Business Expansion Division

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1 Business Expansion Division JUNE 2016 Liz Povar Vice-President, Business Expansion VIRGINIA ECONOMIC DEVELOPMENT PARTNERSHIP YESVIRGINIA.ORG

2 BUSINESS EXPANSION MISSION Increase the number of pipeline projects from businesses with a presence in Virginia, and maximize opportunities for decisions for Virginia that result in jobs and capital investment.

3 PROFILE OF DIVISION Professional Staff of 19: 2 Senior Manager Unit Leaders 9 Expansion Managers 6 Virginia Jobs Investment Managers 1 Marketing Associate 1 Assistant to the Vice-President Over 200 years combined experience in sales, marketing, business development, economic development Operating Budget $2.7 million including salaries; of this, $250,000 is marketing Division FY 16 Metric Goals: New Active Projects Announced Capital Investment - $1.6 billion Announced Jobs 7800 VIRGINIA ECONOMIC DEVELOPMENT PARTNERSHIP

4 BUSINESS EXPANSION TEAM Liz Povar, VP Lauren Stuhldreher, Executive Marketing Assistant Corporate Accounts Unit Brent Sheffler, Managing Director Tracy Tynan, NOVA & Aerospace Jackie Hudson, NOVA & IT Matt McLaren, Valley & Advanced Mfg. Phil Sheridan, Southern VA & Adv. Mfg. Joe Gillespie, SWVA & Adv. Mfg. Kelly Evko, Central VA & Life Science/Logistics Tom Scott, Hampton Roads & Energy Regional Action Unit Tim Stuller, Managing Director Meredith Randall, Associate Manager Doug Parsons, NOVA VJIP Debbie Melvin, Valley VJIP Frank Strickler, Southern VA VJIP Lea Lofty, SWVA VJIP Tre Akins, Central VJIP Toi Wilson, Hampton Roads VJIP (Vacant), Business Finance Manager VIRGINIA ECONOMIC DEVELOPMENT PARTNERSHIP

5 BUSINESS EXPANSION TEAM RESULTS JULY 2014 June New Leads/Accounts New Info Gatherings 492 Existing Accounts 235 New Actives 143 Prospect Visits (from 104 clients) 124 Decisions for Virginia $1.325B Decision dollars for Virginia 13,776 Decision jobs for Virginia JULY 2015 June New Leads/Accounts New Info Gatherings Existing Accounts New Actives 78 Prospect Visits (from 54 clients) 135 Decisions for Virginia $1.601B Decision dollars for Virginia 11,686 Decision jobs for Virginia 5

Colleges, Research Institutes New Leads in

Development Allies: Professionals, Elected

6 TARGET AUDIENCE & STRATEGIC PARTNERS Corporate Account Unit Existing Businesses: Gold Accounts, Referred Accounts, Sustained Growth Companies Regional Action Unit Higher Education Partners: Universities, Community Colleges, Research Institutes New Leads in the Pipeline Regional Action Unit Economic Development Allies: Professionals, Elected Officials, State Agencies Regional Action Unit VJIP Workforce Partners: VCCS, VWB, VEC

7 CORPORATE ACCOUNT STRATEGY Target audience: Existing Virginia businesses (holy grail) Proactive Gold accounts all managers Ready, Aim, Fire (350+/- accounts) Reactive expansion support by region or by sector Local/regional referrals Sustained Growth Companies Who do we work with? Business Attraction Staff, International Trade Staff, Local & Regional Allies, Trade Associations, State Agencies, Higher Education Partners How do we reach out? Promoting Virginia s capabilities, Administration & staff calls, visits & recognition, instate conferences/shows, media tours, executive roundtables, corporate call trips, signature events, sponsorships of local/regional events, print & social media Goal: customized and consistent messaging that brings value to the clients, and results in retention of jobs and new growth in Virginia. VIRGINIA ECONOMIC DEVELOPMENT PARTNERSHIP

