Maximize Your Negotiated State and Local Tax Incentives

Securing the Biggest Dollars for Your Company

Recording of a 100-minute CPE webinar with Q&A

Conducted on Tuesday, July 17, 2007

Program Materials


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 leave the teleconference fortified with 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.


Michael Press
Michael Press
Managing Director, Business Incentives Advisory Group
Duff & Phelps

He previously headed up the business incentives practice at Ernst & Young for several years.

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Gregory C. Burkart
Gregory C. Burkart
Of counsel
Squire, Sanders & Dempsey

His practice specializes in obtaining tax and development incentives and other state aid for corporate clients.

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George Pretty
George Pretty
Partner in the Transactional department
Parker Poe Adams & Bernstein

He advises corporations on expansion and relocation transactions for headquarters and manufacturing operations.

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Tammy Propst
Tammy Propst


She works with both domestic and foreign corporations looking to expand in the U.S. Previously, Tammy was...  |  Read More