GSI 2018 Magazine

T A H W IS

GSI?

Make Eagle Ridge your first stop as you look for your new home in Spokane.

Our unmatched location is close to all the city conveniences in a close-in, country, south side setting. Just four miles to downtown shopping, major medical facilities, Fairchild AFB, Spokane International Airport, and five highly acclaimed golf courses.

New homes starting in the upper $200,000’s GREENSTONE MORSE WESTERN HOMES | PARAS HOMES

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EagleRidgeWA.com Newland Communities is the largest private developer of plannedresidential and urban mixed-use communities in the United States from coast-to-coast. Together with our partner, North America Sekisui House, LLC, we believe it is our responsibility to create enduring, healthier communities for people to live life in ways that matter most to them. www.newlandcommunities.com and www.nashcommunities.com

EQUAL HOUSING OPPORTUNITY • This is not intended to be an offer to sell nor a solicitation of offers to buy real estate in Eagle Ridge to residents of Connecticut, Hawaii, Idaho, Illinois, New York, New Jersey, and Oregon,

or in any other jurisdiction where prohibited by law. • No guarantee can be made that completion of the Eagle Ridge Community will proceed as described. • THE CALIFORNIA DEPARTMENT OF REAL ESTATE HAS NOT QUALIFIED, INSPECTED, OR EXAMINED THIS OFFERING. • NASH Eagle Ridge, LLC (”Fee Owner(s)”) is the owner and developer of the Eagle Ridge Community (”Community”). Certain homebuilders unaffiliated with the Fee Owner or its related entities (collectively, “Eagle Ridge”) are building homes in the Community (”Builder(s)”). Fee Owner has retained Newland Communities solely as the property manager for the Community. North America Sekisui House has an interest in one of the members in Fee Owner. Newland Communities and North America Sekisui House are not co-developing, co-building or otherwise responsible for any of the obligations or representations of any of the Builders, and shall have no obligations to any buyer regarding a home purchase from a Builder. Purchasers of homes from any of the Builders waive any claims against Newland Communities and/or North America Sekisui House arising out of their purchase transaction. • Prices, specifications, details, and availability of a Builder’s new homes are subject to change without notice. • © 2018 Eagle Ridge. All Right Reserved. Eagle Ridge is a trademark of NASH Eagle Ridge, LLC, and may not be copied, imitated or used, in whole or in part, without prior written permission.

WE’RE IN ELEVENTH HEAVEN.

We’re ecstatic to have been ranked “Highest in Customer Satisfaction Among Traditional Carriers in North America, Eleven Years in a Row.” All credit is due to our secret ingredient: our incredible employees who have been pulling out all the stops for over a decade. Thank you!

Spokane Valley has developed a streamlined permitting

Interested in relocating or expanding your business operation? Spokane Valley offers manufacturers and

needs of local businesses and citizens. All commercial

retailers developable land that is located in a major

projects, including new developments, are assigned a

transportation corridor, supported by two Class 1

10-day target review date. Many permits for commercial

railroads, Interstate 90 and an international airport.

and residential projects can be issued over the counter by

Combined with Spokane Valley’s skilled workforce,

as well as environmental safety, the city provides highly

healthcare, the city is a place where families want to

trained, multi-disciplinary technical review staff to help

live and businesses can prosper. There’s a reason why

affordable housing, excellent schools and accessible

customers navigate the permitting process and ensure

For J.D. Power 2018 award information, visit jdpower.com/awards

the use of a common sense, yet innovative, approach.

by and talk with our economic development team.

www.SpokaneValley.org.

www.SpokaneValleyED.org.

City of Spokane Valley 10210 E. Sprague Avenue Spokane Valley, WA 99206 509-720-5000

content

Teaming with local businesses to help bring their dreams to fruition.

Together We’re Greater................................... 6 Go For It.....................................................................8 How Are Consumers Spending Their Money?........ 11 A Good Business Climate ...................................... 12 Pusing Back the 70% Unemployment Rate........... 16 Cybersafe: Four Simple Steps For Business Owners ............................................. 18 Life Science Expansion........................................... 22

kudos

Greater Spokane Incorporated (GSI) is the Spokane region’s business development organization, leading transformative business and community initiatives to build a robust regional economy.

Laying the Foundation...........................................26

Writers: Debbie Rauen, Legendary Hills Communications Kayla Schroetlin, Greater Spokane Incorporated

Teaming Up For Maximum Impact.........................28

Photo credits: Rogue Heart Media - Megan Kennedy

Who’s Your Best Customer.....................................34

Designer: Tammy Pruitt, Greater Spokane Incorporated

The Power of Networking......................................36 Ten Tips for Prospective Business Owners...........40

This publication is made possible through a partnership of Greater Spokane Incorporated and the Spokane Journal of Business.

What Next...............................................................42

All contents copyright 2018 by Greater Spokane Incorporated.

Upfront Work Pays Off Big.................................... 44

GreaterSpokane.org

4 2018-19 GSI CONNECT

watrust.com

Together We’re

Greater

t e a g c o r w e y n ! e l o h aw

It has been over a decade since the Spokane Regional Chamber of Commerce and Spokane Area Economic Development Council merged to create Greater Spokane Incorporated, the Spokane region’s largest business development organization. Since then many like organizations throughout the nation have followed suit, seeing the value and opportunities that come with combining forces.

Realizing that a great business climate is essential both for existing businesses and recruiting new employers, this merger created an opportunity for GSI to connect programs and strategies in new ways. We found that the traditional chamber role of business advocacy went hand in hand with the traditional EDC role of business retention, while the EDC’s business recruitment program benefitted from the workforce development efforts the Chamber of Commerce had undertaken at that time.

Since the merger, GSI has enjoyed much success in building and supporting our regional economy.

Our community has continued to change and we’ve changed with it. This past year we decided it was time to ask our members how we were doing. We received great feedback – some glowing compliments, and some that was tough to hear.

We learned you value GSI and have appreciation for what we do best – that GSI has the unique

ability to collaborate and partner with other businesses and convene members of our community to take on issues and initiatives that would not otherwise be possible.

We also heard that there needs to be a more focused approach to economic development, and member engagement and support.

We listened, took it all to heart and learned that our organization has more work to do.

GSI launched a new strategic plan that redefined economic development.

It’s not just about recruiting new businesses to the area. It’s about recognizing what ALL businesses need to succeed.

