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Responding To Requests For Proposals NC Economic Developers Association January 27, 2009 Jeannette Goldsmith

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Page 1: Jeannette Goldsmith RFP Presentation

Responding To Requests For Proposals

NC Economic Developers Association

January 27, 2009Jeannette Goldsmith

Page 2: Jeannette Goldsmith RFP Presentation

Presentation Overview

Overview of the Facility Siting Process Fundamentals of Responding to RFPs RFP Content

– Site Date: What is important?

Proposals Evaluations Responding to RFPs: Tactics Preparing for Site Visits

Page 3: Jeannette Goldsmith RFP Presentation

Introduction

MSC specializes in site selection and incentive negotiation services

MSC was established in July 2000 by Ed McCallum and Mark Sweeney

MSC brings more than 50 years of combined location consulting experience to our clients worldwide

MSC has represented over 40 companies in approximately 70 site selection engagements

We have advised our clients on 33 public announcements

totaling over $5 billion dollars of investment since our inception

Page 4: Jeannette Goldsmith RFP Presentation

KasleSteel

INDIANA MUNICIPALPOWER AGENCY

Clients

Page 5: Jeannette Goldsmith RFP Presentation

Overview of Facility Siting Process

Page 6: Jeannette Goldsmith RFP Presentation

Competitive Site Selection

Candidate Locations

Site Decision

Define Search Region -Center-of-Market Analysis

Cost Modeling / Incentives

Regional Screening- Project Criteria

RFP & Proposal Screening

Risk Analysis

Site Visits / Comparative Assessment

Page 7: Jeannette Goldsmith RFP Presentation

Overview of the Facility Siting Process

Planning Phase

•Conception

•Feasibility

•Investment Decision

Phase I

•Alignment/Criteria

•Regional Analysis

•Areas of Interest

•RFP

•Candidate Communities

Phase II

•Community Visits

•Site Evaluation

•Comparative Analyses

•Finalist Communities

Phase III

•Negotiations

•Evaluation

•Site Due Diligence

•Selection

•Announcement

Managing Your Site Inventory

Responding to RFPs

Preparing for Site Visits

Page 8: Jeannette Goldsmith RFP Presentation

Fundamentals of the RFP Process

Page 9: Jeannette Goldsmith RFP Presentation

Fundamentals of the RFP Process

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

When you are contacted, you are already an “Area of Interest”

Page 10: Jeannette Goldsmith RFP Presentation

Fundamentals of the RFP Process

Strive to be– Accurate– Timely– Complete

Use communication to distinguish your community– Acknowledge receipt of RFP– Follow-up after sending proposal

Page 11: Jeannette Goldsmith RFP Presentation

Fundamentals of the RFP Process

Focus on providing the information that is requested– Important to communicate how your site

meets the Minimum Criteria

Supplement the submission with other information you would like to provide

Page 12: Jeannette Goldsmith RFP Presentation

RFP Content

Page 13: Jeannette Goldsmith RFP Presentation

RFP Content

Information from the Prospect– Key criteria: Do you know exactly what the

prospect looking for?– Proposal Elements: What does the prospect

want back as a part of the response?• Questionnaire• Attachments• Electronic or hard copy

– Deadline: When do they want the information?

Page 14: Jeannette Goldsmith RFP Presentation

RFP Content: Site Characteristics

Data– Size– Configuration / shape– Number of parcels– Property ownership / control– Easements and right-of-ways– Topography– Bodies of water– Soil types

Page 15: Jeannette Goldsmith RFP Presentation

RFP Content: Site Characteristics

Visuals / attachments– General location map– Aerial photograph– Topographic map– FEMA floodplain map– Ownership map / tax map– Documentation of property availability– Easements / right-of-ways map– Soils map

Page 16: Jeannette Goldsmith RFP Presentation

RFP Content: Zoning

Data– Zoning designation(s) of the site– Surrounding zoning / land use– Process for rezoning (if applicable)

Visuals / attachments– Zoning map– Letter of willingness to considering rezoning

(if applicable)

Page 17: Jeannette Goldsmith RFP Presentation

RFP Content: Transportation

Data– Roads– Rail– Airports– Ports

Visuals / attachments– Transportation infrastructure maps– Letter from rail service provider

