Patience, vision and knowledge - Traits of a good economic development professional - by Michael Gallerani

Michael Gallerani, Brockton 21st Century Corp.

Someone asked me recently what makes a good economic development professional. The answer had many elements, which in the end boil down to three very basic but incredibly important traits.

Early in my career, actually during the first few days in my first economic development position (more years ago that I want to admit) I was visited by an older gentleman that represented a group of people that had inherited a large parcel of land situated in an industrial park. The problem was that it was land-locked. I told the gentleman that I would work on it and try to determine if there was a solution, therefore freeing up the land to make it a contributor as part of the community’s industrial mix. I asked that he be patient, that it could take a while. From time to time the man would stop by and say hello and ask if we were any closer to a solution. It took more than ten years, but the day came that the owner of an abutting parcel needed more land for an on-site expansion or they were faced with having to relocate. It was a call I was happy to make. The two parties were put together with their representatives and a deal was made. There is the first trait a good economic development professional must have, PATIENCE. It definitely was an economic developer that coined the phrase “Rome wasn’t built in a day.” Everything takes time.

Which brings me to the second trait and installment of the story. The new owner of the formerly land locked piece planned to build a new facility that was several hundred thousand s/f. The problem facing them was there was a mountain of gravel on the site. I suggested that they contact a local company that excavated and resold gravel to make a deal. They would get an access road immediately and in the end have a site that was manageable and that could afford them flexibility to site the new building anywhere on the site rather than trying to work around the topography that did not lend itself to their goal. The second trait of a good economic development professional is VISION.  That is being able to see solutions where others can only see problems or obstacles.

The third trait is KNOWLEDGE. Continuing with the story of the land-locked parcel, once it was development ready the owner was introduced to another company that was around the corner. They too were considering various strategies for expansion. The introduction led to the consummation of a deal to sell off a few acres, acres that would not be needed for the newly developed site, yet would be crucial to the other’s need to expand. By knowing what was needed or not by the local businesses, time and money were not wasted and the potential relocation of two different companies was avoided.

Stories like the above do not happen every day. As a matter of fact it was the only time that I have had that type of domino effect economic development. Most days we are trying to help local businesses grow or gain the attention of companies looking to relocate from another community.

Woven into those days is the need to be involved in matters outside the immediate realm of economic development. A community’s approach to literacy, homelessness, education, public safety and quality of life are all in some way connected to what economic professionals do.   

In Brockton, we recognize the synergy needed to be successful. In the past year B21 has partnered with others to move economic development forward, the partnerships and programs have included the Downtown Action Strategy/Transformative Development Initiative, the Brockton Façade Improvement Program, the Campello Main Streets Program, the MIT Economic Development Study/Plan and most recently our work with the Boston Architectural College on the development of a design study for one of the city’s oldest commercial areas.

As the new Brockton story unfolds, the partnerships that are being forged and traits of good economic development will serve the city, the businesses and investors well.

Michael Gallerani is the executive director of Brockton 21^st Century Corp., Brockton, Mass.