DT #682 Inside Site Selection: What Communities Must Do to Win Projects

What really happens before a company announces a major investment—and how do communities make the shortlist?

In this episode of Develop This!, Dennis Fraise sits down with Seth Martindale, Vice Chairman at CBRE, to explore the behind-the-scenes world of site selection and what it takes for communities to compete for major economic development projects.

Seth explains the extensive analysis that happens long before a project becomes public, from evaluating infrastructure and workforce availability to assessing risk, political stability, and long-term business viability. He also shares how AI and advanced data tools are making site selection faster and more informed than ever before.

The conversation dives into today's hottest sectors—including advanced manufacturing, data centers, and life sciences—and examines how reshoring and infrastructure investments are creating new opportunities across the country.

Seth also dispels common myths about incentives, emphasizing that while incentives matter, successful projects are driven by strong fundamentals, certainty, and community readiness. He discusses the importance of confidentiality, project management, and why seemingly small issues can become major deal breakers.

Throughout the episode, Seth offers practical advice for economic development organizations on preparing sites, reducing uncertainty, and positioning their communities for long-term success.

A key takeaway? Winning projects isn't about offering the biggest incentives—it's about creating confidence through preparation, infrastructure, and strong community partnerships.

Key Takeaways

• Site selection decisions are driven by data, analysis, and long-term strategy

• AI is accelerating research and improving decision-making

• Manufacturing, data centers, and life sciences remain major growth sectors

• Community readiness and infrastructure often outweigh incentive packages

• Reducing uncertainty is critical to attracting investment

• Strong preparation helps communities compete for transformational projects

Key Topics Covered

• The site selection process behind major projects

• AI and data-driven decision-making

• Manufacturing, data centers, and reshoring trends

• Community readiness and infrastructure

• Common deal breakers and project risks

• Myths about incentives and investment decisions

Sound Bites

• "Decisions are based on analysis, not just incentives."

• "Projects hate uncertainty, especially political ones."

• "Infrastructure building is happening but not headline-grabbing."