Lighting the Flame: Procurement and Winning Work Facilitator Diana Bjørnskov, Consultant BCxA Owner Panel • Heath Blount, Principal Brightworks Sustainability • Thomas Langran, PE, LEED Green Associate Kaiser Permanente • Joseph Lorino, PE, LEED AP New York-Presbyterian Hospital • Rod Rabold, CxA University of North Carolina – Chapel Hill
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Lighting the Flame: Procurement and Winning Work · Lighting the Flame: Procurement and Winning Work Facilitator Diana Bjørnskov, Consultant BCxA Owner Panel • Heath Blount, Principal
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• Thomas Langran, PE, LEED Green AssociateKaiser Permanente
• Joseph Lorino, PE, LEED APNew York-Presbyterian Hospital
• Rod Rabold, CxAUniversity of North Carolina – Chapel Hill
AIA Quality Assurance
The Building Commissioning Association is a Registered Provider with The American Institute of Architects Continuing Education Systems (AIA/CES). Credit(s) earned on completion of this program will be reported to AIA/CES for AIA members. Certificates of the Completion for both AIA members and non-AIA members are available upon request.
This program is registered with AIA/CES for continuing professional education. As such, it does not include content that may be deemed or construed to be an approval or endorsement by the AIA of any material of construction or any method or manner of handling, using, distributing, or dealing in any material or product.
Questions related to specific materials, methods, and services will be addressed at the conclusion of this presentation.
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Learning Objectives
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1. What CxPs need to know about owner evaluation processes
2. How owners can measure CxP qualifications3. How to improve procurement using a
4. Write Down Client’s “Vision”5. Summarize Your Value Proposition6. Create a WIN Strategy7. Identify/Analyze Key Issues8. Create a Compliance Matrix9. Design Goals, Features, Proofs10. Research Unknowns11. Write Persuasive Proposal12. Review Before Submittal
Mind Your RFPs and Qs
Or…
Chore-ography:
• Executive Summary• Project Understanding• Technical Approach• WBS task list with schedule• Management Approach• Team Qualifications
• Illustrate your competence and accomplishments that prove you –and only you – should be hired to provide Cx services.
Your Clients Are Hiring Their Future Profitability, and Their Future Depends On You!
Don’t Just Answer the Mail!Evaluation: Writing May Be the Easy Part – Be Persuasive!
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DoDescribe• Understanding of Client’s Vision• Specific Value You Bring to Project• Risk Management• Communication Plan• DeliverablesUse • Headings and Subheadings• Quantifiable Facts/Proofs• Language from RFP/Q• Color Logos, Images/Graphics• Sidebars with Benefit Statements• Org Chart: Names & Roles
Don’t• Rearrange RFP/Q Sequence• Bait & Switch Personnel• Describe Irrelevant Projects/Staff• Use “Wiggle Words” or Vagueness• Include Meaningless Data• Bury Key Points• Kill Credibility with
• Misspelled words• Poor grammar• Cut-and-paste errors• Inconsistent formatting• Wrong client name (Hey, It happens!)
• Cite experience offered only by other offices.
Proposals: Do, Don’t and So What!
17Ask Yourself “So What” Before You Explain
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CRITERIA
Poin
ts
D
PRIOR RATING = 50 PTS
[State] Past Performance Rating 50 87%TEAM = 110 PTS
• Polish your tone … and your shoes• Bring only relevant team, each with a speaking role• Organize around client’s goals & key issues• Use examples and success stories if appropriate• Connect: watch for silent approval & objections• Ask for feedback from time to time; listen carefully• Move around if possible• Breathe …
Present Yourself Well(It’s Not All About Powerpoint Slides)
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• Introduction: Illustrious Panel
• Your Market: Challenges and Obstacles
• Procurement: When, How and How-To
• Process: “Chore-ography” vs. “Choreography”
• QBS: (Qualifications-Based Selection)• Tools & Resources: What Owners/CxPs Can Use
Winning Work!
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1. Establish Evaluation Criteria
2. Solicit Qualifications (public announcement required in the public sector)
3. Develop Short List
4. Interview and Rank ≥ 3 Providers
5. Owner/Provider Jointly Refine Scope and Contract Terms
6. Negotiate Contract (or move on to 2nd Ranked CxP)
The Brooks Act: Qualifications- Based Selection
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Learn more about contract and negotiation issues at today’s session:“UNDER FIRE: COVERING LIABILITY THROUGH CONTRACTS AND INSURANCE”
BCxA (www.bcxa.org) • RFP/RFQ and Contract Samples• Evaluation Templates• Cx Process – Technical Templates• BCxA University (www.bcxauniversity.org) DOE/NIBS/CWCC• Cx Job Task Analysis (JTA) (www.nibs.org/?page=cwcc_jtareg) GSA• SF 330 – A&B (www.gsa.gov/portal/forms/download/116486) California Commissioning Collaborative• Tools, Templates, Guides and ResourcesASHRAE Standards (www.ashrae.org)IECC, IgCC and other CodesClient Procurement WebsitesPublications, e.g., Powerful Proposals and Proposing to Win