Jeannette Goldsmith RFP Presentation

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Jeannette Goldsmith RFP Presentation

  1. 1. Responding To Requests For Proposals NC Economic Developers Association January 27, 2009 Jeannette Goldsmith
  2. 2. Presentation Overview <ul><li>Overview of the Facility Siting Process </li></ul><ul><li>Fundamentals of Responding to RFPs </li></ul><ul><li>RFP Content </li></ul><ul><ul><li>Site Date: What is important? </li></ul></ul><ul><li>Proposals Evaluations </li></ul><ul><li>Responding to RFPs: Tactics </li></ul><ul><li>Preparing for Site Visits </li></ul>
  3. 3. Introduction <ul><li>MSC specializes in site selection and incentive negotiation services </li></ul><ul><li>MSC was established in July 2000 by Ed McCallum and Mark Sweeney </li></ul><ul><li>MSC brings more than 50 years of combined location consulting experience to our clients worldwide </li></ul><ul><li>MSC has represented over 40 companies in approximately 70 site selection engagements </li></ul><ul><li>We have advised our clients on 33 public announcements totaling over $5 billion dollars of investment since our inception </li></ul>
  4. 4. Clients Economic Development Site Selection Kasle Steel
  5. 5. Overview of Facility Siting Process
  6. 6. Competitive Site Selection Candidate Locations Site Decision <ul><li>Define Search Region </li></ul><ul><li>Center-of-Market Analysis </li></ul>Cost Modeling / Incentives Regional Screening - Project Criteria RFP & Proposal Screening Risk Analysis Site Visits / Comparative Assessment
  7. 7. Overview of the Facility Siting Process <ul><li>Planning Phase </li></ul><ul><li>Conception </li></ul><ul><li>Feasibility </li></ul><ul><li>Investment Decision </li></ul><ul><li>Phase I </li></ul><ul><li>Alignment/Criteria </li></ul><ul><li>Regional Analysis </li></ul><ul><li>Areas of Interest </li></ul><ul><li>RFP </li></ul><ul><li>Candidate Communities </li></ul><ul><li>Phase II </li></ul><ul><li>Community Visits </li></ul><ul><li>Site Evaluation </li></ul><ul><li>Comparative Analyses </li></ul><ul><li>Finalist Communities </li></ul><ul><li>Phase III </li></ul><ul><li>Negotiations </li></ul><ul><li>Evaluation </li></ul><ul><li>Site Due Diligence </li></ul><ul><li>Selection </li></ul><ul><li>Announcement </li></ul>Managing Your Site Inventory Responding to RFPs Preparing for Site Visits
  8. 8. Fundamentals of the RFP Process
  9. 9. Fundamentals of the RFP Process <ul><li>Through advances in technology and the increased availability of data, the initial steps of the site selection process can be conducted in-house, without contacting the state or local economic development officials </li></ul><ul><li>When you are contacted, you are already an “Area of Interest” </li></ul>
  10. 10. Fundamentals of the RFP Process <ul><li>Strive to be </li></ul><ul><ul><li>Accurate </li></ul></ul><ul><ul><li>Timely </li></ul></ul><ul><ul><li>Complete </li></ul></ul><ul><li>Use communication to distinguish your community </li></ul><ul><ul><li>Acknowledge receipt of RFP </li></ul></ul><ul><ul><li>Follow-up after sending proposal </li></ul></ul>
  11. 11. Fundamentals of the RFP Process <ul><li>Focus on providing the information that is requested </li></ul><ul><ul><li>Important to communicate how your site meets the Minimum Criteria </li></ul></ul><ul><li>Supplement the submission with other information you would like to provide </li></ul>
  12. 12. RFP Content
  13. 13. RFP Content <ul><li>Information from the Prospect </li></ul><ul><ul><li>Key criteria: Do you know exactly what the prospect looking for? </li></ul></ul><ul><ul><li>Proposal Elements: What does the prospect want back as a part of the response? </li></ul></ul><ul><ul><ul><li>Questionnaire </li></ul></ul></ul><ul><ul><ul><li>Attachments </li></ul></ul></ul><ul><ul><ul><li>Electronic or hard copy </li></ul></ul></ul><ul><ul><li>Deadline: When do they want the information? </li></ul></ul>