Page 18: Jeannette Goldsmith RFP Presentation

RFP Content: Utilities

Data– Electric – Natural gas – Water – Sewer

Visuals / attachments– Utility infrastructure maps– If utilities are not at the site, a letter from the service

providers regarding utility extension

Page 19: Jeannette Goldsmith RFP Presentation

RFP Content: Environmental

Data– Studies: Phase I Environmental, Geotechnical Assessment,

Wetlands Delineation, Archaeological– Permitting process– Mineral rights ownership (if applicable)– Any past mining / drilling (if applicable)– Sink holes, natural springs, caves (if applicable)

Visuals / attachments– Copies of studies– Map of mining / drilling locations– Map of sink holes, natural springs, cave locations

Page 20: Jeannette Goldsmith RFP Presentation

RFP Content: Emergency Protective Services

Data– Ambulance / EMT

• Provider, distance from site, personnel

– Fire• Provider, resources, distance from site, personnel,

insurance rating

– Police• Provider, resources, personnel

Page 21: Jeannette Goldsmith RFP Presentation

RFP Content: Workforce

Data– Largest employers– Largest manufacturers– Recent new or expanding projects– Recent closings or layoffs– Employment statistics

Page 22: Jeannette Goldsmith RFP Presentation

RFP Content: Education

Data– Public School Districts (K-12)

• Enrollment, spending, student / teacher ratio

– Community colleges, technical schools• Enrollment, distance from site, programs

– Universities• Enrollment, distance from site, programs

Page 23: Jeannette Goldsmith RFP Presentation

RFP Content: Labor Management Relations

Data– Largest unionized companies

• Union(s), number of employees, % unionized

Page 24: Jeannette Goldsmith RFP Presentation

Proposal Evaluation Process

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Proposal Evaluation

Minimum Criteria– How well does the site meet our minimum

criteria?– Site size, access to utilities, transportation

networks, site readiness

Technical Attractiveness Criteria– Workforce– Training– Quality of Life

Page 26: Jeannette Goldsmith RFP Presentation

Minimum Criteria

Minimum Criteria– Absolutes for success– Cannot be compromised– Relatively easy to measure

1. Property Size

2. Rail Available

3. Zoning

4. Utilities

5. Air Attainment

Project Minimum Criteria

YesYesNoNoYes

LocationAlternativeEliminated

Page 27: Jeannette Goldsmith RFP Presentation

EXAMPLE of Minimum Criteria

Transportation / Logistics– Site must be located on a four-lane, divided, limited

access highway

Facilities / Site Suitability– Site must have a minimum of 50 developable,

contiguous acres– Site must be zoned appropriately or have a plan to

do so within 90 days– Site must be capable of being under full control

within 90 days of being selected as finalist

Page 28: Jeannette Goldsmith RFP Presentation

Technical Attractiveness Criteria

Technical Attractiveness Factors– Important but not absolute– Willing to concede in one area to gain in another– Measurable

Assigning values to these factors – Establishes importance of one criteria over another– Enables evaluation and processing of large quantities

of information and data– Sharpens the visibility of important criteria

Page 29: Jeannette Goldsmith RFP Presentation

EXAMPLE of Technical Attractiveness Criteria

Cost of Doing Business   10   Workforce   8  Size of the workforce 10  Percent employed in manufacturing 9   Unemployment Rate 8  Qualitative Assessment of available labor 7  Quality Training Programs 5  Absenteeism and Turnover Rates 3  Quality of local public schools 1

Transportation / Logistics   7  Ingress & Egress are conducive to safe entry and exit 4  Multiple access points for passenger and truck traffic 5  Number of work stoppages at port facility 8  Port will require upgrades 9 

Page 30: Jeannette Goldsmith RFP Presentation

EXAMPLE of Technical Attractiveness Screening

Factor Wt. Score Wt'd Score

Subfactor Wt. Score Wt'd Score

Response Notes

Workforce 8 7.5 60Quality Training Programs 10 7 70 Average Have excellent training programs, but

they are not very well integrated with the recruiting and screening functions.

Qualitative Assessment form Employer Interviews

9 6 54 Average All labor interviews indicated a motivated work ethic with a strong positive attitude but fairly low-skilled.

Quality of local public schools 7 5 35 Average ACT Scores 46th in Nation (19.9 - 13.0% tessted). SAT Scores (M-505 and V-493, 67.0% participation rate.)

Percent employed in manufacturing 6 10 60 >15% 69.0 manufacturing

Size of the workforce 5 7 35 Greater than 75,000

Numbers reported are 1,005,166 total labor force. There is some question as to the radius from which these numbers were derived. Although long distance commuting for quality jobs is common in this area, the size of the labor pool in the immediate area is small.

