Preparing for a Prospect Visit

In the world of economic development, preparation is key, especially when it comes to prospect visits. It's an intricate dance with an array of details to consider - starting from understanding your team and their roles, to ensuring a compelling presentation of your community. I want to break down some crucial steps to ensure your community is both seen and remembered favorably.

Pre-Visit Preparation

Knowing your team is paramount. This could include you as the lead local economic development official, and a representative from the Department of Economic Development or utility company. It's essential to understand the project's key drivers as intimately as possible, even if all the details aren't clear during the first visit. Also, if your prospect is international, try and understand their country’s business culture ahead of time - the “Kiss, Bow or Shake Hands” books by Terri Morrison and Wayne Conaway are great references on international business culture. The goal of your visit is two-fold: to show why your community works for the project and to secure a second visit.

Logistics and Agenda

A well-crafted agenda is a must. Whether you have an hour or half a day, stick to the most important points. It's also important to consider logistics: Do you have sufficient transport for everyone? Can you provide a driver so you can focus on engaging conversation? Have you inspected your site prior to the visit or the route to and from your site? Do you have building keys or the gate access code or is someone meeting you at the site to make sure everything is open?

During the Visit

Maintaining confidentiality is vital. Keep your group as small as possible, answer the project’s questions, and remember to maintain a low profile (no speeding or texting!). Show them both the good and potential challenges of your community - they're bound to discover any negatives sooner or later, and it's better it comes from you. Find ways to connect with your guests. Have water or snacks available and be sure to offer restroom or email/phone call breaks.

Post-Visit

Keep your takeaways brief and useful. If possible, offer to send documents electronically to the consultant or state Project Manager. Remember, the project may be visiting multiple communities, so convenience is key. In the same vein, limit gifts on initial visits. A small gift may be better suited for a second visit, and even then, it should be something small, meaningful, or unique. Stay away from travel mugs and community branded items.

The process of preparing for a prospect visit is an art as much as it is a science. If you need more guidance, feel free to reach out to your Georgia Power regional economic development manager. Remember, the goal is to create a fantastic first impression and to ensure that the prospect is eager to return for a second visit.

Together, we can navigate any challenges and work towards the goal - showcasing your community in the best possible light and securing that all-important second visit.

What are you most looking forward to showcasing in your community this year and what are your best site visit tips?

Matt Forshee has been practicing community & economic development for the past 25 years, with 15 years at the local level serving as the lead economic development official in three communities. For the past 10 years, he has been a member of the Georgia Power Economic Development Regional Economic Development team in the Augusta, Ga region.