Another way we have facilitated Business Development is through building community support in new markets and representation at Zoning Boards.

A national brand was planning their first opening in a nearby state, yet found massive local neighborhood opposition. Some investigation revealed that the source of the funding to oppose the location was not connected to the actual concerns of the neighborhood. One land owner in particular had legitimate concerns that were getting washed up in the rhetoric, yet others were using them as the figurehead and painting a picture of a final outcome that was not consistent with the projected use by the incoming company.

Acting as a neutral 3rd-party interested in a reasonable argument being discussed at the upcoming Zoning Board Hearing, we were able to cool the temperature down by meeting informally with one main community organizer and to listen to their concerns. This also gave us an accurate understanding of the position the neighborhood opposition would take at the Hearing. Revising a strategy in our oral presentation to validate the interests of the community and addressing the understandable position of one land owner while ALSO setting the record straight with evidence showing that some opposers were resorting to fear-mongering quieted the large crowd that gathered and earned the ear of the Board.

Strategically using this Both/And approach at the Hearing by discussing local case studies that would speak to the effect on their peers, and the advantages of having services locally for the future, adequately presented this need from the common-ground perspective of the residents. The Board decided in favor of the company and the facility was opened.