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

November 18
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.
12:00 - 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.

November 19
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 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.
12:00 - 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

* 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.

Accommodations/Training Location

Crown Plaza Kansas City Downtown
1301 Wyandotte Street
Kansas City, MO 6410
Phone: (816) 474-6664
Website: www.ichotelsgroup.com
IEDC room rate: $109 single/double
Cut-off date: Monday, October 19, 2010

Please reference the International Economic Development Council to obtain the discounted group rate. The group rate is available until Monday, October 19, 2010 or until the room block is full. After the cutoff date, registration rates will be subject to availability and prevailing rates.

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Missouri Economic Development Council P. O. Box 105918 ~ Jefferson City, Missouri 65110
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Phone: (573) 636-7383 ~ Fax: (573) 636-5783
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Economic Development Training Class Business Retention & Planning Kansas City MO - November 18-19, 2010 This course is given in partnership with IEDC.

Agenda

November 18

November 19

Accommodations/Training Location

Economic Development Training Class
Business Retention & Planning
Kansas City MO - November 18-19, 2010

This course is given in partnership with IEDC.