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Expert shares successes, advice at annual chamber meeting

"Together We Will Thrive in 2005" was the theme of this year's annual dinner of Marion Chamber of Commerce.

Chamber members met Monday evening for dinner and a program.

Michelle "Mickey" Fornaro-Dean, executive director of Harvey County Economic Development Council, Inc., was the guest speaker.

Fornaro-Dean spoke to the crowd of 60 about development efforts being made in Harvey County and the keys to success.

Patience, persistence, politics, people, passion, and teamwork were key elements emphasized by Fornaro-Dean.

"Recruitment is key to success," Fornaro-Dean said, "but you have to cultivate what you have."

She related the importance of having a one-on-one relationship with Kansas Department of Commerce and site consultants across the state.

"Recruitment is the glamorous, sexy side to economic development," Fornaro-Dean said, but expansion and retention also are important.

She said retaining businesses and assisting with business expansion is 80 to 85 percent of her job but she still does a sizable amount of recruitment.

The development council represents Harvey County, the airport, and seven cities within the county.

Fornaro-Dean has been with the council for more than six years and in the economic development field for 11 years.

She related numerous success stories of businesses coming to Harvey County and those deciding to stay because of perseverance and determination.

"Constantly stay in touch with existing businesses," Fornaro-Dean suggested.

When a prospective business contacts Fornaro-Dean, she said she does not play favorites.

"I look at each individual city and whichever ones match the needs of the client, I send information about the cities to the client. Sometimes it's one or two cities, sometimes it's all seven," she said.

Fornaro-Dean does not believe in "giving away the farm" to prospective businesses as an enticement. The council she represents does not have one set package. Each proposal is customized to the business.

"Due diligence must be completed," Fornaro-Dean emphasized. This is where people and teamwork come into play.

"The company may not make a decision for 30 days but the proposal has to be prepared quickly," she said

Innovation also is necessary in development.

A proponent of tax abatements, Fornaro-Dean said they are a good tool.

"We don't take existing company from the tax roll," she explained. Abatements are promoted for business expansion or new businesses.

"You are not losing a tax base," she continued. "You are gaining."

Other places provide this incentive and if a county or community isn't willing to provide incentives like other places, growth will be difficult.

Fornaro-Dean stays visible with businesses and state officials by attending state and national events and is a member of several organizations.

The development council participates in trade shows and travels across the country to attend dinners with site coordinators.

Fornaro-Dean also is active with Fair Fares and a member of the Great Wichita Area Chamber of Commerce.

With all of her accomplishments, she said she has not yet experienced one particular aspect of her profession — having a personal affect on someone's life.

She told the story that was told by David Dodd, an international consultant.

"David received a call from a man who said, 'David, I want to call and thank you'," Fornaro-Dean said.

The caller told Dodd they had played football together, had lost his job more than a year before, and couldn't find work. He started to drink, his wife left him, and his vehicle was repossessed. He couldn't pay his bills.

The caller continued that Dodd had recruited a new company to his community of Shreveport, La., and they needed welders. The caller applied and was hired. He said he was paying his bills, had a vehicle, and quit drinking.

"'My wife said if I can stay sober for six months, she'll come back to me'." Fornaro-Dean said.

"This heart-wrenching, true story reminds me that what I do today can make a difference," Fornaro-Dean said.

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