EDI Kansas City 2010

Copyright 2009 Whittaker Associates, Inc

Economic Development Institute

Using Technology for Target Marketing & Research

November 17, 2010

Facilitated by:

Dean F. Whittaker, CEcD


Learning Objectives


OverviewIt’s all about people and

relationships…not technology.

http://maps.google.com/maps/ms?ie=UTF8&hl=en&vps=1&jsv=215d&oe=UTF8&msa=0&msid=101753389365449743367.000482696576770b08c7f


Social Networks


National: New & Expanded Results(2003-2009)

Total Projects = 36,639 (New = 18,526; Expansion = 18,113)

2003 2004 2005 2006 2007 2008 20090

500

1000

1500

2000

2500

3000

3500

4000

New Expansion

Data Source: Conway Data


Midwest: New & Expanded Results(2003-2009)

Total Projects = 13,994 (New = 6,765; Expansion = 7,229)

2003 2004 2005 2006 2007 2008 20090

200

400

600

800

1000

1200

1400

1600

New Expansion

Data Source: Conway Data


The Changing Nature of Work

Who When Where How

http://maps.google.com/maps/ms?ie=UTF8&hl=en&vps=1&jsv=215d&oe=UTF8&msa=0&msid=101753389365449743367.000482696576770b08c7f


Age Demographic(United States)


Websites: Telling Your Story


Communications


MFA vs. MBA?


Winston-Salem/ Dell Computer Story


Dell to close its Winston-Salem plantTHURSDAY, OCTOBER 8, 2009

http://www.news-record.com/content/2009/10/08/image/dell_file_photo_of_plant


So What? Now What?

700K sq ft building 1,000 out-of-work $26 million in incentives Political fallout


Source: Taxolog, Inc.


Source: Bing Maps


Trends in the Biotech Industry

Source: Conway Data


Jobs Created by the Biotech Industry

Source: Conway Data


Most Active States in the Biotech Industry

States 2003 2004 2005 2006 2007 2008 2009 Grand Total

Texas 2 6 2 3 2 1 4 20

Michigan 0 1 2 1 3 0 10 17

Illinois 6 1 1 3 0 2 2 15

California 2 3 1 1 3 1 11

Ohio 1 3 1 1 2 1 2 11

Pennsylvania 5 0 0 0 0 2 4 11

Kansas 0 1 2 3 0 1 3 10

New York 2 0 0 2 0 4 2 10

Maryland 1 1 2 0 0 3 2 9

North Carolina 1 1 0 1 1 1 4 9

Source: Conway Data


Who Has the Money?

Source: Whittaker Associates, Inc.


States with the Most Biotech Funding

Source: Whittaker Associates, Inc.


Biotech Projects (2003-2009)

Source: Conway Data & Whittaker Associates, Inc.


Biotech Projects (2009 only)



Biotech Research Firms



Sample of Deal in the Market

Company Location HQ Date Size Investment

Riverside Research Institute Dayton, OH New York, NY Dec-09 32,000 sq ft $6 million

Ceva Biomune Lenexa, KS Shawnee Mission, KS Sep-09 20,000 sq ft $15 million

Biotics Research Corporation Fort Bend, TX Rosenberg, TX Aug-09 35,000 sq ft $2 million

Fisher BioServices Rockville, MD Germantown, MD Mar-09 20,250 sq ft NA

ebioscience, Inc. San Diego, CA San Diego, CA Feb-09 49,350 sq ft NA

Ambit Biosciences Corp San Diego, CA San Diego, CA Dec-08 55,000 sq ft $11 million

ViroPharma Incorporated Exton, PA Exton, PA Dec-08 78,000 sq ft $6 million

Organogenesis, Inc. Canton, MA Canton, MA Nov-08 252,000 sq ft NA

Cambrex Corporation Charles City, IA East Rutherford, NJ May-08 NA $25 million

Molecular Innovations, Inc. Novi, MI Novi, MI Feb-07 12,000 sq ft $3 million

The Scripps Research Institute La Jolla, CA Palm Beach, FL Dec-03 364,000 sq ft $147 million

Source: Conway Data


Recent Graduates of the Sid Martin Biotech Incubator Program (University of Florida)

Source: Sid Martin Biotech Incubator Program


Why Target Incubator Grads?

