Fort Myers economic board backs outsourcing lead generation to boost business recruitment

The Fort Myers Economic Development Advisory Board voted Oct. 2 to back a plan to pursue a contracted lead-generation firm for the city’s economic development office, a tactical step members said is needed to increase the volume of qualified business leads.

Economic Development Director Steve Weathers told the board that the department’s current annual budget is roughly $300,000, with a travel line of about $10,000, and that staff do not have capacity to make the many outbound calls and site-selector contacts required for proactive business recruitment. Weathers said outsourcing would allow the city to pay a fixed fee and measure results; he cited two examples discussed in the meeting: a retail-focused firm proposing $50,000 per year over three years and another lead-generation option at about $75,000 for a fixed engagement.

Why it matters: Board members framed lead generation as a tactical way to convert the city’s strategic priorities into measurable prospects. Several members argued that targeted outreach and sustained site-selector relationships are what produce the “at bats” necessary to land high-impact investments, not one-off advertising. The board identified lead generation as a first priority to free staff to pursue active deals.

The discussion centered on the trade-offs between hiring permanent staff and contracting originally to achieve scale. Vice Chair Lee Ford and other members pressed for clarity about expected outcomes — average leads, site visits, and resulting capital investment — and sought figures staff can present to council. Weathers said a contracted firm can be limited by parameters set by the city (target wage levels, industry verticals) and that a contractor’s work is measurable against deliverables such as the number of warm leads and qualified site visits.

Action and next steps: Dwayne (presenter) moved that the board support pursuing a lead-generation process for the economic development director; the motion was seconded and approved by the board. Weathers said he will forward firm proposals and pricing (including prior proposals from Kamoine Associates and others) to the clerk for distribution. Board members were asked to review the materials and discuss the plan with their council liaisons before the next meeting or a council workshop. Final contract authority would rest with council after legal review.

Budgetary details and caveats: Members noted a variety of price points and contract lengths discussed — $50,000 per year (Retail Strategies), $75,000 for a different engagement and other historical proposals — and emphasized that the cost is recurring if the city chooses to renew. Several members asked staff to prepare metrics and a recommended funding source before council consideration.

Board context: The board repeatedly returned to the question of strategic focus and said it would “pin” this tactical item (lead generation) until a decision is made, while deferring other longstanding items such as signage and the City of Palms redevelopment until the group narrows priorities.

No formal incentives or tax agreements were adopted at the meeting; the motion recorded was a board recommendation to support pursuing a contractor and to provide political backing to staff as they bring the proposal to council.