Proven Strategies to Maximize
Your Negotiating Effectiveness
Securing the Biggest Dollars for Your Company
CD of a Teleconference with an Q&A
Not all state and local tax incentives are set in stone. The most common incentives are based on how many new jobs you create or how much capital you invest. Many other tax credit, exemption or grant programs offer additional opportunity for companies to negotiate the incentives they receive, if they can impress the right decision-makers.
The difference between a hefty and skimpy negotiated tax incentive or grant can come down to who makes the case, who hears your pitch, and the quality and credibility of your supporting data. Additionally, intelligence you’ve gathered about what other companies have negotiated with the same government can also help.
In short, strategy, tactics and research matter a lot when it comes to negotiating incentives. However, corporate tax pros don’t do this kind of work every day. What best practices are paying off for other companies as they deal with state or local governments?
Listen as our panel of veteran corporate tax pros and advisors, who bring a wealth of experience negotiating tax incentives and grants to the table, give you their valuable guidance on approaches that can work. You’ll hear their valuable suggestions and cautionary tales that will help you do a more effective job of:
- Scouting out the practical realities: How big an incentive is really available through this state or local program?
- Amassing data that adds credibility to your pitch, without burdening the government office with unnecessary numbers.
- Crafting your presentation to suit the reputations, styles and personalities of the people on the other side of the table.
- Researching what other companies have negotiated, and using that intelligence to your advantage.
Our panel includes:
Michael Press is managing director of the business incentives advisory group at Duff & Phelps, a financial consulting and investment banking firm. He’s based in the New York office. Previously, Mike ran the business incentives practice at Ernst & Young.
Gregory C. Burkart is of counsel at the Squire, Sanders & Dempsey law firm, based in Detroit. His practice specializes in obtaining tax and development incentives and other state aid for corporate clients. He previously was VP of global business development at the Michigan Economic Development Corp. state agency.
George Pretty is a partner in the transactional department of the Parker Poe Adams & Bernstein law firm, based in the Charlotte, N.C. office. Among other duties, he advises corporations on expansion and relocation transactions for headquarters and manufacturing operations.
Tammy Propst is president of tax advantage group, a specialized consulting firm on business incentives and real estate decisions based in Greenville, S.C. She works with both domestic and foreign corporations looking to expand in the U.S. Previously, she was partner-in-charge of the business incentive group at KPMG.
*******************************************************************************
TELECONFERENCE CD
Purchase a CD-ROM of the full conference proceedings (available three weeks after the program).
CONTINUING LEGAL EDUCATION
CLE credit is available for an additional $65 each for attorneys seeking CLE credits for NY or CT.
Other states may grant CLE credits for listening to this CD - check with your state about applying for self-study credit on CD-listening.
CONTINUING PROFESSIONAL EDUCATION
RELATED NEWSLETTERS AND PRODUCTS:
Sales & Use Tax Monitor.
State Income Tax Monitor.
Tax Incentives Alert.
Tax Teleconferences.
Tax Products.
CPE is not available for CD purchases.