Tony VernaciVince Nystrom

Business DevelopmentOverview

Retention & Growth

2

Restructured Regional Business Development Team CDC / Regional Program Assignments – Cross Overs (Tribal, Travel, Veteran, Universities, Export, etc.) Special Sector/Assignment Teams (Automotive, Defense, Aerospace, Agriculture, etc.) Emphasis on Project Work

New Strategy on Company Retention Visits Second Level Support on Visits Strategic Accounts (Two Types) Local Partner Lead Engagement (B2B Site for Services, Retention Events, etc.) Expanded Pure Michigan Business Connect Incorporate Export (Demand Based) Virtual Summit Model Midwest States

Ret & Growth - Territories

3

Strategic Accounts

4

Additional Regional Accounts: Major companies/employers with operations solely or primarily in one region.

Lead Based Attraction

5

Dedicated “Sales” Attraction Team BDM and DFM assigned to each project Frees up attraction for next sale Creates better support structure for project/company Emphasis on Lead Based Business Attraction PMBC – Three Strategies

o MI Buyer Identification: Identifying their key out of state supplierso MI Buyer Gaps: Bring out of state companies into MI to meet with buyerso Supply Chain Leverage: Positive out of state buyer experience in Michigan

Homecomings Strategic “Gaps” (Sector Targeting: Auto, Defense, Agriculture, etc) Partner Connections (Real Estate, Gov’t Relations, Universities) National Targeting HQ Outreach Strategy Lead Based Targeting

Events – FY16

6

PMBC – FY16

India Trip Re-Cap

Tentative Events/Travel for FY16