As a business development organization, we recognize that all businesses need access to talented employees. They need a business climate where they can successfully compete, and the infrastructure to support that success. Entrepreneurs need help finding resources to launch new businesses, existing businesses need help expanding, and yes, we recruit those that want to be in the Spokane region.

We are partnering with K-12, higher education, and businesses to pursue innovative programs to create the next generation of talent – check out our Business AfterSchool and GreaterMinds programs. We have created a ‘front door’ resource center for entrepreneurs with our StartUp Spokane program. And we are providing information every day to businesses considering relocating to our area, or to businesses in our region wanting to expand.

With a new strategic plan in hand, and a new vision and focus in place, it’s time for GSI’s brand to catch up with who we are as an organization.

With the launch of our new brand, we hope you enjoy this first edition of Connect Magazine, which links our community with the people, businesses, and initiatives shaping the future of the Spokane region.

We want to express gratitude for everyone who has taken this journey with us. Every day we’re presented with new challenges to face and obstacles to overcome.

So, we’ll continue to learn, to challenge ourselves, to listen, and to give your business support where and when you need it most.

It’s you that gives us purpose and it’s you that helps the place we love grow into the place we know it can be. Thank you for all you do.

Together we’re greater.

Todd Mielke, CEO Greater Spokane Inc.

Jack Heath, Board Chair, Greater Spokane Inc. President and COO, Washington Trust Bank

2018-19 GSI CONNECT 7

GO FOR IT! goal is

no ! h c a e r out of There’s nothing easy about going back to college when you’re working full time. It’s even more difficult when you’re working two full-time jobs.

Just ask Yolande Collins, the mother of a 23 and 15-year-old.

Yolande has been a Superior Court Clerk for Juvenile Services, Spokane County Superior Court, for five years.

She is also a chef at Mukogawa where her work includes 13-hour shifts on Sundays. She puts in well over 100 hours every week between work, classes, volunteering with the homeless, and studying.

What drives her determination to get a degree?

Yolande Collins & son Cheyne

8 2018-19 GSI CONNECT

She wants to use her life experiences to help people on a deeper level.

“Right now I’m in the courtroom, but I’m not hands-on. With a bachelor’s degree, I can be a probation officer and make more of a difference.”

Yolande also seeks financial security after the devastation of a very long, contentious divorce and custody battle, and a health crisis. She says that two jobs are taking a toll on her body, especially after suffering a stroke-like condition that left one side of her body weak and requires her to use a cane. “I can’t wait to be able to support myself with just one job.”

Last spring she achieved a huge milestone -- her paralegal degree from Spokane Community College -- and she is now working toward her bachelor’s degree at Whitworth University.

Greater Minds focuses on helping working adults return to school.

Yolande is not taking the journey alone. She has support from her employer, Spokane County, through Greater Minds, a community collaboration of higher education and business led by Greater Spokane Incorporated (GSI). The goal of this initiative is to increase the proportion of residents in Spokane County with high-quality certificates or degrees from 40 percent to 60 percent by 2025.

Spokane County, one of our area’s largest employers, did not have an education attainment program until recently launching with Greater Minds. Says John Dickson, Spokane County Chief Operations Officer, “We all work in rapidly changing environments. Having a highly educated and innovative workforce enables us to better manage the complex issues we face and meet the expectations of taxpayers.”

Greater Minds focuses on helping working adults return to school, and finish their degrees or certificates, unlocking opportunities for themselves and the region. This includes

vocational and technical training, as well as 2- or 4-year degrees.

Employers need people with the right skill sets and education, but with a tight labor market, skilled workers are in increasingly short supply locally and across the country. Greater Minds is helping individuals succeed in their careers while supporting local businesses and the health of our economy. It’s also a great business recruiting tool.

According to GSI Director of Education & Talent Meg Lindsay, “Talent is one of the most important criteria for site selectors, who are looking for the best cities and locations across the nation for business expansion.

Increasing our education attainment percentage will help attract new employers to the Spokane region and increase our competitive advantage.”

GSI’s experience leading collaborative efforts and convening leaders from all sectors – business, government and education -- is key to the success of Greater Minds and the continued growth of our local economy.

An important component of the initiative is the “Navigator” who assists businesses in setting up or strengthening their employee programs for postsecondary education, and who helps guide employees through the process of applying, registering, accessing financial aid, acclimating back into classes and studying, and dealing with the stresses of work and school.

“It often takes six months or more for employees to get their lives ready for the major commitment of going back to school, especially if they have a family,” says Jodi Strote, GSI Education Attainment Navigator.

Despite all of her challenges, Yolande remains focused, upbeat and excited about her future. “I’ve had a lot of trauma in my life, but I choose to fight back with education.”

For more information visit GreaterMindsSpokane.org.

Why should businesses support employee education?

1

Helps attract and retain quality employees.

2

Employees become more empowered and motivated.

3

Cultivates an environment of innovation in your business.

4

Workplace situations are often used as the basis for class projects and provide new perspectives and solutions.

5

Strengthens our overall economy which is good for everyone.

Dr. Beck Taylor, President, Whitworth University “Higher education credentials can often make the difference in someone’s opportunity to pursue the career they feel called to. Whitworth University and the higher education community in Spokane stand ready to partner with students and employers to ensure everyone has the opportunity to achieve their dreams. Our community will be better for it.”

2018-19 GSI CONNECT 9

How Are

Consumers Spending

Their Money?

Easygoing.

Hardworking.

Provided by Steve Scranton, Chief Investment Officer & Economist, Washington Trust Bank

Health Related 21.5% Housing, Utilities and Fuel 17.9%

Our commercial team’s dedicated financial experts are ready to help you. Let us tackle the hard stuff so you can focus on what really matters to your business.

Since consumer spending makes up over two-thirds of GDP growth, it is worthwhile to look at what consumers are buying. The Bureau of Economic Analysis (BEA) published a report in 2017 on household spending that provides a breakdown of total percentage of household spending in these major categories:

Recreation 11.5% Transportation 9.2%

Household Furnishings, Equipment and Routine Household Maintenance 5.3% Clothing, Footwear & Related Services 3.4% Communication 2.9%

Food & Beverage for Home 7.4%

Education 2% Residual (0.7%)

Other Goods & Services 6.7% Financial Services & Insurance 6.5% Food Services and Accommodations 6.4%

As of 12/31/17 Source: Bureau of Economic Analysis * Figures represent percent of total spending.