  14. 14. RFP Content: Site Characteristics <ul><li>Data </li></ul><ul><ul><li>Size </li></ul></ul><ul><ul><li>Configuration / shape </li></ul></ul><ul><ul><li>Number of parcels </li></ul></ul><ul><ul><li>Property ownership / control </li></ul></ul><ul><ul><li>Easements and right-of-ways </li></ul></ul><ul><ul><li>Topography </li></ul></ul><ul><ul><li>Bodies of water </li></ul></ul><ul><ul><li>Soil types </li></ul></ul>
  15. 15. RFP Content: Site Characteristics <ul><li>Visuals / attachments </li></ul><ul><ul><li>General location map </li></ul></ul><ul><ul><li>Aerial photograph </li></ul></ul><ul><ul><li>Topographic map </li></ul></ul><ul><ul><li>FEMA floodplain map </li></ul></ul><ul><ul><li>Ownership map / tax map </li></ul></ul><ul><ul><li>Documentation of property availability </li></ul></ul><ul><ul><li>Easements / right-of-ways map </li></ul></ul><ul><ul><li>Soils map </li></ul></ul>
  16. 16. RFP Content: Zoning <ul><li>Data </li></ul><ul><ul><li>Zoning designation(s) of the site </li></ul></ul><ul><ul><li>Surrounding zoning / land use </li></ul></ul><ul><ul><li>Process for rezoning (if applicable) </li></ul></ul><ul><li>Visuals / attachments </li></ul><ul><ul><li>Zoning map </li></ul></ul><ul><ul><li>Letter of willingness to considering rezoning (if applicable) </li></ul></ul>
  17. 17. RFP Content: Transportation <ul><li>Data </li></ul><ul><ul><li>Roads </li></ul></ul><ul><ul><li>Rail </li></ul></ul><ul><ul><li>Airports </li></ul></ul><ul><ul><li>Ports </li></ul></ul><ul><li>Visuals / attachments </li></ul><ul><ul><li>Transportation infrastructure maps </li></ul></ul><ul><ul><li>Letter from rail service provider </li></ul></ul>
  18. 18. RFP Content: Utilities <ul><li>Data </li></ul><ul><ul><li>Electric </li></ul></ul><ul><ul><li>Natural gas </li></ul></ul><ul><ul><li>Water </li></ul></ul><ul><ul><li>Sewer </li></ul></ul><ul><li>Visuals / attachments </li></ul><ul><ul><li>Utility infrastructure maps </li></ul></ul><ul><ul><li>If utilities are not at the site, a letter from the service providers regarding utility extension </li></ul></ul>
  19. 19. RFP Content: Environmental <ul><li>Data </li></ul><ul><ul><li>Studies: Phase I Environmental, Geotechnical Assessment, Wetlands Delineation, Archaeological </li></ul></ul><ul><ul><li>Permitting process </li></ul></ul><ul><ul><li>Mineral rights ownership (if applicable) </li></ul></ul><ul><ul><li>Any past mining / drilling (if applicable) </li></ul></ul><ul><ul><li>Sink holes, natural springs, caves (if applicable) </li></ul></ul><ul><li>Visuals / attachments </li></ul><ul><ul><li>Copies of studies </li></ul></ul><ul><ul><li>Map of mining / drilling locations </li></ul></ul><ul><ul><li>Map of sink holes, natural springs, cave locations </li></ul></ul>
  20. 20. RFP Content: Emergency Protective Services <ul><li>Data </li></ul><ul><ul><li>Ambulance / EMT </li></ul></ul><ul><ul><ul><li>Provider, distance from site, personnel </li></ul></ul></ul><ul><ul><li>Fire </li></ul></ul><ul><ul><ul><li>Provider, resources, distance from site, personnel, insurance rating </li></ul></ul></ul><ul><ul><li>Police </li></ul></ul><ul><ul><ul><li>Provider, resources, personnel </li></ul></ul></ul>
  21. 21. RFP Content: Workforce <ul><li>Data </li></ul><ul><ul><li>Largest employers </li></ul></ul><ul><ul><li>Largest manufacturers </li></ul></ul><ul><ul><li>Recent new or expanding projects </li></ul></ul><ul><ul><li>Recent closings or layoffs </li></ul></ul><ul><ul><li>Employment statistics </li></ul></ul>
  22. 22. RFP Content: Education <ul><li>Data </li></ul><ul><ul><li>Public School Districts (K-12) </li></ul></ul><ul><ul><ul><li>Enrollment, spending, student / teacher ratio </li></ul></ul></ul><ul><ul><li>Community colleges, technical schools </li></ul></ul><ul><ul><ul><li>Enrollment, distance from site, programs </li></ul></ul></ul><ul><ul><li>Universities </li></ul></ul><ul><ul><ul><li>Enrollment, distance from site, programs </li></ul></ul></ul>
