Event Presentation - Phoenix Sky Harbor International Airport

ARE YOU READY FOR PRIMETIME?
T3 Modernization Plan Outreach Presentation
May 7, 2013

WELCOME & OVERVIEW
• City Expectations
• Why Are We Here
• Value Proposition vs. Capabilities Statement
• Branding
• Working with Primes
These sessions are open to any small business firm interested in pursuing design and construction
services and consultant opportunities, including concessions architects, on the PHX Terminal 3
Modernization Plan (separate sessions will be held for business concession opportunities).
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TERMINAL 3 MODERNIZATION PROJECT TEAM
• Roxann Favors, Deputy Aviation Director, Business and Properties
• Kyle Kotchou, Special Projects Administrator, Design and
Construction Services
• Valerie Churchwell, Small Business Outreach Manager, Community
Development and Government Relations
• Vivian Escobar, Contracts Specialist II, Street Transportation
Department, Contract Procurement Section
PHX TERMINAL 3 MODERNIZATION PLAN| Are You Ready for PRIMETime?
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PROJECT OVERVIEW
Delivery Method:
One–Step Design/Build based on qualifications
only.
Budget: $500 million
Schedule: Late 2013 through 2018
Outreach, Procurement and Contracting:
April – November 2013
Incremental Cost Effective Development Plan
Component 1 (C1)
– Security Checkpoints
Component 2 (C2)
– North Concourse Concession
Enhancement
– Separation of Ticketing and Baggage
Claim Area
– Departures Curb Extension
– Vertical Circulation Enhancements
Component 3 (C3)
– South Concourse Construction
– 9 Additional gates
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CITY’S EXPECTATIONS
City’s Expectations:
‣ Experienced Design/Build Team
‣ Extensive City Design Input and Participation
‣ Minimal Operational Disruptions
‣ Quality Design and Construction that is:
On Time and On Budget
Sustainable Design and Construction
SBE Participation
PHX TERMINAL 3 MODERNIZATION PLAN| Opportunity Knocks at Sky Harbor
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CITY’S TEAMING EXPECTATIONS
Teaming for SOQ:
‣ Design/Build Selection will be based on qualifications of prime
contractor and prime designer;
‣ City wants to have best qualified sub-consultants at the time of
contracting therefore;
‣ Identification of sub-consultants firms will not be a requirement of the
SOQ submittal.
Shortlist Interview:
‣ Shortlisted Design/Build firms must identify multiple sub-consultant
candidates for each discipline.
‣ Successful Design/Build firm will then make recommendations to the
city on the best qualified sub-consultant firms for the City’s approval.
PHX TERMINAL 3 MODERNIZATION PLAN| Opportunity Knocks at Sky Harbor
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WHY ARE WE HERE