Comfortably Close to Everything

Learn more and meet the team at numericacu.com/business

Whether coming to Spokane for business or pleasure, your perfect home base is the DoubleTree by Hilton. Located adjacent to the Centennial Trail and alongside the Spokane River we put you in the heart of some of Spokane’s best amenities. Take a stroll along the river to see the Spokane Falls or attend a show at one of our three performing arts theaters but most importantly, don’t forget to visit our Front Desk for a warm DoubleTree Cookie at check-in. · Located Downtown next to the Spokane River · Spencer’s for Steaks and Chops

Curt Fuller

VP Commercial Banking Team Leader cfuller@numericacu.com

Doug Kapelke

Commercial Banking Relationship Officer dkapelke@numericacu.com

Jay Rivera

Commercial Banking Relationship Officer jrivera@numericacu.com

Mike Knudson

Commercial Banking Relationship Officer mknudson@numericacu.com

· Shutters Café with Starbucks Coffee Stand For more information about the DoubleTree by Hilton Spokane City Center or the Hilton Honors program please visit www.spokane.doubletree.com 322 N Spokane Falls Court | 509-455-9600

Federally insured by NCUA.

2018-19 GSI CONNECT 11

A Good Business Climate

The company’s corporate office is in Calgary, B.C., but with 90% of their clients in the United States they decided to relocate the manufacturing portion of their business across the border.

“We looked at Texas and Oklahoma to be close to our gas and oil customers, at Arizona and Utah for our mining customers, at Kansas for aerospace, and at Washington for our marine and aerospace customers,” says Highwood Global Manufacturing President Kevin Kerr.

If you were relocating your manufacturing plant, and your key customer groups were in a wide range of geographic clusters, how would you decide where to move?

“Given that no one location made sense for all of our needs, a deal breaker was finding an existing facility and an available skilled workforce.

Greater Spokane Incorporated was able to come up with the right combination to have us choose Spokane.”

“I personally enjoy working with customers and prospects in a number of diverse industries. The fact that we are a one stop job shop with a significant number of capabilities, and with highly talented employees, we are able to fabricate parts and assemblies for a number of different industries on a daily basis. No two days are ever alike for me either on the road or in the shop.”

That was the situation facing Highwood Global Manufacturing, a company making whole machines and machine parts for a number of industries.

Stan Key, one of GSI’s business relocation specialists, was able to show Kevin a recently closed manufacturing facility, one whose former employees had the right set

Frank Owens, Sales & Marketing Manager, Highwood Global

THERE’S NO COMPETITION. Event location has everything to do with event success. It’s why something special happens to sporting events in the Spokane region. They thrill fans. They make the news. They break records. They win awards. They go down in history.

Discover why Spokane has hosted, promoted and supported some of the most memorable and successful events on record. www.spokanesports.org

spokanecenter.com 12 2018-19 GSI CONNECT

2018-19 GSI CONNECT 13

of skills to meet Highwood Global’s needs. And the last puzzle piece clicked into place.

Highwood Global leased the building and many of the former employees were able to find good jobs with them.

Of course, Spokane had to meet their other criteria as well, including having a good cost of living and quality of life – “a place people are willing to move to,” says Kevin.

It didn’t hurt that the cost of doing business in our area is 18% less than the U.S. average, says Stan.

Kevin also cited Spokane’s direct flights to their headquarters in Calgary and other regions where they frequently travel.

Kevin says GSI was helpful in many ways. “They provided me with lists of potential vendors, information on the local tax structure, and lots of referrals to people to help me get the business set up.”

“The move to Spokane has been very positive. The labor pool is good and cost effective. Spokane has great access to the west coast and Canada, and the transportation routes are reasonably economical and quick to access,” Kevin adds.

“For businesses serving the Pacific Northwest, there’s no better place to be.”

“What a lot of people don’t realize,” says Stan, “is that the same factors that draw a business here are what makes a good business climate for those already in the Spokane region. When we improve our business climate, it benefits existing companies as well as our recruitment efforts. And drawing new companies to our area is good for local businesses, from realtors to retail to entertainment and more.”

To learn more about Highwood Global and their manufacturing, machining and fabrication capabilities, go to highwoodglobal.com.

Over the last five years, GSI has assisted nearly 50 companies with recruitment, expansion, and retention support. These companies have chosen to call the Spokane region home. This means:

3,243

DIRECT JOBS

$

$147M

DIRECT ANNUAL PAYROLL

$870M $$$

ANNUAL ECONOMIC IMPACT

$447M IN CONSTRUCTION

“The move to Spokane has been

architecture | structural engineering | interior design

Energy for life.

It goes beyond delivering electricity and natural gas. We help build value in our communities through involvement with civic organizations, charities and causes that improve the quality of life in our region. We strengthen the economic vitality of our area through technology, community partnerships and the giving of our employee’s time and talents—because bringing value to our customers and attaining our business goals goes hand-in-hand.

Cowles Music Center, Whitworth University

www.integrusarch.com

myavista.com 14 2018-19 GSI CONNECT

PUSHING BACK THE 70% UNEMPLOYMENT RATE

Did you know that nationally, the unemployment rate for adults who are blind is 70 percent?

But a manufacturing company in Spokane has made a huge dent in our local number.

“All of our employees are blind, deaf-blind, and blind with other disabilities,” says Greg Szabo, Director of Public Relations & Development for Inland Northwest Lighthouse. “People who tour our facility are always fascinated by how we have adapted our manufacturing equipment to make it accessible.”

Inland Northwest Lighthouse makes office products for the federal government, including easels, hanging folders and wallboards, as well as an entrenchment tool and a collapsible shovel for the U.S. military.

Gina’s story illustrates the difference Lighthouse is making for each employee.

After two years of determined job-hunting, Gina was hired as a production worker at Lighthouse.

Blind since birth, Gina was willing to move away from her family in another part of the state in order to find permanent employment. That meant learning to navigate a new city, using the bus system, all on her own. But Gina says it was important for her to be an active citizen.

Blind in Seattle decided to expand to another Pacific Northwest location.

“It was between Spokane and Portland,” says Greg. “We selected Spokane because the city had what we were looking for -- a sizable population of blind people, a bus system, a reasonable cost of living, and a community, represented by Greater Spokane Incorporated, that was open to us and interested in what we do and how they could assist us.”

