Patrick Slevin

Senior Vice President/General Manager

Hill & Knowlton/Tallahassee, Florida Office

Phone: 850.222.4100

EXORCISE THE NIMBY WITHIN

TURNING STATUS QUO INTO PROFITS

WHAT IS NIMBY?„ Not-In-My-Back-Yard is a

local phenomena led by concerned homeowners or special interests who want to protect the status quo

„ NIMBY engagement is caused by:

‟ Misperceptions

‟ Lack of knowledge

‟ Lack of information

‟ Fear of change

‟ Gossip / Exaggerated fears

‟ Frustration w/ being frustrated

NIMBY NATION BANANA REPUBLIC

78% of Americans opposed new development

75% felt relationship between elected officials & developers made process unfair

87% candidates position on development & growth determined how a voter voted

NIMBY: BILLIONS $ LOST ANNUALLY

Lost Capital

Lost Revenue

Lost Shareholder Value

Lost Market Share

EXORCISE THE NIMBY WITHIN

„ Over 50 percent of NIMBY conflicts caused by

corporate blind spots and inconsistent practices

„ Notice & hearing process is antiqued and amplifies

vocal opposition

„ Negative media (David v. Goliath genre)

„ Us versus them culture (NIMBY is derogatory)

„ Town hall meetings (kiss of death)

„ Community concerns are often ignored, overlooked,

underestimated (I.O.U.)

„ Know the Enemy and Know

Yourself, and You Win Every Battle

„ Know the Enemy, and Not Yourself, Lose Half the Battles

„ Ignorant of Both Enemy and

Yourself, You Will Be Defeated in Every Battle

THE ART OF WAR – SUN TZU

US V. THEM (COSTLY PARADIGM)

“WE HAVE MET THE ENEMY

AND HE IS US.” WALTER KELLY

HOW DOES DAVID SLAY GOLIATH?

„ They Operate with:

‟ No Budget

‟ No Office Space

‟ No Public Relations

Consultant (usually)

‟ No Training

‟ No Knowledge of Land Use

‟ No Experts

NOTICE & HEARINGS PROCESS

ENCOURAGES CONFRONTATION

„ Bureaucratic notices are ineffective

„ Public hearings are Jerry Springer episodes:

‟ developers v. local residents

‟ elected officials exposed to friendly fire

‟ 3 minute limit “Audience to be Heard”

‟ quasi-judicial hearings (experts only)

„ Creates a Blind Spot, “We’re following the law.”

SQUARE PEG, ROUND HOLELEGAL V. POLITICAL PROCESSES

Notice & Hearing

„ Legal

„ Logical

„ Conventional (Predictable)

NIMBYism

„ Political

„ Emotional

„ Unconventional (Guerilla)

Opposition Adept

Applicant Stokes NIMBY

CORPORATE BLIND SPOTS LEAD TO FIELD BREAKDOWNS

„ Typical Corp. Response to Third-Party Dissent:

‟ Ignore them (we have majority votes)

‟ Fly under the radar (it has worked before)

‟ Conduct outreach via town hall meeting

„ Retain Local PR/Political Consultants

‟ Conduct focus groups/polling

‟ Employ direct mail/advertising/PR

‟ Town hall meeting

„ Busing Bodies to City Hall (Hats, T-Shirts,

Buttons, Signs) [By-Product of No-

Practices]

„ Direct Mail/Paid Advertising Campaign

„ Applicant (1st-Person Based Communications)

Media

Vocal Minority

Opinion Leaders

Public

Elected Officials

Applicant

Municipal

Vote

Corp. Blind Spots

Linear Practices

A.P.P.L.E. KEEPS THE NIMBY AWAY

„ Accountability (Top/Down)

‟ Board Directors & Corp. Governance

‟ Shareholders & Stakeholders

„ Public Relations

‟ Continuity & Credibility

„ P.L.A.N.