CITY AND AVIATION’S OUTREACH
COMMITMENT
• Advocating on behalf of SBEs.
• Providing contracting opportunity information to SBEs
• Assisting prime contractors with identifying SBEs
• Educating SBEs on “how to” access contracting
opportunities
• Hosting small business networking forums
• Assisting with monitoring SBE utilization on contracts with
participation goals
• Providing referral services to SBEs
PHX TERMINAL 3 MODERNIZATION PLAN| Are You Ready for PRIMETime?
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WHY ARE WE HERE
You are competing for a job just like everyone else -
not only as a small business.
30 seconds
3 minutes
30 minute
meeting
= The potential AWARD
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VALUE PROPOSITION
vs.
CAPABILITIES STATEMENT
They are DIFFERENT
PHX TERMINAL 3 MODERNIZATION PLAN| Are You Ready for PRIMETime?
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VALUE PROPOSITION
A promise of value to be delivered and a belief
from the customer that value will be
experienced.
Right message
Right customer
Right time
Right channels
Allow for effective, efficient dialogue
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CAPABILITIES STATEMENT
A promotional or marketing statement about a business or
company and its capabilities and skills that advertises:
• Who the company is
• What the company does
• Why the company is the best company to complete the job in question
Three standard types of capabilities statements:
• A one page used to open doors and make introductions
• A brochure that could be a part of a Request For Proposal response
• A detailed presentation used for capabilities briefings
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BRANDING
Collateral
Collateral is:
Your identity
Your image
Your company’s first – and
sometimes last – communication method
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BRANDING
Collateral cont.
Types of Collateral:
Business Cards
Brochures
Portfolios
- References
- Current Projects & Clients
- Successful Projects
- Areas of Expertise
- Contact Information
Websites - Clients and potential clients will “Google” you
Social Media (i.e. Facebook, LinkedIn, Twitter)
Email addresses and signatures
If you have this basic information available,
you are prepared to begin networking or meeting with potential clients
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BRANDING
Advertising By Contractors
In any advertising for services performed by licensed contractors, the
following guidelines may be useful to prevent false and misleading
advertisements.
‣ Any advertisement, including the name of the
business, should not imply the name of a building trade or
craft for which the contractor is not duly licensed.
‣ Advertisement, including the name of the business,
should not imply that the contractor can perform work
outside the scope of work allowed under the contractor’s
license.
http://www.azroc.gov/AD_Guide.html
PHX TERMINAL 3 MODERNIZATION PLAN| Are You Ready for PRIMETime?
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BRANDING
Advertising By Contractors cont.
Commercial and residential contracting are regulated separately, and
therefore the license should be appropriate for the work you are promoting.
‣ All advertising, including websites, letterheads,
business cards, fixed signs, mobile signs, other
business forms and documents and radio and television
commercials used in the conduct of business under the
contractor’s license should include the license number
and the company name under which you are licensed.
‣ Written forms of advertising should include "ROC"
preceding any license number.
http://www.azroc.gov/AD_Guide.html
PHX TERMINAL 3 MODERNIZATION PLAN| Are You Ready for PRIMETime?
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BRANDING
REMEMBER…It ALL matters.
EVERYTHING you do is noticed
Your conversations
Your emails
Your dress
The first ??? seconds really do count!
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WORKING WITH PRIMES
Know Your Business
Make sure you have a business strategy
Make sure the strategy matches your company’s expertise/focus
Apply only for those areas for which you are qualified and focused
on as a business strategy
Have insurance, safety, and experience information readily available
Pre-qualify not just field work but also for project administration
GET TRAINING!!! if necessary
PHX TERMINAL 3 MODERNIZATION PLAN| Are You Ready for PRIMETime?
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WORKING WITH PRIMES cont.
Project Specific Prequalification
– Match the size of your business to the size of the opportunity
– Make sure you have the correct bonding/insurance
– Make sure you have the correct certification (s) if applicable
Follow-Up
– Be aware of who can help you
– Be aware of companies that will offer assistance but are not
authorized to do so
– Follow-up with the prime regarding prequalification status
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WORKING WITH PRIMES
Before Responding…
Know the requirements of the prime (insurance,
bonding, etc.)
Research the prime – focus on what are your
strengths
Time management - PRIORITIZE YOUR BIDS
Your highest priorities should be the jobs for which you
are most qualified
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WORKING WITH PRIMES
TLC: Manage the Relationship
‣ The Table Diver
‣ The Card Pusher
‣ The “Won’t Stop” Talker
‣ iPad Note Taker
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WORKING WITH PRIMES
TLC: Manage the Relationship cont.
• Emphasize strengths and unique expertise
• Research and get to know potential primes and owners
• Follow-up
• Understand that a “no” could simply be an issue of timing
• Manage your business strategically, not out of desperation
• Debrief after project(s)
• Engage with local and national organizations
• Consider joint ventures when possible, but understand
limitations
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REMINDER
Get Involved!
Ask the Questions!
PHX TERMINAL 3 MODERNIZATION PLAN| Are You Ready for PRIMETime?
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CONTACTS
• Roxann Favors, Deputy Aviation Director, Business and Properties
roxann.favors@phoenix.gov
• Kyle Kotchou, Special Projects Administrator, Design and Construction
Services
kyle.kotchou@phoenix.gov
• Valerie Churchwell, Small Business Outreach Manager, Community
Development and Government Relations
valerie.churchwell@phoenix.gov
• Vivian Escobar, Contracts Specialist II, Street Transportation Department,
Contract Procurement Section
vivian.escobar@phoenix.gov
• Angela Booker, Equal Opportunity Programs Asst,. Equal Opportunity
Department
angela.booker@phoenix.gov – PRE-Award Contact
• Ruby Dirks, Equal Opportunity Specialist, Equal Opportunity Department,
ruby.dirks@phoenix.gov - POST-Award Contact
PHX TERMINAL 3 MODERNIZATION PLAN| Are You Ready for PRIMETime?
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T3 MODERNIZATION WEBPAGE
www.skyharbor.com/
terminalmodernization
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WHAT’s NEXT…
PRIMETime: Speed Matchmaking with the Primes
Monday, May 13 th
2:00 – 5:00 pm
City Hall Assembly Rooms A, B, & C
Goto www.skyharbor.com/terminalmodernization SELECT Outreach
to visit our Calendar of Business Outreach Events and register
After this event, outreach activities and events with be led by the Street
Transportation Department. Once a Design-Build team is selected, the
Design-Build team will be responsible for conducting outreach and the Aviation
Department will serve as a resource providing support and assistance.
Please continue to monitor Sky Harbor’s
Terminal Modernization website for future outreach
sessions.
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QUESTIONS
PHX TERMINAL 3 MODERNIZATION PLAN| Are You Ready for PRIMETime?
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THANK YOU
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