The first step was finding a building that could accommodate their manufacturing operation. With GSI’s assistance, Lighthouse acquired the former Tidyman’s store behind Eagles Ice Arena on Spokane’s north side. GSI has since assisted Lighthouse in acquiring new government contracts and in a major expansion – adding a second building and going from 45,000 to 95,000 sq ft.

When the Spokane facility opened there were 10 employees, a decade later there are nearly 50.

For Gina, having a job means having her own apartment – “I was living with my brother before.” It has freed her from her pre-employment financial worries and enabled her to set aside savings and have the funds to visit a brother in another state she had not seen in 11 years.

Gina is currently enrolled in a computer class at Lighthouse to learn business math. This is because Lighthouse employees can access up to three hours of training each week, on paid time, to learn or increase their mastery of skills such as walking with a cane, using public transportation, reading Braille, or using computers and adaptive technology.

Greg says, “I think it’s beneficial for the community to see individuals who are visually impaired or blind traveling around the city, working full-time, even purchasing homes.”

To learn more about Inland Northwest Lighthouse or to set up a tour, go to thelighthousefortheblindinc.org/ inland-northwest-lighthouse.

She was excited to be a part of a team.

“I like working with others. There’s no greater satisfaction than ending the day with your collaborative team knowing you have accomplished something.”

Greg Szabo, Inland Northwest Lighthouse

16 2018-19 GSI CONNECT

Lighthouse opened in Spokane ten years ago, when Lighthouse for the 2018-19 GSI CONNECT 17

CYBER

SAFE

By Heather Stratford, CEO, Stronger International

1224 West Riverside, Spokane, WA

Features: 1, 2, 3 bedroom apartment homes Gated parking garage High speed internet and cable television 2.5 blocks from downtown Spokane Fitness center Heated outdoor pool Gas fireplace in each unit Spectacular views of the falls and rapids of the Spokane River Professionally managed

DOWNTOWN SPOKANE’S Premier

RENTAL RESIDENCES Riverfalls Tower Apartments Riverfalls Tower Apartments (509) 838-5520 www.riverfallstower.com

18 2018-19 GSI CONNECT

FOUR SIMPLE STEPS FOR BUSINESS OWNERS Not every business can sustain a full-time cybersecurity professional to make sure that their computers and systems are protected against intrusions from bad actors in the cyber world. Nevertheless, businesses need to take steps to safeguard their systems from cyber threats. Every business— large or small—can greatly reduce their cyber risk by following a few simple guidelines.

1

Back Up Data - As hard drives got bigger, many people became lazier.

But, because of cyber threats, data backup is more important than ever.

Make it a part of your schedule.

One key strategy is to fight against a specific type of malware called ransomware, which literally holds your computer files ransom. You don’t really need a backup until something happens and you NEED a backup.

Then it’s too late.

There are many options available for backing up data, from external hard drives to cloud storage. If you use an external hard drive, make sure that when you are done backing up your data you secure it by disconnecting your hard drive in between updates and store it off-site in a safe place. Cloud storage is a great, efficient way to do a backup, especially if you have people working in remote locations; data can be easily accessed from anywhere.

World-Class Technology, Made in the Northwest Every day, we invent, design, and build the systems that protect power grids around the world. SEL’s employee owners are dedicated to making electric power safer, more reliable, and more economical.

To learn more, visit www.selinc.com.

2

Control Access - If someone doesn’t need access to equipment or data - don’t give it to them! This can’t be stressed enough. Limit who has access to the computer or network.

3

Update and Patch Software - Patching is an important part of keeping a computer or multiple computers healthy and operating well, and from a security perspective it is essential.

It can be time consuming, but those annoying software updates aren’t there just to give you headaches, they often come with critical security updates. Cybersecurity professionals from software companies do their best to keep up with new cyber threats and patch weaknesses but they can’t help you if you don’t let the updates run.

4

Educate Yourself and Your Employees - Security is for everyone. Simple security measures and phishing training should be emphasized and regularly reviewed. Everyone should know:

How to recognize suspicious email Not to share jump drives between home and work How to create strong passwords How to secure equipment before they leave work

Many businesses focus on selling and providing services to customers while security becomes an afterthought. But, by 2021, it is estimated that the cybersecurity cost to organizations worldwide will reach $6 trillion dollars. Be wary of falling into the mentality that ‘it won’t happen to us.’ Just like routine maintenance is important for keeping your car running smoothly, preventative maintenance can make a big difference in reducing cyber risk. These 4 steps will protect your organization from many of the major cyber threats in the workplace.

Heather Stratford is the CEO of Stronger International, a cybersecurity firm specializing in training and compliance based in Spokane, WA. Visit their website at stronger.tech or contract her directly at heather@stronger.tech

MAKING SPACE FOR COMMUNITY

We have a new look and a continued focus on creating Real Estate Solutions for YOU!

Kiemle Hagood is redefining real estate by creating value and powering progress in our communities. We unite clients, community leaders and employees to find solutions that drive community opportunities. While our business is and always has been real estate, our passion will always be community.

Active and Proud Supporter of Greater Spokane Inc.

KIEMLEHAGOOD.COM S p o k a n e 5 0 9 . 8 3 8 . 6 5 4 1 | C o e u r d ’A l e n e 2 0 8 . 7 7 0 . 2 5 9 0 | Tr i - C i t i e s 5 0 9 . 7 8 3 . 7 6 6 3 | M i s s o u l a 4 0 6 . 5 5 2 . 4 5 6 8

20 2018-19 GSI CONNECT

growth potential for our region – with estimates of an annual impact of up to a 9% increase in GDP and more than 9,000 high wage jobs by 2030.

is how Mary became a regular participant of meetings for VISION 2030 and the development of Life Sciences Spokane.

“Achieving the goals The existence of two 4-year medical of VISION 2030 will schools and co-locating university for many health sciences help not just families programs and allied health care professions in the University District has, in turn, like ours, but the served as the catalyst for attracting clinical research and biomedical entire region.”

S E C N E I C S E N F I O I L y S m o N n o c A E e P h t X & E for Families l

a c i t i r C

Two years ago, Mary and Jay McDirmid were happily anticipating a new baby to join their two-year-old daughter, Charlie.

Then came a shock.