Create jobs, revitalize neighborhoods, commercialize new technologies

In 2005 alone, incubators assisted more than 27,000 start-ups provided FT employment for 100,000+ workers generated annual revenue of $17 billion

84% of incubator grads stay in their communities

*Source: National Business Incubation Association


Example of Growth

VLST Corporation Biotech firm in Seattle, WA Founded in 2004 Graduated the Accelerator Corp incubator in 2006 Received $55M in series B financing Current Sales: $2.5 million Employment: Grew from 2 to 25

Source: Accelerator Corp and Hoovers


What Are They Saying?


Who Cares?

.gov .org

.com .edu


Who Is The Audience?


Telling Their Story

http://www.linkedin.com/

http://www.facebook.com/

http://www.twitter.com/


Going Fishing


Targeted Marketing – 10 Steps

1. Begin with the end in mind – set goals

2. Determine your strengths and challenges

3. Select target industries by matching goals and strengths with industry/company needs

4. Identify target companies – desirability, compatibility, and feasibility

5. Qualify target companies


Targeted Marketing – 10 Steps (cont’d)6. Build relationships with target companies

7. Follow through and follow up

8. Keep your commitments

9. Be patient

10. Be persistent


Tools, Tactics & Techniques

Using technology to find information about industries, companies, and people


Directory vs. Index Engines

Directory Good for broad searches

Industry

http://search.yahoo.com/dir

http://directory.google.com

Index Good for specific searches

Company name Person Industry segment

www.google.com www.ask.com www.bing.com www.yahoo.com


http://directory.google.com/

http://www.google.com/

http://www.ask.com/

http://www.bing.com/

http://www.yahoo.com/


http://www.google.com/


Google Searchwww.google.com

Searching within results Historical search Site searches File/document search Finding e-mail addresses Google Alerts

www.google.com/alerts

http://google.com/

http://www.google.com/alerts


More Helpful Tools

Meta searches

www.dogpile.com

Related searches

Google Tools

www.google.com/insights/search www.googlelabs.com

www.bing.com

http://www.dogpile.com/

http://www.google.com/insights/search

http://www.googlelabs.com/


http://www.dogpile.com/


http://www.googlelabs.com/

http://www.google.com/insights/search


What Percentage of the Internet is Indexed by the Search Engines?


Invisible Web

Less than 20% of publicly accessible web pages are indexed by popular search engines

The remaining 80% is called the “Invisible Web”


Invisible Web: Industry

Association Search www.asaecenter.org/directories

/associationsearch.cfm

Industry Encyclopedia www.referenceforbusiness.co

m/industries

Access My Library www.accessmylibrary.com

Market Research Reports www.marketresearch.com

http://www.asaecenter.org/directories/associationsearch.cfm

http://www.asaecenter.org/directories/associationsearch.cfm

http://www.referenceforbusiness.com/industries

http://www.referenceforbusiness.com/industries

http://www.accessmylibrary.com/

http://www.marketresearch.com/


Invisible Web: Company

Hoovers www.hoovers.com

CeoExpress www.ceoexpress.com

Newslink www.newslink.org

Maps http://maps.google.com www.bing.com/maps

Google Finance www.google.com/finance

http://www.hoovers.com/

http://www.ceoexpress.com/

http://www.newslink.org/

http://maps.google.com/

http://www.bing.com/maps

http://www.google.com/finance


Economic Gardening: Targeting Innovative High-Growth Companies

Entrepreneur Magazine Hot 100 Inc 5000 Forbes: America’s 200 Best Small Companies Deloitte Technology 500

http://www.entrepreneur.com/hot100

http://www.inc.com/inc5000/2009/index.html

http://www.forbes.com/2008/10/08/best-small-companies-ent-200smalls08-cz_kb_1008small_land.html

http://www.deloitte.com/view/en_US/us/Industries/Technology/technologyfast500/index.htm


Invisible Web: Places

ZoomProspector www.zoomprospector.com

YourEconomy www.youreconomy.org

Zipskinny www.zipskinny.com

http://www.zoomprospector.com/

http://www.youreconomy.org/

http://www.zipskinny.com/


Invisible Web: Personal

LinkedIn www.linkedin.com

Relationships – All About Connections

http://www.linkedin.com/


Thank you for your participation!

[email protected]

www.whittakerassociates.com

http://www.linkedin.com/in/deanwhittaker

mailto:[email protected]

http://www.whittakerassociates.com/

http://www.linkedin.com/in/deanwhittaker


Giving Information Meaning

EDI Kansas City 2010

Business

Transcript of EDI Kansas City 2010