Less than a week ago, the Times & Transcript (T&T) ran an editorial calling for the elimination of Enterise Greater Moncton (EGM) from the region’s economic development efforts. Its rationale – duplication of effort (assumed because each of the three municipalities has their own economic development officers), cost-savings and the fact Riverview and Dieppe seem lukewarm when it comes to their support for the agency.

The T&T reports that Riverview and Dieppe are “displeased” with the efforts of EGM because “it isn’t producing concrete results”. I would argue that such views are ill-informed. Moncton contributes about $400,000 a year to EGM (that’s the equivelant to about two senior people and their expenses). Together with contributions from Riverview and Dieppe, this money is leveraged to attract additional funding from Business New Brunswick and the Atlantic Canada Opportunities Agency. It is also leveraged to attract funding from Greater Moncton’s business-sector. In total the agency has about $1.6 million a year to help fund business start-ups, entrepreneurial counselling, youth in business enterprises, national/international marketing efforts and much more.

The results of EGM’s efforts have been significant over the last ten years. Greater Moncton’s unemployment rate in 2008 (the numbers for 2009 are not in yet) was just 3.6% (ten years ago it was about 6.6%), the lowest unemployment rate since Statistics Canada started recording such numbers. Building permits in 2008 were valued at $249 million as 45 new businesses opened in the area.

In marketing, they use terms like primary and selective demand. Primary demand is demand for a general product class, service or destination. Selective demand is demand for a specific brand within the category.

When we talk about economic development, there are multi-tiered primary demand considerations. For example, a German business wanting to expand beyond the European Union, might have as its first tier demand one or more of the following – a specific natural resource, ocean ports, high speed land transportation, a high quality labour force, low cost energy, a friendly taxation regime, a stable political and social climate, etc.

A second tier consideration might be – what continent and what country or countries on that continent. Once the country is selected, regions of the country are considered and in the case of Canada, the provincial options and municipal considerations. It’s at this stage that organizations such as EGM begin to play a major role in the development process. EGM’s objective is to create primary demand for the Greater Moncton region. The role of economic development officers in Moncton, Riverview and Dieppe is to create selective demand for their respective jurisdictions.

With the greatest respect for these economic developers, EGM adds value to the development process in a way the best of economic development officers cannot. That added value is delivered by EGM’s partners and the quality and connectivity of its Board of Directors. The combination of these two groups forms a network of high achieving professionals and business people. I think of people like Bob Goguen, prominent Moncton lawyer, Brian Baxter, Botsford Invetsments Inc., Lois Scott, Secretary Treasurer, McKesson Canada, Pierre-Yves Jullien from Medavie Blue Cross, Grég Landry from National Bank Financial, Ralston Armour from Armour Transport, Bob Crossman from the Irving Group, Yves Gagnon from the Université de Moncton, Kathy Malley from Malley Industries, Brian Ostroski from the TD Bank, Mike Jenkins from the Lounsbury Group, Dianne VanDommelen from Architects Four and many more.

A good network can be an invaluable asset. Most people know that networking is the key to getting ahead in their career. It is just as valuable for business owners and business developers. While the job seeker is trying to find good job possibilities, the developer is constantly searching for connections and introductions to business prospects and for tips about where and when to approach a prospect.

Networking gives you a business advantage by building bridges and making connections. When you network, you gain the trust of others as well as their "seal of approval." That can make your offering more competitive when searching for new business. Networking is not one of those areas where "less is more!" Every new contact is a potential source for new connections. You never know who knows someone you want to meet! You never know who can open that special door when you most need it!

In addition to its professional staff and Board of Directors, the Enterprise Greater Moncton network embraces more than 70 business partners, including the Times & Transcript. It’s hard to imagine that the best of development officers working for the City of Moncton could bring the weight of this impressive group to bear on the future economic growth and development of Greater Moncton. Remember that expression “Beware of what you ask for”!

W.E. (Bill) Belliveau is a Shediac resident and Moncton business consultant. He can be contacted at bill.bellstrategic@nb.aibn.com