COMPENDIUM OF MATERIALS
100 Years of Excellence 2017 annual convention and legislative summit APRIL MARRIOTT 23-26 WARDMAN 2017 PARK Paying a Price Even When Innocent?
No matter how diligently we work on behalf of our litigation clients, our success can be constrained when clients don’t have a complete, searchable project record. With proper procedures and technology in place there is no longer an excuse to live with this risk.”
— Brent Gurney Partner at WilmerHale
Attend this ACEC Convention session and visit Newforma at booth #213
No Disputing It: Monday April 24, 2017 Brent Gurney, Risk Mitigation Strategies 2:15-3:30 pm Partner at WilmerHale Too often firms are unfairly held accountable for problems because the evidence absolving them cannot be located. WilmerHale's global team of This panel discussion features firm principals and an nearly 500 litigators and experienced litigator sharing insights into ways to protect your controversy professionals handles highly complex and sensitive business. The discussion will emphasize best practices in matters in all aspects of litigation managing email and other project data. and dispute resolution. Learn more, and add to your calendar: newforma.com/acec-risk-mitigation
Sponsored by www.newforma.com
© 2016 Newforma, Inc. Newforma is a registered trademark of Newforma, Inc., in the United States and in other countries. All other brands or products are trademarks or registered trademarks of their respective holders.
THE FUTURE OF INFRASTRUCTURE IS HERE
Sunday, April 23 - Tuesday, April 25 Experience VR at Autodesk’s booth, #212 in the Exhibit Hall. • Apollo 11 Capsule • USS Arizona
Apollo 11 VR Virtual Model of Experience: the USS Arizona Crew Couches
Tuesday, April 25 - 11:45am - 1:15pm Digitalization, Analytics, and Augmented Reality – Driving Change in the AEC Industry • Professor Markus Buehler, Department Head, Civil/Environmental Engineering, MIT • Terry Bennett, Senior Industry Strategist, Autodesk • Scott Pawlowski, Chief of Cultural and Natural Resources, National Park Service • David Winslow, Civil Engineering/GIS Coordinator, Bureau of Reclamation • Pete Kelsey, Strategic Projects Executive, Autodesk
Learn more at autodesk.com/infrastructure EXPERT FINANCIAL ADVISORS TO MIDDLE MARKET COMPANIES 70+ CLIENTS IN THE AEC SECTOR
“For nearly 20 years, the team at Chartwell has not only done a great job of conducting our annual valuation, they have been our strategic partner as we grew our ESOP from inception in 1995 to the mature 100% ESOP ownership structure we enjoy today. Chartwell has consistently provided us with timely and valuable counsel regarding our options as our ESOP evolved, and helped us educate our employee owners along the way.” Jon Carlson CEO, Braun Intertec Corporation
▪▪ Ownership Advisory TRANSACTION ▪▪ Fairness Opinions ADVISORY ▪▪ Executive Compensation & Benefits OPINIONS ▪▪ Solvency Opinions ▪▪ Risk Mitigation ▪▪ ESOP & ERISA ▪▪ Corporate ESOP Advisory ▪▪ Estate & Gift CORPORATE ▪▪ M&A Advisory VALUATION ▪▪ Equity Compensation FINANCE ▪▪ Private Capital Markets, Debt ▪▪ Financial Reporting & Equity ▪▪ Corporate Planning
Chartwell is proud to be a Gold Sponsor of the 2017 ACEC Annual Convention and the Anchor Sponsor of the CFO Council’s Finance Track for the 7th consecutive year! www.chartwellfa.com | 866.232.8258 Case Study in Multimodal Transportation Development: Cook County, Illinois
Wednesday, April 26 – 9:00am – 10:15am
Presented by John Yonan, Cook County Department of Transportation and Highways
Cook County is making long-term improvements to its transit center to accommodate growth with a state-of- the-art, multimodal facility. This transportation development model offers new opportunities that A/E firms can leverage as more municipalities invest in transportation to boost the economic health in their communities.
ABOUT THE SPEAKER
John was appointed the Superintendent of the Cook County Department of Transportation and Highways (CCDOTH) in January of 2012. In that capacity, he is responsible for all of CCDOTH professional engineering functions, including the programming, design, construction and maintenance of the County’s infrastructure assets which includes over 130 bridge structures, over 570 miles of roads, 350 traffic signals and 4 Maintenance Districts.