‟ Political, Location, Allies, NIMBY

‟ Social Screening

„ Legal

‟ Old Paradigms/Better Practices

„ Engagement (Bottom/Up)

A.P.P.L.E. ACCOUNTABILITY

CORPORATE GOVERNANCE

„ Board of Directors

‟ Shareholders

‟ Customer (B2C, B2B)

‟ Employees

‟ Creditors

‟ Government Regulators

‟ Community at Large

„ Mayor & Commissions

‟ Community Grants License to

Operate

‟ Part-Time Elected Officials

A.P.P.L.E. PUBLIC RELATIONSBUILDING & MAINTAINING RELATIONS

„ Stakeholder Engagement

‟ Corporate Communications

‟ Corporate Social Responsibility

‟ Media Relations

‟ Investor Relations

‟ Internal Communications

‟ Public Affairs

‟ Reputation Management

‟ Crisis Communications

‟ Community Relations

‟ Viral Marketing

‟ Social Media

‟ Issues Advocacy

‟ Grassroots Outreach

Credibility

CitizenshipTrust

A.P.P.L.E. P.L.A.N.POLITICAL, LOCATION, ALLIES, NIMBY

„ Political

‟ Elected Official

Profiles/Dynamics

‟ Board Appointees

‟ Election Trends

‟ Citizen Referendums

‟ Voting Records

‟ Socio/Economics

‟ Staff Influence

‟ Brain Trust

‟ Community Intersections

„ Location

‟ Social Screening

‟ Infill = Higher Income

Residents/Character

‟ Rural = Special

Interests/Environment

‟ Use vs. Site

‟ Location History

‟ City or County

A.P.P.L.E. P.L.A.N.POLITICAL, LOCATION, ALLIES, NIMBY

„ Allies (Natural)

‟ Board Appointees

‟ Chamber

‟ Rotary/Kiwanis

‟ Endorsements

‟ Public Officials

‟ Coalition Building

‟ Focus Group

‟ Community Intersections

„ NIMBY

‟ Profiles

„ Residents

„ Special Interests

„ Candidates/Officials

„ Competition

‟ NIMBY or BANANA

‟ Use v. Siting

‟ Recent Conflicts

A.P.P.L.E. LEGALOLD PARADIGM = UNPROFITABLE PRACTICES

„ Legal (Us v. Them)

‟ Critical Path

‟ Land Use Law

‟ Procedural

‟ Project Leaders

„ Land Use Consultants

‟ Planners

‟ Engineers

‟ Brokers

„ Political Consultants

‟ Linear Tactics

A.P.P.L.E. ENGAGEMENT„ Top/Down Continuity

‟ Training of Staff & Consultants

‟ Checklists

‟ Benchmarks

‟ Reporting

„ Corporate Best Practices‟ Social Screening (PLAN)

„ Local Engagement‟ Public Participation

‟ Neighborhood Coffees

‟ Coalition Building/Alliances

‟ Viral Marketing

‟ Social Equity

‟ Political Capital

„ Triple-Bottom-Line

‟ People

‟ Planet

‟ Profit

„ Socially Responsible Investor (SRI)

„ Environmental, Social, Governance (ESG)

„ Responsible Property Investing (RPI)

„ Sustainability Reporting

„ Green Building

„ CSR

A.P.P.L.E./S. SUSTAINABILITY

OUTSIDE THE BOX:

GUIDELINES FOR RETAIL STORE SITINGDOMINI SOCIAL INVESTMENTS & CHRISTIAN BROTHERS INVESTMENT SERVICES

1. Social and Environmental Due Diligence

2. Transparency

3. Community Consultation

4. Relations with Government

5. Respect Indigenous People

6. Preservation of Historic Cultures

7. Environmental Stewardship

8. Protect Habitat

9. Smart Growth

Wal-Mart

Costco

Target

Home Depot

Lowe’s

SOCIALLY RESPONSIBLE INVESTORS$3 Trillion out of $25.1 Trillion in US investment market

„ Tobacco, Alcohol, XXX, Human Rights

„ Climate Change, Green Practices

„ Portfolios Invest 10-20% of the Assets to

Responsible Real Estate ($600 billion)

„ Community Engagement & Environmental

Protection Mitigate Entitlement Risks

„ Go to www.SocialInvest.org

SUCCEED WHERE OTHERS DON’T

„ Increase Bottom Lines with More Project Approvals, In Less Time, at Significant Savings

„ Protect Profit Margins by Reducing Losses Of:

‟ Finite Investment Capital

‟ Market Share

‟ Stakeholder/Shareholder Values

„ Overcome Blind Spots and Failed N/H Systems

„ Secure Political Cover for Allies/Elected Officials

„ Marginalize Vocal Special Interests

„ Establish Social Sustainability for Every Project

„ Expand CSR and Sustainable Initiatives/Reporting

Q&A