planning to do with the information they provide to you.

Make “live business intelligence” a part of your Voice of the Customer strategy.

Did you like this post? Here are other BRE-related posts:

See more on Business Retention & Expansion business intelligence at: http://brebuzz.com/


TIME – A Business Retention & Expansion Pro’s Constant Battle

Posted on August 26, 2014 in Business Advice, Government Please leave a comment

Blog 8-26-14You may have heard the saying “Work expands to fill the time allotted.” The idea is that – for many people – if they have 8 hours of work to do and 8 hours to do it, they’ll get it done; however, if they have 5 hours of work to do and 8 hours to do it, it will still take them 8 hours.

Many Business Retention & Expansion (BRE) professionals never have to worry about this situation because there’s usually too much work for the time. There are internal meetings, client visits, research on current clients through surveys and reviewing publications, support for the business recruitment staff, facilitating resolution to issues with the local government permitting issues, and on…and on…and on.

Where time is the issue for BRE professionals, here are four key questions to ask:

  • What activities are being performed that provide no value to the client? Find, eliminate, or reduce the time spent on these meetings, reports, and other tasks.
  • Where is time spent on research that could be outsourced to others? Don’t spend hours culling through newspapers or web alerts just to learn a little nugget that you can use with a client (have others do it for you).
  • Which are the key clients most at-risk of job loss or with the most opportunity for job gains? Knowing this can help you to allocate more time to those with more opportunity/risk.
  • In what situations are you doing something manual that could be automated? It’s the handwritten survey v. the web-based survey. It’s the handwritten notes that you rekey later. It’s the hardcopy documentation and manual files that build and build and build only to be purged every 3 years in a fit of frustration.

When you’re frustrated that you can’t get everything done, consider stopping what you can, outsourcing where you can, spending more time with those with the most opportunity/risk, and automating whenever possible.

Find more time to do what you do best.

Did you like this post? Check out otherBRE-relatedposts athttp://brebuzz.com/bre-blog-posts


BRE’s Target is Long-term Growth

Posted on April 28, 2014 in Business Advice, Government Please leave a comment

Blog 4-28-14Keep Calm and Carry On.

To Economic Development’s Business Retention & Expansion (BRE) professionals, the motto is “Keep Jobs and Parlay On.”

BRE programs are not just about retention, they’re really about growth. But it’s hard to parlay your existing businesses into growth if you aren’t keeping the companies and jobs you have already. In the recent article, Expansion, retention key to economic development, Scotland County, NC, Economic Development executive Greg Icard addresses the process and timeline for the retention and growth of one of its local businesses – FCC North Carolina – over a period of 12 years.

What started out as a facility in 2002 after a promised $10 million investment two years earlier became an investment of over $100 million today. Long-term…tremendous growth. Part of that growth is due to the fact that the business acquired a new, very large customer – Ford Motor Company. So the local investment and jobs grew as the local business grew.

This basic fact goes to the core strategy of an effective BRE Program. First, think long-term. Second, build knowledge of and relationships with local businesses, identifying retention drivers, risk of investment/jobs loss. Third, address the retention drivers to retain. Fourth, continually position yourself to be the answer when the question of how and where to expand is asked.

To succeed in the Economic Development world, it’s not just about bringing new businesses to town; it’s largely about what you do to keep and grow with the businesses you already have in town.

Keep Jobs and Parlay On.

Did you like this post? Check out other BRE-related posts at http://brebuzz.com/bre-blog-posts


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