Their baby was diagnosed in utero with Tuberous Sclerosis Complex (TSC), a rare genetic disorder that causes tumors to form in many different organs, primarily in the brain, 22 2018-19 GSI CONNECT

heart, kidneys, skin and lungs. There is no known cure for TSC. It most strongly impacts quality of life from brain tumors that can cause seizures, developmental delay, intellectual disability and autism.

Ruth was born with a tumor on her heart and has since developed tumors on her brain. Seizures, specifically infantile spasms, are a by-product of the disorder. Doctors expect she will next develop tumors on her kidneys.

In her first two years, Ruth has had at least 80 doctor appointments.

That does not include all of the

appointments for scans, blood draws, or to see other types of health professionals. Ruth’s tumors are not cancerous, and depending on the placement of the tumor, can be removed surgically or shrunk via medication.

Advocating for Ruth, which has taken on the name #adventureruthie, became a second job for Mary, who is a full-time financial adviser. “We instantly became ‘super users’ of the health care system,” says Mary.

“As someone who knows what’s good about the services, where things can improve and what’s missing in the system, I believe it’s important for me to be visible and to share what I have learned” – which

VISION 2030 is an initiative, led on behalf of the community by Greater Spokane Incorporated (GSI), focusing on growing and expanding the Life Sciences industry in our region. This effort encompasses expanded undergraduate and graduate medical and health sciences education, health and life sciences research commercialization and business development, and community health care.

Research shows that the Life Sciences sector has the greatest economic

companies to the area.

“Spokane is growing a wonderful health care resource, and we have made great strides in creating a medical hub by adding medical residency programs and schools focused on the health sector,” says Mary. “But when it comes to research and a greater depth of specialty care, there’s much more Spokane can add.”

While Mary understands and appreciates the positive economic impact of growing the Life Sciences

sector, she is more focused on how it will help individuals facing daunting health challenges.

“Our family has had to make many trips to Seattle for Ruth’s care. It’s expensive, exhausting and hard on a family with two young children.

There is a large group of people in our area with needs for very specialized care. We don’t want them to move or to have to make repeated trips to other cities to receive care that we have the potential to provide in Spokane.”

“I am passionate about Spokane and want to keep our family here,” says Mary. “Achieving the goals of VISION 2030 will help not just families like ours, but the entire region – creating jobs with higher than average wages which in turn helps all sectors of our economy.”

Learn more at Greaterspokane.org/ vision-2030.

The Inland Northwest’s Premier Business Campus

• Three convenient I-90 freeway on/off ramps

• Spokane River with walking/ bike trail along eastern boundary • Build to Suit opportunities

• Central location provides easy access for employees and visitors

• Pinecroft Natural Area & Mirabeau Park adjacent to the east & south

• Campus setting with on-site management

NEW AMENITIES CENTER

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(509) 927-7747 12709 E. Mirabeau Parkway, Ste 10 • Spokane Valley, WA 99216

AVAILABLE SUMMER 2018

2018-19 GSI CONNECT 23

YOU’RE GOING TO NEED A BIGGER BUCKET LIST.

NORTHERNQUEST.COM | 877.871.6772 | SPOKANE, WA

The entertainment options at Northern Quest keep getting bigger.

M&D, a movie and dinner restaurant, features eight screens with theater food and drink service. Windfall, our new Kalispel retail store, offers the biggest names in outdoor lifestyle gear, home goods and more. Kids Quest can be your sitter for the night. And of course, you’ll still find your favorite slots and table games in our 24/7 casino. All just steps away from a luxury hotel room your whole family can enjoy.

?

PAVING THE WAY

COLLABORATION

FOR LIFE SCIENCES SPOKANE

When you’re stuck in road construction, you’re seeing a project nearing completion. It may have started as an idea to solve a problem, which led to gathering and compiling resources, drawing up the design and stages of implementation, all leading up to you, sitting in a line of cars, anxious for that new road to open and reduce your commute time. Since the inception of VISION 2030, we have been collaborating with a variety of partners in the community and examining this endeavor from many angles, from education and research to business development and community health care. Here is a roadmap of our progress so far and the next steps we are taking in our goal to make Spokane a nationally recognized life sciences and health care industry hub.

what’s next?

FORMALIZATION

In 2014 VISION 2030, a business community initiative was established to advocate for the WWAMI medical education expansion to address a growing physician shortage and rural health care access issue, with a plan to leverage that expansion to grow a Spokane life sciences economy.

GSI partnered with business and community organizations, health care systems, and academic institutions, gathered data for focused baselines, and engaged their leadership to provide strategic expertise in identifying the most critical needs and how to meet them.

Continue to convene and collaborate to address priority projects that result in more physicians and rural care access, while growing additional ecosystem components to create a robust life sciences economy in Spokane.

• Growth of the health sciences’

and medical school’s enrollment

• More graduate medical

education opportunities

• Development of the K-12 STEM pipeline

SEED

• More nursing and psychology

Momentum ’87, a community initiative, set the stage for the development of the Riverpoint Campus with a focus on creating a collaborative, multi-institutional hub of higher education, and collaboration in downtown Spokane.

faculty

• Additional wet lab and dry lab space

INDUSTRY GROWTH TARGETS IDENTIFIED

GOAL

FOUNDATION

5 Universities and our Community Colleges system are co-located within the 770-acre University District, offering numerous health sciences programs in partnership with our two 4-year medical schools and the Spokane Teaching Health Clinic.

Annual economic impact of up to a 9% increase in GDP and more than 9,000 high wage jobs

WORK PLAN DEVELOPMENT

Economic studies were reviewed, current assets and resources were inventoried, existing research and funding sources were identified, and input from the community was gathered to develop a high level work plan.

Areas of the life sciences where we have existing expertise and the greatest potential were identified. They include infectious disease prevention and biomaterials, research/clinical trials for cancer, diabetes, renal disease, and other metabolic syndrome diseases.

• Sufficient educational clinical capacity; both teaching providers and facilities

• More affordable entrepreneurial start-up and accelerator space

• Additional academic and industry research being conducted

• Comprehensive commercialization support services and funding organizations

• Expansion and retention of

existing life sciences businesses in the Spokane region

• Recruitment of new life science businesses into our area

2018-19 GSI CONNECT 27

TEAMING UP

e r ea

!