  23. 23. RFP Content: Labor Management Relations <ul><li>Data </li></ul><ul><ul><li>Largest unionized companies </li></ul></ul><ul><ul><ul><li>Union(s), number of employees, % unionized </li></ul></ul></ul>
  24. 24. Proposal Evaluation Process
  25. 25. Proposal Evaluation <ul><li>Minimum Criteria </li></ul><ul><ul><li>How well does the site meet our minimum criteria? </li></ul></ul><ul><ul><li>Site size, access to utilities, transportation networks, site readiness </li></ul></ul><ul><li>Technical Attractiveness Criteria </li></ul><ul><ul><li>Workforce </li></ul></ul><ul><ul><li>Training </li></ul></ul><ul><ul><li>Quality of Life </li></ul></ul>
  26. 26. Minimum Criteria <ul><li>Minimum Criteria </li></ul><ul><ul><li>Absolutes for success </li></ul></ul><ul><ul><li>Cannot be compromised </li></ul></ul><ul><ul><li>Relatively easy to measure </li></ul></ul>1. Property Size 2. Rail Available 3. Zoning 4. Utilities 5. Air Attainment Project Minimum Criteria Yes Yes No No Yes Location Alternative Eliminated
  27. 27. EXAMPLE of Minimum Criteria <ul><li>Transportation / Logistics </li></ul><ul><ul><li>Site must be located on a four-lane, divided, limited access highway </li></ul></ul><ul><li>Facilities / Site Suitability </li></ul><ul><ul><li>Site must have a minimum of 50 developable, contiguous acres </li></ul></ul><ul><ul><li>Site must be zoned appropriately or have a plan to do so within 90 days </li></ul></ul><ul><ul><li>Site must be capable of being under full control within 90 days of being selected as finalist </li></ul></ul>
  28. 28. Technical Attractiveness Criteria <ul><li>Technical Attractiveness Factors </li></ul><ul><ul><li>Important but not absolute </li></ul></ul><ul><ul><li>Willing to concede in one area to gain in another </li></ul></ul><ul><ul><li>Measurable </li></ul></ul><ul><li>Assigning values to these factors </li></ul><ul><ul><li>Establishes importance of one criteria over another </li></ul></ul><ul><ul><li>Enables evaluation and processing of large quantities of information and data </li></ul></ul><ul><ul><li>Sharpens the visibility of important criteria </li></ul></ul>
  29. 29. EXAMPLE of Technical Attractiveness Criteria <ul><li>Cost of Doing Business   10 </li></ul><ul><li>    </li></ul><ul><li>Workforce   8 </li></ul><ul><li>  Size of the workforce 10 </li></ul><ul><li>  Percent employed in manufacturing 9 </li></ul><ul><li>   Unemployment Rate 8 </li></ul><ul><li>  Qualitative Assessment of available labor 7 </li></ul><ul><li>  Quality Training Programs 5 </li></ul><ul><li>  Absenteeism and Turnover Rates 3 </li></ul><ul><li>  Quality of local public schools 1 </li></ul><ul><li>Transportation / Logistics   7 </li></ul><ul><li>  Ingress & Egress are conducive to safe entry and exit 4 </li></ul><ul><li>  Multiple access points for passenger and truck traffic 5 </li></ul><ul><li>  Number of work stoppages at port facility 8 </li></ul><ul><li>  Port will require upgrades 9 </li></ul><ul><li>  </li></ul>
  30. 30. EXAMPLE of Technical Attractiveness Screening
  31. 31. Responding to RFPs: Tactics
  32. 32. Responding to RFPs <ul><li>Use a 3-ring window-view binder </li></ul><ul><ul><li>Provides space for a cover page </li></ul></ul><ul><ul><li>Allows contents to be removed, copied, and replaced </li></ul></ul><ul><ul><li>Keeps materials intact </li></ul></ul>
  33. 33. Responding to RFPs <ul><li>Prepare each cover page to include </li></ul><ul><ul><li>Project name </li></ul></ul><ul><ul><li>Site name </li></ul></ul><ul><ul><li>Location (City, County, State) </li></ul></ul><ul><ul><li>Submitting organization </li></ul></ul><ul><ul><li>Date of submission </li></ul></ul><ul><li>Label the spine of the binder </li></ul>
