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case studies
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Pennsylvania Department of Community and Economic Development
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| "DCI was instrumental in the launch of the state's Business Development Corps. Over the course of the program’s first year, we've landed 50+ face-to-face meetings with senior corporate executives to discuss their growth plans. It’s a great start…." |
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Teri MacBride
Executive Director, Economic Development Marketing Center
Pennsylvania Department of Community and Economic Development | | |
The Challenge
With the decline of longstanding Pennsylvania industries, such as mining and steel, Governor Ed Rendell introduced and passed the largest proactive stimulus package in the state's history. The goal of this investment was to advance the state's economy and encourage both new investment and expansion by existing companies. Pennsylvania's economic development officials needed to let senior executives in target companies know about the state's comprehensive business assistance offerings, world-class workforce and critical mass of educational institutions.
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The DCI Roadmap
• Use a predictive model to identify more than 2,000 companies within the state’s target industries that were exhibiting changes that forecast a site location need;
• Turn to DCI’s Prospect Development/Qualification (PDQ) team to reach out and qualify these “best bet” companies through conversations with executives and other decision-makers about their corporate development strategies;
• Arrange a series of face-to-face meetings between senior executives at qualified companies and trained professionals from the state’s newly formed Business Development Corps to explore investment opportunities and discuss the advantages of doing business in Pennsylvania. |
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The Results
• DCI's PDQ team organized a series of successful prospecting missions to five target regions and arranged more than 50 meetings with senior executives at target companies.
• Over a three-year period, DCI secured an additional 60+ face-to-face meetings with life science companies at the Biotechnology Industry Organization (BIO) International Convention, the industry’s largest trade show.
• To date, Pennsylvania state officials are in active location discussions with several companies identified through DCI's PDQ program. | |
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