Podcast 218: What Site Selectors Wish Economic Developers Understood with Mark Williams

Episode 218 of the Econ Dev Show Podcast is out. Listen now.

In this episode of the Econ Dev Show, Dane Carlson talks with Mark Williams, founder of Strategic Development Group and author of Corporate Site Selection and Economic Development: A 35 Year Perspective, about what really happens behind the scenes in site selection. 

Mark shares lessons from working in state government, building a consulting firm, advising corporate clients, and writing a book that has become both a teaching tool and a business development asset. 

The conversation covers why economic developers and companies often misunderstand each other, why listening matters more than overloading prospects with information, how time quietly kills deals, what clients really want from consultants and communities, and how technology, AI, virtual meetings, and generational change are reshaping the field without replacing the need for judgment, trust, and walking the site.

Sitehunt

Sitehunt automates industrial real estate research so economic developers can respond to site selection RFIs in minutes instead of days.

Dane, the host of the Econ Dev Show, is the founder and CEO of Sitehunt. 

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10 Actionable Takeaways for Economic Developers

1. Ask what the client needs right now. Do not dump every available fact into the process. Match your response to the current stage of the project.
2. Treat speed as a competitive advantage. Mark's point is blunt: time kills deals. Reduce delays wherever you control the process.
3. Do not say yes unless you can prove it. If you claim you can deliver water, sewer, power, permits, or workforce support, be ready to explain exactly how.
4. Help the site selector help the client. A good site selector wants the client to understand the full value of your community. Make their job easier with clear, verified information.
5. Be honest about bad fits. If the project is not right for your community, say so early. That can build more trust than chasing everything.
6. Listen before you pitch. Mark identified poor listening as one of the biggest mistakes economic developers make. Ask better questions before sending more data.
7. Understand that every project is different. Do not assume the same process, personalities, communication style, or decision criteria will apply every time.
8. Watch for internal alignment. If local officials, partners, utilities, or community leaders appear disconnected or disorganized, clients and site selectors notice.
9. Use technology for preparation, not as a replacement for judgment. Desktop analysis, virtual meetings, and AI can improve efficiency, but site visits and real-world observation still matter.
10. Invest in practical education for boards and allies. Mark's book is being used by economic developers, corporations, academics, and even consulting firms, which is a good reminder that better-informed partners make better project teams.

Episode Links

• Corporate Site Selection and Economic Development: A 35 Year Perspective by Mark Williams
• Mark WIlliams - Homepage
• Strategic Development Group | Expert Site Selection Consultants
• Mark Williams | LinkedIn