Doing Business With

Philadelphia International

Airport

Kathy Padilla, Deputy Director

Philadelphia International Airport - Overview

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• Serves more than 30 million passengers annually

• Generates $15.4 billion in spending for the regional

economy and accounts for more than 96,300 full-time

jobs annually

• Provides business opportunities for professional

services, construction, commodities, and concessions

• Use and Lease Agreement signed June 30, 2015

� Valued between $2.8 billion and $4.1 billion in

existing and new commitments

� Funds projects to enhance and modernize

operations and provide effective and efficient

service to passengers

FAA Funded Projects

DBE Goals

Overall Diversity Goals

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Non-FAA Funded Projects

Office of Economic Opportunity (OEO) Minority, Women, Disabled-Owned Business

Goals

Goal Type Year Goal

Overall PHL Airport DBE FFY 2017-2019 16.3%

Airport Concession DBE FFY 2018-2020 19.15%

Overall Phila. Northeast Airport (PNE) DBE FFY 2017-2019 16.3%

Goal Type Year Goal

M/W/DSBE 2018 32%

Certification

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M/W/DSBEMust Be In City’s Office of

Economic Opportunity

(OEO) Registry

Get Certified by

Approved Entity

Get Certified by

PAUCPwww.paucp.com

Register with OEOwww.phila.gov/oeo

DBE/ACDBEMust Be PAUCP Directory

Disadvantaged Business Enterprise (DBE)/Airport Concession DBE (ACDBE)

Or

Minority/Woman/Disabled (M/W/DS) Business Enterprise

US DOT Funded Projects All Other Funding

PHL Airport Opportunities

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www.phl.org

PHL Airport Opportunities

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http://www.phl.org/Pages/Business/ContractingOpportunites.aspx

PHL Airport Capital Development

Opportunities

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http://cdp.phl.org/

Anticipated PHL Opportunities -Professional Services

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www.Philadelphiagov/contracts

Finding RFP Opportunities

Finding RFP Opportunities

Search by Department and/or Type of Work – Airport RFPs are under Commerce

Details available for each

opportunity

Finding RFP Opportunities

Searching for Opportunities

Finding/Building a Team

� Stay in touch with those that you would team with

• Firms often identify potential opportunities before they are advertised

• Understand communication preferences of potential teammates

• Good news travels fast – bad news travels faster

• Find ways to connect outside of the heat of preparing a proposal

� Check yourself out

• Is your certification (i.e. firm description information/contact) accurate?

• Are you registered as a City of Philadelphia and PHL vendor, and is that

information accurate?

• Is your external-facing material (website, LinkedIn, etc.) accurate and up-

to-date?

� Go to pre-proposal meetings

� Be a firm that helps the team win, beyond being a certified M/W/DBE

Sample Request for Proposals

Watch for

‘optional’ vs.

‘mandatory’

pre-proposal

meeting

Table of Contents Overview, continued

DBE or

M/WBE?

Check your

current

insurance

limits/policies

against this?

What Should You Look At First?

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� Recommend Page 24 for Procurement Schedule (Typically Section IV in City RFPs)

� Understand critical decision/action dates

� Establish an internal timeline to complete the proposal

� Put critical dates on people’s calendars

Selection Criteria in Sample RFP

� Superior ability or capacity

� Eligibility relating to campaign contributions

� Superior prior experience• Demonstrated experience on similar projects

• Demonstrated experience of regulatory permits and processes

• Qualifications of subconsultants

� Superior quality, efficiency, fitness of proposed solution

� Superior skills and reputation

� Special benefit to incumbent

� Benefit of bringing in new firms and diversity

� Lower cost

� Low need for oversight

� Long-term cost effectiveness

� Prequalification

� Local Business Entity Impact

Is there an incumbent? Who is it?

Why are you better?

Review the Proposal Final Draft

� Develop a checklist.

• Based on Proposal Format (starting on page 14 of this proposal)

• If possible, have someone ‘outside of the forest’ run the proposal

through the checklist.

• Also…have someone confirm that all of the Appendices in the

back of the RFP are completed and included somewhere.

• For Federally funded A&E contracts, price is typically sealed

separately from the technical proposal and is

evaluated/negotiated separately (Brooks Act).

� Score the proposal.

• Develop a score sheet based on the criteria (starting on page 23

of this RFP).

• If it’s hard for you to figure out if you would get the points….make

revisions.

After Submission

� Keep track of the proposal through eContract Philly.

� Make sure the person you identified as the contact for your firm

checks email/phone/mail.

� If you do not win (and you are a prime) ask for a debrief.

� Keep your team members apprised of ‘win’ or ‘loss’.

Closing Questions and Answers

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