Over the past eight months, the business recruitment team at the Charlotte Regional Business Alliance® has transitioned to and implemented a new model for data-driven lead generation and best practice economic development strategies.
Q2 2022 was the first quarter where the new approach was implemented and, with the strategy being put to practice, it yielded the highest number of qualified leads and projects the organization has seen to date. The new strategy generated 17 newly qualified projects and 27 newly qualified leads which represent billions of dollars of potential capital investment and thousands of jobs for our region in Q2. This provides an outlook to future quarters of demonstrated performance.
“When you see the job figures and capital investment we’re working with, considering the short amount of time the strategies have been in existence, we see enormous potential in bolstering our economic development ecosystem,” Chief Business Recruitment Officer Danny Chavez said. “The goal for our economic development practice is to be a top-performing regional EDO in the U.S. and quarters like this show us we’re well on our way to achieving this.”
The team also expanded its metrics tracking to include variables like the number of marketing trips and meetings directly with site selectors. In Q2, the team met with 112 site selectors, which represents approximately 17% of the total number of site selectors in the entire country. This created a platform for the team to maximize its efforts.
“We’ve been deliberate with the new approach, getting our boots on the ground in regions of the U.S. that are ripe with opportunity,” Director of Business Recruitment Karen Davison said. “As we meet with site consultants and prospects in these markets, we’re putting the Charlotte Region on the map, explaining the growth and potential of this dynamic market. It’s intentional, it’s targeted, and it’s working.”
These metrics are important to ensure the organization is getting the information about our region to the right decision makers, and then converting those conversations into in market visits. That process increases the conversion rate for projects which makes the team more efficient and effective.
“Engaging site selector consultants is a key component of the business recruitment ‘ground game,’ Managing Director of Business Recruitment Jeremiah Anderson said. “The corporate relocation and expansion process has become so sophisticated that site selection consultants can provide their client with a thorough analysis of your community before a site visit ever takes place. Our hope is that as we cultivate strong relationships with consultants and equip them with knowledge of our market, they help keep the Charlotte Region top of mind, even when we are not in the room.”