D VS

w

FOR MAXIMUM IMPACT

C

check us out! cvsd.org

f

Christine Varela is chair of the Public Policy Council of Greater Spokane Incorporated, a position she has held for three years. She is a partner in DH, a public relations, advertising and branding agency. Varela is passionate about public policy and the importance of advocating for the needs of our community.

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2018-19 GSI CONNECT 29

What is the Public Policy Council of GSI and what does it do?

The Council is made up of a diverse group of community and business leaders with expertise in public affairs. We help identify, educate, and advocate for public policy priorities and issues that support the business community and create real economic impact for our region.

two advocacy trips each year, one to Washington, DC and one to the state capital in Olympia.

This is done throughout the entire year at the local, state and federal level. The Council also supports

There is power in numbers. GSI brings together a diverse group of people to look at issues from

Why does GSI organize advocacy efforts?

Repeatedly, we hear from elected officials that our community needs to show up with a clear, aligned set of regional priorities.

different perspectives. Being able to come together with one voice and say ‘these are our region’s priorities’ is powerful. The more unified we are as a region, the more likely it is that projects for our community will receive funding.

It also makes a difference when we articulate the impact of an issue beyond just a single organization or industry. Advocacy from representatives of industries not directly benefitting from a proposal speaks volumes and adds credibility to our message.

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How does the Council determine priority issues?

We reach out to a wide variety of community and business leaders from companies of all sizes in order to create a comprehensive list of policy issues GSI should consider.

The Public Policy Council then evaluates the advocacy items to identify those with the greatest impact for our region.

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How do you define public policy success?

Success means legislation has passed or a policy has been enacted, or the opposite – we’ve helped prevent or moderate a regulation or policy that would have been harmful to our community or businesses in our region. For capital projects, it means successful funding for projects that will grow our economy or address important community needs.

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Educating people about the impact – and potential unintended consequences – of proposed laws and regulations on employers also represents success. Whether it’s testifying before a committee, working behind the scenes with an elected official or their staff, or alerting our members or the public about an issue, making our positions known is key.

What are some recent public funding successes?

GSI has long been a supporter and

catalyst for the expansion of 4-year medical education in Spokane. The establishment of the WSU medical school and expansion of the University of Washington’s WWAMI program are incredibly important to our region. Along with others, GSI also advocated for expanded federal funding to support residency programs in our region.

Another big advocacy win has been the funding for the completion of Spokane’s North Spokane Corridor – getting it into the Governor’s and the legislature’s transportation packages. We’ve also advocated for critical infrastructure improvements in Spokane Valley, Airway Heights, Cheney and other municipalities.

How about local issues?

Cultivating a healthy business climate requires advocacy at not only the federal and state level, but also the local level. Recognizing the Interstate Commerce Act regulates the movement of goods across

state lines, such as freight grains, GSI advocated against Proposition 2, which would have imposed fines on the transportation of oil or coal shipments by rail.

GSI worked closely with City of Spokane Council members, City staff, local businesses, and stakeholders to scale back the initial Earned Safe and Sick Leave proposal. Representing the perspective of business resulted in the passed ordinance being far less onerous on local businesses than the original proposal.

What do you wish people knew about GSI’s public policy work?

Often the process to enact legislation or secure funding is a long one, with GSI working behind the scenes year-round. Even when you don’t hear about it, we are working with elected officials, policy influencers, and many partners to help create a climate for business to grow and thrive in our region.

It’s important to note that GSI does not work alone and that advocacy is done in partnership and collaboration with many others.

?

did you know?

In 2018 alone, GSI with partners advocated for Capital Budget projects such as the EWU Interdisciplinary Science Center and Spokane Valley Appleway Trail Amenities that generated nearly $175 million in funding for the Spokane region.

“At Spokane County we are focused on building a community where our citizens choose to thrive, build a career, and grow a healthy family. We are seeing growth in all the right places and we are working with our partners to make this not only the best county in the state, but the entire country.”

- Spokane County Commissioner Josh Kerns

Encouraging Businesses to stay, expand, and relocate through: Providing streamlined permitting Developing infrastructure Implementing sound public policy Creating regional partnerships

Learn more about how your County is working for you at www.spokanecounty.org

2018-19 GSI CONNECT 31

2019

ALONE

Cultivated by GSI

we can do so little

TOGETHER we can do so much!

— Helen Keller

FEB 5-7 AgShow.org

MEET WHERE FARMERS

Together We’re Greater The Spokane Region’s Business Development Organization GreaterSpokane.org

LEARN GROW!

Fact:

businesses need to know who their best customers are.

If businesses don’t have a clear picture of who they are trying to attract, they’re behind the eight ball. So, how do you find out who your best customer is?

In order to find your best customer, you must first ask questions. What does your customer look like? What is their education level, age, and where do they live?

Who’s Your

Best Customer?

By Mark Pond, Business Research Librarian, Spokane Public Library

Do they prefer to be contacted by direct mail or email? Do they respond to online ads? Do you know what their disposable income is and if they do yoga on the weekends? If they listen to the radio, what is their favorite radio station?

For instance, say I’m selling gardening supplies. Here’s an example of my best customer for my store: Stan, 71, has lived in this town for most of his

life, has a high school diploma, and worked at a blue collar job. Since retiring, he spends many hours working on his garden and takes great pride in it. He’s not tech savvy and prefers reading the newspaper and watching TV to using the internet. He likes to come into the store to discuss the newest developments in gardening as well as pick up the supplies he needs.

This description of Stan gives me a much better idea of where I should put my resources than if I was targeting ‘people who like gardening.’

Overall, having answers to these questions allows for more effective marketing decisions. The days of applying a shotgun approach to marketing—widespread to target a large audience– is over. With the help of technology, The Spokane Public Library can put professional -grade marketing tools into the hands of Spokane’s businesses, helping you target the right market for your business.

Using the library resources for free, you can dive into the details of who your best customers are, and maybe more importantly, find other customers like those who already enjoy your products or services.

For a quick tutorial on how to use these tools to your business’s advantage, contact Mark Pond at the Spokane Public Library. You can email him at mpond@spokanelibrary.org or schedule a session with him at trumba.com/calendars/mark-pond: just click “Sign up” and enter your information.

For a preview of the resources available, go to spokanebusiness.org.

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2018-19 GSI CONNECT 35

The Power of NETWORKING GSI’s StartUp Spokane Brings People Together This is the story of how frustration with inferior products or services can be the impetus for a business launch. It begins with three women working together at a large pharmaceutical manufacturer in Spokane.

