100 DO'S AND DON'TS FOR ECONOMIC DEVELOPERS
Prepared by John M. Lovern, Jr., Pace Group, Tupelo, Mississippi, edited by V. Wilson Lee, Extension Economist Emeritus, Community Resource Development, Auburn University and Sherman Shores,  former Special Projects Manager, Alabama Development Office
From time to time each of us come up against situations where we wonder exactly what we should or shouldn't do. This is especially true for an economic developer when working a project. In this game mistakes are often costly in terms of lost projects and the overall well being of the communities we serve. Hopefully the following list of Do's and Don'ts will help you avoid some losing situations. Don't be afraid to read this; do take it to heart, it could come in very handy.

  1. Two Very Important Quotes
  2. Be Creative
  3. Set Your Goals and Prepare a Mission Statement
  4. Develop a Marketing Plan
  5. Establish Objectives That Are Possible to Achieve
  6. Know the Strengths and Weaknesses of Your Competition
  7. Do Prepare a Community Profile
  8. Do Understand Your Transportation Services
  9. Do Know Everything About Your Utilities
  10. Do Know Your Industrial Sites
  11. Do Understand Your Financing Programs
  12. Know Your Labor Market
  13. Furnish Current and Factual Data
  14. Make Sure You Have Money
  15. Do Have an A/V Presentation
  16. Do a Red Carpet Tour of Your Town
  17. Do Have a First Class Brochure
  18. Do Have a Great Market Research Program
  19. Target Your Markets
  20. Do Get Active in Foreign Investments
  21. Have a Great Existing Industry Program
  22. Develop a Close Personal Relationship with Local Plant Managers
  23. Do Have Written Testimonials from Existing Industry
  24. Strong Public Schools Are Essential
  25. Offer Tangible Expansion Incentives to Existing Industry
  26. Private Foundations Can Help You
  27. Do Start a Small Business Incubator in Your Town
  28. Computerize Your Office
  29. Join State, Regional, and National Associations
  30. Do Hire a Public Relations Firm
  31. Sell Your Community on Programs Through the Media
  32. Have Receptions in Your Office
  33. Do Sponsor a Local Manufacturers' Association
  34. Do Get Involved in Small Business Start-Ups and Expansions
  35. Make Sure Someone in Your Town is Close to the Governor
  36. Advertise Your Assets and Send Out News Releases Frequently
  37. Do Have an Annual Report
  38. Do Sponsor Leadership Programs
  39. Have an Attractive Site or Building to Sell
  40. Have a Firm Price on Buildings and/or Land
  41. Start at Home Finding Prospects Go
  42. Next Door to Find Prospects
  43. Go to Trade Shows
  44. Find Prospects at Tourist Attractions
  45. Do Attend State Manufacturers' Association Meetings
  46. Know Your Consultants
  47. Know Your Industrial Realtors
  48. Know Your Investment Bankers, Utility Industrial Development Groups and Railroad Industrial Development People
  49. Know Your Industrial Contractors and Architectural/Engineering Firms
  50. Do Subscribe to the Economic Research Council Reporting Service
  51. Attend I.D.R.C. Meetings
  52. Use Telemarketing
  53. Know Your Elected Officials
  54. Network
  55. Find Out the Competition of New Plants in Your Area
  56. Do Develop a Direct Mail Program
  57. Do What Your Prospects Want: Prepare an Itinerary
  58. Use Door Openers When Selling
  59. Have Sales Motivating Meetings
  60. Do Not Interrupt
  61. Do Not Joke, Curse, or Argue
  62. Do Not Tell Ethnic Jokes
  63. Do Have the Selling Team Ready and on Time
  64. Have Good Physical Arrangements
  65. Always Tell the Truth
  66. Prepare Offers in Writing
  67. Use Telefax Marketing
  68. Ask for the Sale
  69. Learn Sales Closing Techniques
  70. Learn Small Talk
  71. Good Telephone Manners Are Essential
  72. Keep Up Your Health and Morale
  73. Dress Right and Maintain a Professional Image
  74. Get Some Culture - Your Clients Have
  75. Consider a Small Gift
  76. Send Cards for Christmas and Birthdays
  77. Confidentiality Is a Must
  78. Follow Up
  79. Give Recognition to your Leadership
  80. Plan an Appropriate Announcement
  81. Do Have Shovels Engraved for Groundbreakings
  82. Do Get Your General Contractor to Pay for the Plant Announcement Luncheon
  83. Do Make Sure Spouses and Children are Welcomed
  84. Communicate with Your Boss and Board
  85. Give Credit to Everyone but Yourself
  86. Set the Example in Your Office: Be Enthusiastic
  87. Do Be Nice to Your Spouse
  88. Pay Your Staff Well and Delegate
  89. Have a Positive Attitude
  90. Be Sincere
  91. Do Have Patience
  92. Be Loyal
  93. Be Nice to Everyone
  94. Do Make Sure You Listen Well
  95. Don't Bad Mouth The Competition
  96. Don't Smoke or Drink with Prospects
  97. Don't Sell Yourself Short
  98. Don't Sit in on Interview Sessions with Plant/Personnel Managers
  99. Don't Be Afraid to Say "I Don't Know"
  100. Don't Ever Give Up
For more information, call your county Extension office. Look in your telephone directory under your county's name for the number.
Issued in furtherance of Cooperative Extension work in agriculture and home economics, Acts of May 8 and June 30, 1914, and other related acts, in cooperation with the U.S. Department of Agriculture. The Alabama Cooperative Extension System (Alabama A&M University and Auburn University) offers educational programs, materials, and equal opportunity employment to all people without regard to race, color, national origin, religion, sex, age, veteran status, or disability.

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