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DASNY

DASNY. EXCELLENCE INNOVATION DIVERSITY. Alfonso L. Carney, Jr. Board Chairman. Paul T. Williams, Jr. President. “Effective Techniques for Writing and Presenting Quality Proposals” Doing Business with DASNY. Dawn Langenbach –Senior Manager, Professional Services Contracts.

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DASNY

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  1. DASNY EXCELLENCE INNOVATION DIVERSITY Alfonso L. Carney, Jr. Board Chairman Paul T. Williams, Jr. President

  2. “Effective Techniques for Writing and Presenting Quality Proposals”Doing Business with DASNY • Dawn Langenbach –Senior Manager, Professional Services Contracts Wednesday, June 13, 2012 Tuesday, June 26, 2012

  3. Past and Future Workload The Overall Process Tips for the Future Topics for Discussion

  4. Services Procured 2011 - 2012 • 15 Requests for Proposals (Operating, Professional Services and Terms) • Operating: • Underwriter Services • Information Services • Health Care Management Consultant • Printing and Distributing Official Statements • Healthcare Restructuring Counsel /

  5. Services Procured (Cont.) 2011 - 2012 • Standard Professional Services and Term Contracts: • Borough of Manhattan Community College - Fiterman Hall Artwork • Energy Performance Contracting • State University of New York at Albany - Mohawk Tower Renovation • State University of New York at Albany - CM at Risk • Queensborough Community College - Electrical Reconstruction Construction Management /

  6. Services Procured (Cont.) 2011 - 2012 • Buffalo Psychiatric Center – Zoar Valley Clinic & Alliance House • Construction Site Safety • Relocation Consultant Services • LaGuardia Community College – Center 3 Façade Replacement Construction Management • Environmental Consulting Services /

  7. Material Testing & Special Inspection Services Statewide MWBE Forum – Event Planning & Management Elevator Inspection Services General and Excess Liability Insurance Broker State University of New York at Binghamton - Residence Hall Renovations Construction Management Services Forensic Engineering Services MWBE Technical Assistance Others as Needed Upcoming Procurement Opportunities

  8. Is this the right fit? Can I put together the right team? Does my firm have a good chance of being selected? Does my firm/staff have the experience or capability to be successful? Ask Yourself …

  9. …you have only one opportunity for a first impression In Person or in Print…

  10. 253 Proposals Received in Response to Request for Proposals # Varies by Solicitation: 54 - Underwriter Services 5 - Borough of Manhattan Community College Fiterman Hall Artwork Imagine

  11. Imagine being on the selection panel and reviewing over 50 technical proposals! Imagine (Cont.)

  12. Read the RFP carefully What is DASNY looking for? Review selection criteria/ratings system Plan your proposal schedule Establish team early Establish roles and expectations Where to Begin

  13. Very few firms “can do it all” RFP may require niche or specialty services Meaningful support M/WBE firms Why Build a Team?

  14. Know your audience Be prepared Create a micro niche Focus on Solution and Results Describe your Performance History - Repeat Customers Build a Strong Team More is isn’t always better Focus on quality not quantity How to Differentiate

  15. Joint Venture/Teaming/Partnering: Ways to introduce yourself Attend Annual MWBE Forum Contact Opportunity Programs Group Check DASNY’s website Network Before and After the Notice

  16. MWBE Requirements • Construction Related Professional Service Contracts • MWBE Subconsultant Goals • Non-Construction Related Professional Service Contracts • Best Practices: The Diversity Questionnaire

  17. MWBE Requirements (Cont.) Construction Related Professional Service Contracts Subconsultant Goals: 13% MBE 11% WBE

  18. Submit questions to RFP Coordinator Establish what marketing materials are needed Content materials, including firm overviews, resumes, project experience, forms, etc. Binding materials and tabs What’s Next

  19. Tell your story - Don’t assume the selection committee knows your firm Provide complete information - Respond to the specifics of the RFP/RFI - Follow the requested order Customize documents - Use all original printing - Use tab dividers Proposal Coordination

  20. Qualification based Selection Criteria may include cost - RFP will specify if cost will be included - Provide cost information as outlined in RFP Cost Proposal

  21. Read the Request for Proposal and Then Read it Again (and Again) • Read what you have written • Compare it with the criteria • Verify all the information included • Check for typos - it affects the reviewer’s perception of the firm • Follow page limits

  22. Read the Request for Proposal and Then Read it Again (and Again) • Highlight key sections • Include Tabs • Use the same structure and order as the RFP/RFI • Make it clear and easy to read • Avoid acronyms • Give substance not fluff • Describe your firm’s skills and experience and then back it up with details (what, when and for whom)

  23. Interview Process • Arrive early and stay within allotted time • Prepare ahead • Understand DASNY and the Project • Bring key members of the Team • Include staff that will work on the project • Provide specific examples • Develop questions/responses in advance

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