Stephanie Bernards is a microbiologist. As part of her work in growing microorganisms, she used a great deal of culture media, which is a liquid or gel that has the nutrients for growing microorganisms or other cells – think back to petri dishes in high school biology lab.

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Unfortunately, the quality of the media and the supplier’s customer service were not very good.

So Stephanie asked Sommer Teague, who was in the quality control group, to investigate the quality issues.

Stephanie then took her complaints to Molly Paridon, who oversaw all of the culture media purchasing.

“we could do it better ourselves” Despite their attempts to work with the vendor, the problems persisted.

“We eventually decided we could do it better ourselves,” says Stephanie, who founded S2 Media in November 2015 as Executive Director, along with Molly, who is Supply Chain Director and Sommer, who is Operations Director.

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To start, they bought a book on writing business plans – then took the finished plan to apply for a Small Business Administration loan.

“We kept talking to people and no one told us ‘no’ so we kept going,” says Stephanie.

But expertise in a product or service is not the same as expertise in how to launch a new business.

“We knew exactly how to set up the production side, but found we had made poor assumptions on how quickly we could convert the product in our hands into actual sales. We didn’t take into account that many of our potential customers go through large purchasing conglomerates, and it’s very difficult for small startups to break into those.”

The business was not growing as anticipated and the owners wondered if they were going to make it.

Then Stephanie met Megan Hulsey at a networking event. Megan is

Your trusted real estate partner and community leader. G&B has been providing superior real estate management, leasing, sales, development of commercial, residential and medical properties to Spokane and the Inland Northwest for over 80 years.

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2018-19 GSI CONNECT 37

Deer Park Business & Industrial Center A great home for businesses “Knight Construction & Supply is Celebrating 50 Years as a Deer Park business. Deer Park is business friendly, with great skilled labor and a ‘can do’ attitude. The best kept secret north of Spokane. Deer Park, you can’t beat it! ”

- Douglas J. Knight, President, Knight Construction “Northwest Steel Fab Inc. has utilized the local resources and talent that Deer Park and the surrounding area have to create an empowered team of skilled workers. We have tripled in size since moving to Deer Park in 2008.

The airport capability has been a real plus for us too.”

- Josh James Northwest Steel Fab Inc.

Northwest

STEEL FAB INC

ENVISION YOUR BUSINESS HERE! www.cityofdeerparkwa.com • 509-276-8801

Program Manager for StartUp Spokane, a program of Greater Spokane Incorporated, and the hub for all things entrepreneurial.

StartUp works with new companies in all types of industries.

“We had no idea StartUp Spokane existed, but I made an appointment to meet with Megan the next day.”

Megan says, “We were able to open doors for S2 Media and bring them together with the research community, as well as with smaller biomedical companies that had more flexibility in their purchasing.” Megan also connected them to industries such as breweries and wineries that use culture media.

Then a wonderful opportunity to innovate and develop an entirely new product emerged.

“no one told us NO so we kept going” “We were approached by a local cannabis lab,” says Stephanie. “They wondered if we could develop a single medium to replace the three separate tests they were doing, which were very labor intensive.”

S Media dove into research and development and has now patented a “one plate, one step” test that allows growers, within 48 hours, to do a single test using S2 Media’s “chameleon agar” to streamline their production process -- saving time and money.

2

S Media has already sent samples of their chameleon agar to seven different states that have legalized marijuana. “They are testing our media and we are confident that sales will take off,” says Stephanie.

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“A big piece of the pie when starting a business is who you know,” says Stephanie. “StartUp is able to provide those essential connections. Our journey would

have been much easier if we had known about StartUp at the beginning. We could have used their co-working space instead of a dining room table, and had earlier access to their network of experts and resources.”

Startup Spokane Offers

how StartUp is impacting the economy MORE THAN

700 ENTREPRENEURS

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Help with launching your business

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Business mentors to help startups For more information about StartUp Spokane go to startupspokane.com, or email startup@greaterspokane.org.

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2018-19 2018-19 GSI GSI CONNECT CONNECT 39 39

So, you want to start a business?

10 TIPS FOR PROSPECTIVE BUSINESS OWNERS

ELJAYOIL.COM

By SCORE Spokane

Family Owned & Operated Since 1959 Lubricants, Bulk Fuels, Cardlock Fueling

SCORE works to help small businesses succeed, and the first step toward success is preparation. Here are 10 tips from SCORE mentors, hot off the press!

3

Save, save, save! It takes money to make money. You will need a down payment and collateral to get a business loan.

4

Credit matters. If your credit rating could use some love, work on improving it.

5

Determine the cost. Estimate the amount of money required to start up your business and forecast the first year’s cash flows. Open a separate bank account for your business and have an accounting method like Wave or Quickbooks set up.

6

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Do market research. Test your assumptions about the profitability of your idea by getting advice from others. Utilize the resources at the Spokane city and county libraries and consider taking the free one-month Udacity class on ‘How to Build a Startup’ by Steve Blank.

10

Business is all about relationships.

Craft a diverse team around you, including financial, legal and operations associates. Utilize organizations like SCORE that are here to support you!

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Ask the critical questions. Consider your current circumstances such as your family, health, and other responsibilities; is now a good time to start a business? Do you have enough potential customers to prove the value of your business? Think about why some businesses succeed while others fail in the same market.

Is the market overly competitive or saturated? These questions and more are important to answer before moving to the next steps.

2

Stay up to speed with technology or get left behind! Utilize experts where you lack knowledge. Marketing in the digital world, including a website and social media accounts, is a must.

Hire an accountant to do your taxes!

This will save you time and energy.

Meet with your accountant before you launch so you know which records to keep.

1

Remember: passion is significant.

Make sure your business and the activities that you engage in align with your beliefs and get you excited about the greater purpose you are working toward. Your customers buy into your mission and vision—not your product or service.

9

Build skills in Financial Management.

Cash flow and the basics of accounting are especially important skills to have. Free training courses in Business Finance are available at exinfm.com/training/free_courses_ in_finance.html.

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What Next?

If you’ve already established your business, you know the work has only just begun. Making connections and figuring out how to move your business forward are now your bread and butter. Here are some steps you can take to continue growing your business:

NETWORK. Build relationships with others in the community at events like Business After Hours.

