5 Tips for Maximizing State and Local Stakeholder Support for Industrial Projects

Historically, state and local economic development support was almost blindly given for nearly any project promising any semblance of jobs or capital investment. Support from economic development can come in the form of project management, advocacy, and economic incentives. But in today’s environment, which has been jaded by enhanced industrial activity, the data center boom, and the fierce competition for resources. The bar to garner interest from economic development has been raised. Economic development groups, workforce boards, and utility providers are triaging requests and focusing their limited resources on projects that demonstrate:

• Alignment with targeted sectors 
• Strong capital investment and financial wherewithal 
• Verifiable job creation and wage levels
• A realistic and credible project plan

The definition of a “quality manufacturing project” has evolved. With the U.S. attracting multibillion-dollar megaprojects that create thousands of jobs, some projects may find themselves competing for attention in a crowded field. 

Site Selection Group, a full-service location advisory, economic incentives, and corporate real estate services firm, encourages companies to adopt the following strategies to improve their odds of maximizing support.

1. Prove the Project’s Legitimacy Before Requesting Incentives

While economic incentives can tip the scale between similar finalist sites, stakeholders increasingly favor companies that prioritize operational fit over subsidy hunting.

Many stakeholders have been burned by inflated job projections, unrealistic construction timelines, and impractical utility requirements, especially from unproven or early-stage ventures. The most successful projects are those that:

• Clearly define their operational needs and timeline
• Narrow their search based on feasibility, not incentives
• Present a credible ramp-up and hiring plan

Start by earning stakeholder trust, not asking for incentive term sheets in the first meeting.

2. Tell a Story That Resonates with the Community

Jobs and capital investment are important, but there are other important considerations for economic developers. They’re also thinking about public relations, long-term alignment, and local pride.

Companies that communicate a compelling story, from product innovation to workforce values, stand out. Highlighting your environmental, social, and governance (ESG) priorities, as well as a history of community involvement, can inspire economic developers to champion your project to their stakeholders.

Visuals matter too: product demos, videos, and renderings can build enthusiasm before anything is built.

3. Be a Corporate Citizen from Day One

Communities want more than employers; they want partners. Companies should proactively outline how they will engage with the community, not just operate within it.

This could include:

• Local hiring commitments
• Participation in regional industry groups
• Support for local schools or training programs
• Charitable giving or volunteering

Showcase how you’ve operated in other communities, and let that reputation work in your favor.

4. Build Realistic Timelines and Utility Requirements

Infrastructure constraints, especially around electric grid capacity, water availability, and wastewater capacity, are among today’s biggest bottlenecks.
Stakeholders prioritize projects that come to the table with:

• Accurate engineering assessments
• Confirmed utility needs that include realistic ramping schedules
• Realistic development timelines

Overly aggressive construction schedules or vague utility requirements can quickly erode credibility and diminish the ability to make big asks.

5. Consider Disclosing Your Identity at the Right Time

Once your search narrows to a few finalist communities, consider disclosing your identity under a nondisclosure agreement to signal seriousness and build trust.

Economic developers are more likely to dedicate resources and advocate internally for a known, vetted company. In today’s competitive environment, codename-only projects often get deprioritized the further downstream in the project you get.

Most professional agencies respect confidentiality, but disclosure at the right stage can significantly elevate your project’s visibility and support.

Conclusion

Manufacturers entering the site selection process in 2025 face a dramatically different landscape than even a few years ago. Scarce resources, complex stakeholder ecosystems, and an increasingly competitive deal environment demand clarity, credibility, and alignment.

By following these five strategies—and working with experienced advisors like Site Selection Group—companies can improve their odds of not only finding the right location, but securing the enthusiastic support they need to thrive.