DCI's Andy Levine, President & Chief Creative Officer and colleague Katrina DeBor, Director of DCI's Prospect Development/Qualification Division will share twelve success tactics in opening the right doors to the right executives. Key takeaways from the presentation include 12 investment attraction strategies.

1. Welcome
Opening C-Suite Doors:
A Dozen Tips in 45 Minutes

2. Agenda
Dashboard
Speakers
About DCI
Q&A

3. Speakers
Andy Levine
President / Chief Creative Officer
Development Counsellors International
Katrina DeBor
Director, Prospect Development / Qualification Division
Development Counsellors International

4. • Work with 400+ cities, regions, states and
countries since 1960
• Staff of 45 professionals in New York City,
Denver, Los Angeles and Toronto
• Prospect Development/Qualification (PDQ)
Division focused on bringing our client
communities “face-to-face” with potential
investors

5. Tip #1
Objectively know your
community’s strengths and
weaknesses

6. Community Examples
• Brownsville, TX: Manufacturing, logistics,
strategic location
• Puerto Rico: Life Sciences powerhouse
• Louisville, KY: UPS hub, unique logistics
capabilities

7. Tip #2
Engage a predictive model
(the rifle is more effective
than the shotgun)

8. Finding the Needle in the Haystack…
Focus on Predictive Factors:
•Revenue increase
•Executive change
•Major contract win
•New product
announcement
•Mergers/acquisitions
•Change in regulatory
environment

9. Run the Predictive Model on
Your Own Companies
• Spot Growth • Identify
Opportunities Consolidation
Threats

10. Tip #3
Turn to the world’s most
underutilized technological
tool: The Telephone

11. Advantages of the telephone as a
lead generation tool…
• Permits dialogue
• An entry point to
relationship building
• Efficient and cost-
effective

12. Tip #4
Know the target executive,
the company and the
industry (before you pick
up the phone)

13. Objective:
Province aims to attract more logistics/distribution projects
• Key tactics:
– Precise company identification
– Track business growth
– Identify themes
– CEO research
– Craft proposition
• Result:
– ED team uncovers active project; province shortlisted

14. Tip #5
Start at the top (power
travels downward)

15. In Search of VITO
(or “Very Important Top Officer”)…
“VITO has the ultimate
YES power and the
power to veto the
decisions of others.”

16. But Beware of “Seymour”
Individuals who always want to “see
more” data, presentations and
truckloads of information.
“They are not movers and shakers
within the organization. And they
typically have very limited authority.”

17. Tip #6
Woo the gate keeper

18. Case History 1
Getting to Know Lisa
• Establish rapport
• Ask informative
questions
• Utilize Lisa’s knowledge
• Consistent follow up

19. Tip #7
The power of intelligent
persistence

20. Patience is a virtue…

21. Tip #8
First impressions are
everything

22. Understanding the “Seven Second
Rule”…
“Seven seconds is the average
length of time you have to make
an impression. And everyone
knows that you won’t get a
second opportunity. “
– Lydia Ramsey
Seven Seconds to Sink or Swim

23. Tips on making a first impression…
• Eliminate distractions
• Be ready with the
correct pronunciation
• Exude confidence
“Mr. Smith, it’s an
honor to speak with
you.”

24. Tip #9
Listen…listen…listen

25. The Power of Listening…
• Lessons from Ted
Koppel
• Better understanding
of the prospect and the
company
• Opportunity to
highlight tangible
benefits offered by
your community

26. Tip #10
When interest is uncovered,
ask for the face-to-face
meeting

27. Pursue the Meeting…
“If you don't ask, you don't get.”
-Gandhi

28. Tip #11
Follow-up to any
information request
immediately with
factual information

29. Speed Reinforces a Positive
Impression…
• An accurate and timely
response demonstrates
“this is someone I can
count on”
• Make it easy – answer
the question directly
(rather than sending
the prospect to an
attachment or website)

30. And finally…

31. Tip #12
Ignore steps 1-11; Outsource
the lead generation work to
an experienced partner (like
DCI’s PDQ Division)

32. Summing It Up
1. Objectively know your 7. The power of intelligent
community’s strengths persistence
and weaknesses 8. First impressions are
2. Engage a predictive model everything
3. Turn to the world’s most 9. Listen…listen…listen
underutilized tool: The 10. When interest is
Telephone uncovered, ask for the
4. Know the target executive, meeting
company and industry 11. Follow-up immediately
5. Always start at the top with factual information
6. Woo & connect with the 12. Ignore steps 1-11;
gate keeper Outsource the lead
generation work

33. Q&A
Please send your questions via the Chat or
Question widget on your dashboard.

34. Stay in Touch
Andy Levine
President / Chief Creative Officer
Development Counsellors International
andy.levine@aboutdci.com
212/725-0707 x-107
Katrina DeBor
Director, Prospect Development / Qualification Division
Development Counsellors International
katrina.debor@aboutdci.com
212/725-0707 x-157
www.aboutdci.com