BE GENEROUS. Find a way to give back to the community through mentorship or education.

Host a workshop through Business AfterSchool, where businesses give students a taste of what a career in their industry looks like.

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FIND NEW OPPORTUNITIES. Look

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into new avenues for your business, such as government contracting or other expansion options.

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CARE FOR YOUR PEOPLE- and in turn care

for your company. Invest in your employees’ education through partnership with Greater Minds, which helps working adults go back to school.

STAY IN THE KNOW.

Learn from others’ failures and successes and explore practical solutions through events like BizStreet, 90 minute sessions focused on a business related topic.

These opportunities and more are here for you, and we would love to connect with you and assist you and your business however we can.

Contact our membership team to learn about more ways to get involved.

For more information contact a GSI Member Engagement Specialist at 509.321.3638.

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BIG

UPFRONT WORK

PAYS

OFF

GOVERNMENT CONTRACTING A REVENUE STREAM FOR BUSINESSES

Government agencies buy a wide range of products and services and can provide a new revenue stream for businesses both large and small, in nearly every industry.

pursue government contracts. PTAC’s other services include bid reviews, marketing assistance, contract performance, small business registrations and certifications, and more.

But how can a business owner decide if government contracting is worth the time and effort to pursue?

“PTAC is a valuable resource,” says Matt Oehlert, co-owner with his wife, Alex, of Lake Street Industries.

“It can be prohibitive for small businesses to get started if they try to do it alone. PTAC was instrumental in helping us land our first federal contract in 2017. We have completed five contracts since then, and have two open ongoing contracts. This has enabled us to add two new employees.”

“We can walk local businesses through the evaluation process – finding the history of what government agencies have purchased as it relates to a particular type of product or service,” says Ryan Rodin, Government Contracting Assistance Specialist with PTAC. PTAC, short for the Procurement Technical Assistance Center, is a nation-wide program funded partly by the Department of Defense, which provides oversight, training, and resources for government contracting specialists. Greater Spokane Incorporated hosts the local PTAC office which provides no-cost, confidential assistance in all aspects of doing business with federal, state and local governments for 11 counties in northern and eastern Washington.

PTAC staff can research the types of contracts available, the dollar amounts, and the bidding criteria. This information helps businesses make informed decisions about whether to 44 2018-19 GSI CONNECT

Matt and Alex’s business is a full service auto repair and fabrication facility in Spokane Valley. They started the business in 2012 with the intent of pursuing federal contracts, but first built their retail business and invested in their facilities.

Lake Street Industries’ first contract was with the General Services Administration for fleet vehicle marshalling, which includes receiving and inspecting new federal agency fleet vehicles and preparing the old fleet vehicles for public auction, doing any necessary repairs.

“The government contracts we go after tend to be for one to five years, as opposed to one-time transactions,

so they provide stability and predictability. It’s a tremendous way to offset the roller coaster of relying solely on local retail,” says Matt.

“But you have to put the work in up-front, especially if you’re going for contracts in the millions of dollars.

It takes a significant investment to do the research, make the contacts, fill out the paperwork, and put the systems in place,” says Alex.

“PTAC not only helps with the process, but they are very well connected and can get you in-person access to the contracting agencies,” Matt adds.

Ryan notes that in fiscal year 2017, more than $280 million worth of federal contracts were performed in Spokane County alone.

Matt and Alex’s advice: “Start small and get familiar with the processes.

Realize that it takes much more upfront work than you’re probably used to, but there can be a big payoff. And take advantage of the knowledge and connections of PTAC every step along the way.”

For more information on PTAC services, contact Ryan Rodin at rrodin@greaterspokane.org, or visit greaterspokane.org/ government-contracting.

2018-19 GSI CONNECT 45

Discover the history, cultures and art of the Inland Northwest and the world.

Matter Results Es te In Real ta Over 1 $2 Millictoionns

SUZY DIX

REALTOR

on 78 transa t since the star of 2017

UPCOMING EXHIBITS

Ryan! Feddersen: Phantom Lands Through Jan 20, 2019 The Inland Northwest and the Great War Oct 6 - Jan 27, 2019 Modern Masters: Group f/64 Oct 6 - Feb 3, 2019 Into the Arctic Feb 16 - May 12, 2019

Greater Spokane Inc. provides government contracting support for 11 counties through its PTAC program. *Numbers increase due to one client winning multiple small contracts **Data reflects awards won by GSI PTAC clients only

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Year 2012 2013 2014 2015 2016 2017

57 35 221 160 1048* 4590*

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S C E N E : 146

Meet the

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Twenty minutes from everything, downtown Spokane is home to nearly 200 shops, restaurants, night spots and a one-of-a kind shopping experience. With two million square feet of office space waiting for you.

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Learn more about doing business with the Government Talk with purchasing agents Meet businesses looking for subcontractors on government projects

REGISTER TODAY!

It’s a difference I think you’ll appreciate. Real estate is not just my career; it’s also something I invest in myself. I am a true believer in what I do, and I think that after working with me, you will be too.

GIVING BACK

Spokane is my home too and I’m a firm believer in giving back to my community. Past and present boards I’ve served on include The Ronald McDonald House of Charities, Board of Trustees of The Nature Conservancy for the State of Washington, Dishman Hills Conservancy, SpokAnimal, WSU Planned Giving, World Outside My Shoes and Morningstar Boy’s Ranch.

BUYING

SELLING While we can all be encouraged by the positive movement in lending and real estate values, it can sometimes be uncomfortable for sellers to put a property on the market. I have confidence in our regional real estate landscape and guide my clients in overcoming any hesitancy to sell. While things are looking up and good opportunities are available in the market, I also understand that I am often managing my client’s largest asset. $11,719,849 in 45 transactions for 2017, and so far in 2018, 33 transactions for $9,502,737 (as of September). It’s a responsibility I take very seriously.

I feel for my sellers and work hard for them to gain the most from their home or property sale.

The regional real estate market is rebounding. Whether for a residential home, or out-of-town acreage, now is a great time to buy, with interest rates as low as 3% to 4%. Though I have deep expertise in residential acreage and prestige properties, my listings can shift with the market. Currently about half of my real estate sales and listings are for in-town residences.

I would be happy to talk with you about the market and show you city or country properties that will meet your specific requirements.

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46 2018-19 GSI CONNECT

Welcome to a different way to think about buying and selling real estate.

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