Unemployment Rate 4 10 40 4%-8% 2000 - 5.5%, 2001 - 8.2%, 2002 - 8.0%, Current 6.9.%

Absenteeism and Turnover Rates 3 10 30 Excellent To be determined during site visits

Right to work status 2 10 20 Right to work state

TOTALS 46 344AVERAGE SCORE 7.5

Page 31: Jeannette Goldsmith RFP Presentation

Responding to RFPs:Tactics

Page 32: Jeannette Goldsmith RFP Presentation

Responding to RFPs

Use a 3-ring window-view binder– Provides space for a cover page– Allows contents to be removed, copied, and

replaced– Keeps materials intact

Page 33: Jeannette Goldsmith RFP Presentation

Responding to RFPs

Prepare each cover page to include– Project name– Site name– Location (City, County, State)– Submitting organization– Date of submission

Label the spine of the binder

Page 34: Jeannette Goldsmith RFP Presentation

Responding to RFPs

When submitting more than one site, include all parallel / common information (i.e., cover letter, road maps, etc.) with each site

Page 35: Jeannette Goldsmith RFP Presentation

Responding to RFPs

Provide a Table of Contents or Reference Page at the front of the submission

Use tabs or colored paper to separate sections and attachments

Page 36: Jeannette Goldsmith RFP Presentation

Responding to RFPs

Any large documents that cannot be bound (i.e., E-size plats) should be placed in sheet protector sleeves

Page 37: Jeannette Goldsmith RFP Presentation

Responding to RFPs

When submitting more than one site, create a CD for each site

Place CD within the binder sleeve, or an adhesive CD sleeve

Page 38: Jeannette Goldsmith RFP Presentation

Summary

Characteristics of a good proposal– Clearly labeled– Organized– Thorough– Meets deadline

Page 39: Jeannette Goldsmith RFP Presentation

Preparing For Site Visits

Page 40: Jeannette Goldsmith RFP Presentation

Planning Phase

•Conception

•Feasibility

•Investment Decision

Phase I

•Alignment/Criteria

•Regional Analysis

•Areas of Interest

•RFP

•Candidate Communities

Phase II

•Community Visits

•Site Evaluation

•Comparative Analyses

•Finalist Communities

Phase III

•Negotiations

•Evaluation

•Site Due Diligence

•Selection

•Announcement

Managing Your Site Inventory

Responding to RFPs

Preparing for Site Visits

Overview of the Facility Siting Process

Page 41: Jeannette Goldsmith RFP Presentation
Page 42: Jeannette Goldsmith RFP Presentation

Fundamentals for Site Visits

Goal is to understand

– Site conditions

and / or

– Operating conditions

and / or

– Living conditions

Page 43: Jeannette Goldsmith RFP Presentation

Preparing for Site Visits

Understand the function of the visit, and who is coming

Page 44: Jeannette Goldsmith RFP Presentation

Preparing for Site Visits

Provide materials– Itineraries (with names)– Site summary sheet– Maps!!!

Page 45: Jeannette Goldsmith RFP Presentation

Preparing for Site Visits

Review the project drivers and specifications and be prepared to address how the site meets them

Assemble a site visit team that can provide additional expertise

Page 46: Jeannette Goldsmith RFP Presentation

Preparing for Site Visits

Make sure that all members of the site visit team are familiar with– Project specifications– Site that was submitted

Page 47: Jeannette Goldsmith RFP Presentation

Position– Strengths to match client needs

• Maximize value

– Mitigate weaknesses• Minimize impact

Communicate– Answer the questions!

Conducting Site Visits

Page 48: Jeannette Goldsmith RFP Presentation

Summary

Page 49: Jeannette Goldsmith RFP Presentation

What Does This Mean For You?

Siting is a process driven by some key fundamental issues– Understanding those fundamentals and the process

will enable you to better influence the decision Responsiveness with quality, critical, and

relevant information is the best way to influence the decision

Know your product, know your customer, and respond appropriately

Page 50: Jeannette Goldsmith RFP Presentation

McCallum Sweeney Consulting

Jeannette GoldsmithPrincipal

McCallum Sweeney Consulting550 S. Main Street - #550Greenville, SC 29601

864-672-1600864-672-1610 (fax)

[email protected]

Page 51: Jeannette Goldsmith RFP Presentation