Turning Investors into Champions: Closing the Engagement Gap

By RDG Principal Brent Jonas

The economic development organizations (EDOs) we work with around the country are engines

of growth, competitiveness, and opportunity. They develop strategies, recruit talent and investment, and position regions for the future. But none of this work happens in a vacuum. EDOs rely on investors—corporate leaders, foundations, and community champions—whose financial and civic commitments make these initiatives possible.

Yet, when we are hired to do feasibility studies for campaigns and we ask those investors how

they feel about their EDOs, we often hear feedback like these actual quotes from past

engagements:

•  “I’d really like more face-to-face time with staff.”

•  “There’s not enough interaction at board meetings.”

•  “We don’t really know what they do.”

These are not criticisms of the mission. In fact, investors frequently praise the EDOs we work

with, telling us: “They are a high-performing organization” “They’re connected, the brand is

strong.” But the gap between activity and impact, and between information and engagement, is

where the opportunity lies.

Why Engagement Matters

When investors are engaged, they become champions. They not only renew and grow their

financial commitments, but they also open doors to new prospects, advocate for the organization,

and lend credibility to bold initiatives.

On the other hand, when engagement falls short, investors feel like outsiders in an organization

they fund. As one candidly put it: “I enjoy dealing with them, but I’m unsure of their impact.”

Another added: “They’re very active, but the outcomes of this activity can be difficult to point to,

and I rarely see new ideas.”

Where the Gaps Show Up

Across multiple conversations and engagements, we’ve heard investors highlight recurring

challenges:

1. Limited Interaction

Board meetings and annual updates don’t provide enough meaningful touchpoints.

Investors crave dialogue and collaboration, not just presentations.

2. Unclear Impact

Even the most active organizations can struggle to answer the question: “What’s the

return on investment for engaging?”

3. Information Overload vs. Storytelling

EDOs often send data-heavy reports. Investors say: “They give us too much information,

and not enough storytelling.”

4. Strong Brand, Weak Link to Change

Some EDOs are admired for being visible, connected, and “very active,” yet investors

still ask: how is all this activity moving the needle?

Five Ways to Strengthen Investor Engagement

1. Prioritize Face-to-Face Time

Make investor interactions a regular practice, not an annual obligation. Host roundtables, plant

tours, or one-on-one coffees. Personal relationships build trust and loyalty.

2. Redesign Board Meetings for Dialogue

Investors don’t want to sit through slide decks. Reserve time for open conversation, problem-

solving, and brainstorming. Treat meetings as strategy sessions, not updates.

3. Communicate Consistently and Clearly

Regular updates—whether through newsletters, videos, or briefings—can keep investors in the

loop. Be honest about wins and challenges. Transparency builds credibility.

4. Pair Metrics with Stories

Data is essential, but investors remember stories. Highlight the company that chose your region

because of your work, the entrepreneur who scaled because of your incubator, or the student who

found a career path through your workforce program.

5. Show ROI and Spark New Ideas

Tie investment directly to outcomes—jobs created, wages grown, tax revenue expanded. Show

how the new payroll impacts the businesses in all sectors in your area. And don’t stop there:

bring forward bold ideas and lessons from other regions. Innovation signals leadership.

The Payoff

Our work shows us that investors already admire their EDOs. They call them “high-performing”

and respect their connections. But admiration is not the same as engagement. To transform

investors into champions, EDOs must invite them deeper into the work, show the impact of

every dollar, and inspire them with stories and ideas.

The result? Stronger funding, stronger advocacy, and stronger partnerships to tackle the region’s

most pressing challenges.

At Resource Development Group, we have over 30 years of experience in helping our clients

attract and retain investors, but we don’t stop there. Our experience allows us to share investor

engagement best practices with our clients, and our technology can help them track that

engagement without cumbersome CRM software. We’re happy to help you engage.

Remember, engagement isn’t a “nice to have.” It’s the foundation for sustainable economic

development.