8 GOLD ACCOUNT OPPORTUNITIES 97 Open Projects $7.8B Potential CAPEX 24,531 Potential Jobs 356 Current Gold Accounts 63 Decisions for Virginia 109 Meetings with 63 Gold Accounts 10,662 Announced Jobs $2.64B Announced Capital Investment VIRGINIA ECONOMIC DEVELOPMENT PARTNERSHIP 8

9 SUSTAINED GROWTH FIRMS Profile Not start-ups: typically 5 10 years in business, with 5 years of steady growth Found in every region and every industry sector Tend to operate in isolation from each other Develop their best practices through trial-and-error Growth practices not shared with other firms that could greatly benefit from their experiences In the past 10 years, more than 500 Virginia sustained growth firms relocated to other states. These firms generated 12,000 15,000 jobs after leaving the state.

10 SUSTAINED GROWTH FIRMS Retaining, Expanding, and Attracting Strategies We must develop strategies to keep thousands of our most successful companies to prevent the loss of thousands of jobs in all regions to competitor states And, if we could increase sustained growth firms by just 1%, we would add approximately 100,000 net new jobs over 5 years And, with targeted marketing resources, Virginia could develop a business recruitment campaign to capture other states sustained growth firms and jobs

11 ECONOMIC DEVELOPMENT PARTNERS

12 ALLY COMMUNICATION STRATEGY Learning Webinars On-site Strategy Coaching Virginia Learning Collaborative ALLY RELATIONS Local Return on Investment Model Marketing Calendar Local Return on Investment Model A Guidebook for Local Elected Officials VEDP Triumvirate Teams VanillaScan Executive Pulse

13 HIGHER EDUCATION PARTNERSHIP STRATEGY Goal: intentionally leverage the capabilities of Virginia s higher education institutions to create more impactful connections to existing and new businesses, which results in retention of jobs and new growth in Virginia and increased corporate investment in Virginia s higher education assets. Target Audience: Leadership of higher education institutions Alumni Corporate executives Who do we work with? Research staff, State Council for Higher Education (SCHEV), University-Based Economic Development Team (UBED), Higher Education Presidents, Research Deans, VCCS Workforce Deans MOU Objectives for 2015/16: Regional engagement strategy Asset inventory (equipment, research capabilities) Unified Higher Education Message & Brand

14 VIRGINIA JOBS INVESTMENT PROGRAM 50-year incentive program 6 full-time staff positions, regionally focused Supports existing business, small business, and new business (all basic sector) Undergoing a refresh to leverage, focus, and rebrand to TalentConnect Will align with primary partners (VCCS, WIOA, VEC Higher Ed) for talent delivery to economic development prospects Will rebrand image Will more effectively utilize data-driven solutions Will enhance existing toolkit

15 TARGET BUSINESS AUDIENCE Economic Development Businesses: New to VA and Existing; cross-sector and various stages Virginia s Talent Link Team All businesses Virginia s educational & training system VIRGINIA ECONOMIC DEVELOPMENT PARTNERSHIP 15

16 VIRGINIA S TALENTLINK TEAM vccs HI ED VEDP TALENT LINK VWB VEC VIRGINIA ECONOMIC DEVELOPMENT PARTNERSHIP 16

17 VJIP TO TALENTLINK SERVICE-ORIENTED Support or Implement Regional Workforce Delivery Networks (create or be voice in the team) Talent Recruitment (job promotion, web-based promotion, job fairs, targeted job matching) Develop Statewide Expertise in Industry Sector Capabilities in the VA Workforce System with staff and/or contractors Implement Media Production and Web-Based Services Continue Funding support (grants to offset training costs; VCCS as Preferred Vendor; braid retraining funding thru Rapid Response $$) Support Corporate After-Care Services Develop a Higher Ed Liaison Service VIRGINIA ECONOMIC DEVELOPMENT PARTNERSHIP 17

Positioning the Commonwealth for Healthy Economic Growth

Positioning the Commonwealth for Healthy Economic Growth Top Ten for Educational Attainment Top Ten for Higher Ed Top Ten for Public Schools Attractive Small Sites Advantageous Mid-Atlantic Location Low