Dates: January 26-27, 2017

Location: Jacksonville, FL

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This interactive course presents the core components of a BRE program and why the concerns of local businesses need to be actively addressed. By building an understanding of business visitation techniques and survey methods, practitioners will be able to clearly gauge their community's business climate. Learn the "red flags" that may indicate a company is looking to move elsewhere, and learn how to structure an effective technical assistance program to respond to business concerns. This course helps participants understand how a BRE program relates to attraction, workforce development, small business finance, technology transfer and many other economic development activities.


Course Highlights:

• Establishing, maintaining and upgrading a BRE program
• Creating effective models for business visitations and surveys
• Customer-Relationship Management (CRM) techniques
• Marketing a BRE program
• Establishing an early warning system
• Cluster and industry-focused BRE programs
• Tracking and analyzing customer feedback and response
• Quantitative and qualitative economic development metrics



  • ThursdayJanuary 26
  • FridayJanuary 27
8:30 AM


9:00 AM

Speaker Introductions and Session Framework

Speaker introductions and a brief discussion of course objectives, desired outcomes and methodology.

9:15 AM

Main Group Exercise - Anytown, Anywhere

This dynamic exercise will provide the underpinning and set the framework for the topics covered over the next two days.

10:45 AM

Global Factors and Trends that Impact Business Retention and Expansion Policies, Programs, Strategies and Desired Outcomes

In this session, attendees will learn about and discuss post-recession global realities and how they have fundamentally changed the private sector, economic development and business retention and expansion.

11:30 AM

Lunch on your own

1:00 PM

Global Factors and Trends that Impact Business Retention and Expansion Policies, Programs, Strategies and Desired Outcomes (cont.)

1:30 PM

Workforce Development as a Driver for Business Retention and Expansion

This session will examine new workforce development realities and how they will shape community building and business retention and expansion programs.

2:45 PM

Old and New Stakeholder Perspectives on Business Retention and Expansion

In this session, attendees will learn about the changing face of business retention through three unique stakeholder perspectives.

3:30 PM

Business Retention and Expansion Objective, Outcomes and Benefits

4:00 PM

Business retention elements

Here, attendees will learn about the four mission critical elements of any business retention and expansion program.

8:30 AM

Business retention elements (cont.)

9:30 AM

One-to-one Database Marketing and the Correlation to Business Retention and Expansion

Here, attendees will learn about the four mission critical elements of any business retention and expansion program.

11:00 AM

Stratifying and Identifying Your Best Customers

All customers are not created equal. This session will help attendees identify and understand who their best customers how to utilize with for successful business retention and expansion.

12:00 PM

Lunch on your own

1:00 PM

Implementation Scenarios

Attendees will examine business retention and expansion programs in rural, urban, regional, state/provincial markets and discuss their similarities and differences.

1:15 PM

Using Business Intelligence Obtained through Business Retention and Expansion

Connect the dots between business retention and expansion and relevant programs, policies and strategies and learn how to integrate BRE into the larger economic development picture.

1:45 PM

Business Retention and Expansion for Disaster Preparedness and Recovery

2:00 PM

Marketing and Branding Your Business Retention and Expansion Program

You've put together your BRE program, but to connect with businesses, you first need to educate them. Marketing and branding are an important part any successful business retention and expansion program.

2:15 PM

Using Social Media for Business Retention and Expansion

The use of social media is pervasive in today's world. This session will examine its relevance and uses for business retention and expansion.

2:45 PM

Leveraging Resources and Final Takeaways

A fast-paced summary of the course and content.

3:00 PM

Wrap-up and certificates

* Agenda subject to change

**PLEASE NOTE: In order to receive full IEDC certification credit for this course and a certificate indicating course completion, participants must attend the entire course and stay through the final session on the last day. Please make travel plans accordingly.**


Erik Collins

Director, Community & Economic Development
Montgomery County / Community & Economic Development

Laith Wardi, CEcD

ExecutivePulse, Inc.


CEcD logo

This course meets the professional development requirements for the Certified Economic Developer (CEcD) exam. CEcDs earn recertification credits for participation.




Hyatt Regency Jacksonville-Riverfront
225 E. Coastline Drive
Jacksonville, FL 32202
Phone: (888) 421-1442

IEDC Room Rate: $169 single/double
Group Rate Cutoff: Wednesday, January 4, 2017





By Dec 16

Dec 17-Jan 13

*After Jan 13

IEDC Member








Full Time Student**




*Walk-in registrations will be accepted. Full payment must be made on-site in order to attend the course.

**Copy of current transcript required.

Individual paying by credit card: Click this button if you are registering as an individual IEDC member or nonmember and paying by credit card.


Partner, group or individual paying by credit card, check or purchase order: Click this button to download a form (PDF) if you are paying by check or purchase order, or registering with a promo code. Form must be faxed or mailed, and accompanied by payment.


Should you have difficulty registering online, please download the course registration form (PDF).

Refunds less a $60 cancellation fee will be issued for all cancellations received in writing to fax: (202) 223-4745 or email: at least 10 business days prior to the course - please allow 3-4 weeks. All registrations regardless of payment status are subject to the $60 cancellation fee. No refunds or credit transfers to a future course will be issued for cancellations received within 10 business days of the course. Telephone cancellations are not accepted. Attendee substitutions for a course may be made at any time prior to the course.