  34. 34. Responding to RFPs <ul><li>When submitting more than one site, include all parallel / common information (i.e., cover letter, road maps, etc.) with each site </li></ul>
  35. 35. Responding to RFPs <ul><li>Provide a Table of Contents or Reference Page at the front of the submission </li></ul><ul><li>Use tabs or colored paper to separate sections and attachments </li></ul>
  36. 36. Responding to RFPs <ul><li>Any large documents that cannot be bound (i.e., E-size plats) should be placed in sheet protector sleeves </li></ul>
  37. 37. Responding to RFPs <ul><li>When submitting more than one site, create a CD for each site </li></ul><ul><li>Place CD within the binder sleeve, or an adhesive CD sleeve </li></ul>
  38. 38. Summary <ul><li>Characteristics of a good proposal </li></ul><ul><ul><li>Clearly labeled </li></ul></ul><ul><ul><li>Organized </li></ul></ul><ul><ul><li>Thorough </li></ul></ul><ul><ul><li>Meets deadline </li></ul></ul>
  39. 39. Preparing For Site Visits
  40. 40. Overview of the Facility Siting Process <ul><li>Planning Phase </li></ul><ul><li>Conception </li></ul><ul><li>Feasibility </li></ul><ul><li>Investment Decision </li></ul><ul><li>Phase I </li></ul><ul><li>Alignment/Criteria </li></ul><ul><li>Regional Analysis </li></ul><ul><li>Areas of Interest </li></ul><ul><li>RFP </li></ul><ul><li>Candidate Communities </li></ul><ul><li>Phase II </li></ul><ul><li>Community Visits </li></ul><ul><li>Site Evaluation </li></ul><ul><li>Comparative Analyses </li></ul><ul><li>Finalist Communities </li></ul><ul><li>Phase III </li></ul><ul><li>Negotiations </li></ul><ul><li>Evaluation </li></ul><ul><li>Site Due Diligence </li></ul><ul><li>Selection </li></ul><ul><li>Announcement </li></ul>Managing Your Site Inventory Responding to RFPs Preparing for Site Visits
  41. 42. Fundamentals for Site Visits <ul><li>Goal is to understand </li></ul><ul><ul><li>Site conditions </li></ul></ul><ul><ul><li>and / or </li></ul></ul><ul><ul><li>Operating conditions </li></ul></ul><ul><ul><li>and / or </li></ul></ul><ul><ul><li>Living conditions </li></ul></ul>
  42. 43. Preparing for Site Visits <ul><li>Understand the function of the visit, and who is coming </li></ul>
  43. 44. Preparing for Site Visits <ul><li>Provide materials </li></ul><ul><ul><li>Itineraries (with names) </li></ul></ul><ul><ul><li>Site summary sheet </li></ul></ul><ul><ul><li>Maps!!! </li></ul></ul>
  44. 45. Preparing for Site Visits <ul><li>Review the project drivers and specifications and be prepared to address how the site meets them </li></ul><ul><li>Assemble a site visit team that can provide additional expertise </li></ul>
  45. 46. Preparing for Site Visits <ul><li>Make sure that all members of the site visit team are familiar with </li></ul><ul><ul><li>Project specifications </li></ul></ul><ul><ul><li>Site that was submitted </li></ul></ul>
  46. 47. <ul><li>Position </li></ul><ul><ul><li>Strengths to match client needs </li></ul></ul><ul><ul><ul><li>Maximize value </li></ul></ul></ul><ul><ul><li>Mitigate weaknesses </li></ul></ul><ul><ul><ul><li>Minimize impact </li></ul></ul></ul><ul><li>Communicate </li></ul><ul><ul><li>Answer the questions! </li></ul></ul>Conducting Site Visits
  47. 48. Summary
  48. 49. What Does This Mean For You? <ul><li>Siting is a process driven by some key fundamental issues </li></ul><ul><ul><li>Understanding those fundamentals and the process will enable you to better influence the decision </li></ul></ul><ul><li>Responsiveness with quality, critical, and relevant information is the best way to influence the decision </li></ul><ul><li>Know your product, know your customer, and respond appropriately </li></ul>
  49. 50. McCallum Sweeney Consulting <ul><li>Jeannette Goldsmith Principal </li></ul><ul><li>McCallum Sweeney Consulting 550 S. Main Street - #550 Greenville, SC 29601 864-672-1600 864-672-1610 (fax) [email_address] www.mccallumsweeney.com </li></ul>
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