WWW.CONNECTINGCOOKCOUNTY.ORG
CONNECTING COOK COUNTY LONG RANGE TRANSPORTATION PLAN
American Council of Engineering Companies April 26, 2017
Department of Transportation and Highways BACKGROUND & HISTORY
76 Years Since Last Comprehensive Transportation Plan
1 Department of Transportation and Highways COUNTY ROADS vs. FULL NETWORK
Source: Cook County Department of Transportation and Highways Source: Chicago Metropolitan Agency for Planning, October 2012; Chicago Transit Authority, 2012; PACE, 2012; National Transportation Atlas Database, 2012.
Department of Transportation and Highways COUNTY ROADS vs. FULL NETWORK
2 Department of Transportation and Highways CURRENT REALITIES
. Transportation Must: • Support the Economy • Create More Livable Communities • Be an Integrated Multi‐Modal and Multi‐Purpose System . Numerous Agencies; Too Many Silos . Funding Mechanisms Not Keeping up with Inflation . Narrow Focus on Roads and Bridges
Department of Transportation and Highways PRESIDENT’S VISION
. Economic and Community Health Depend on Transportation . Time for Strong Leadership . County Uniquely Positioned . This Plan is a CALL TO ACTION
3 Department of Transportation and Highways CONNECTING COOK COUNTY
. Launched Plan in 2013 . Investigated Existing Conditions . Compiled Needs and Set Goals . Involved the Public . Consulted with Experts & Leaders . Created the Final Plan Approved by Cook County Board on August 3, 2016
NEEDS
WWW.CONNECTINGCOOKCOUNTY.ORG
4 Department of Transportation and Highways THE NEED
. Current Demand: • Over 5,000,000 Residents • 128,000 Businesses • 2.37 Million Jobs • 52 Million Visitors in 2015 in the City alone • 19.1 Million Trips Per Day • 925 Million Tons of Freight Moved Per Year valued at $1.3 trillion
Department of Transportation and Highways THE NEED High Demand for Daily Trips from Within the County
Total Number of Trips Per Day = Source: Chicago Metropolitan Agency for Planning, 2008 Travel Tracker Survey, 2010 19.1M
5 Department of Transportation and Highways THE NEED
Demands from being the Largest Freight Hub
Source: Chicago Metropolitan Agency for Planning 2014 Estimate and Metropolitan Chicago’s Freight Cluster: A Drill‐Down Report on Infrastructure, Innovation, and Workforce, June 2012
Department of Transportation and Highways PREPARING FOR FUTURE NEEDS
. Population Growth . Changing Demographics • Youth • Seniors . Job Growth . Technological 2040 Population Over 65 Developments
Source: Chicago Metropolitan Agency for Planning, GO TO 2040 plan
6 RESOURCES
WWW.CONNECTINGCOOKCOUNTY.ORG
Department of Transportation and Highways THE RESOURCES
One of the Largest and Most Extensive Public Transit Systems in the Country
7 Department of Transportation and Highways THE RESOURCES Extensive Highway and Truck Route Network 70% of Freight Moves by Truck in the Chicago Region, Creating 11 of the Top 20 Bottlenecks in the Midwest
Department of Transportation and Highways THE RESOURCES
. Multimodal System: • Transit • Rail • Roads • Sidewalks • Bike Facilities • Bridges . Provided by: • 168 Government Entities • Numerous Private Companies
8 PRIORITIES
WWW.CONNECTINGCOOKCOUNTY.ORG
Department of Transportation and Highways THE PRIORITIES
. Prioritize Transit and Other Transportation Alternatives . Support the Region’s Role as North America’s Freight Capitol . Promote Equal Access to Opportunities . Maintain and Modernize What Already Exists . Increase Investments in Transportation
9 Department of Transportation and Highways TRANSIT & ALTERNATIVES
. Improved Transit is Essential • Addresses Congestion • Meets Mobility Needs of those Without Cars . Alternate Modes are Critical to Connecting Residents to Schools, Stores, Work and more • Walking • Biking • Car Sharing • Ride Sharing
Department of Transportation and Highways FREIGHT CAPITAL
. Freight as an Economic Driver . Challenges . Competition . Must Make Plans, Policies and Investments • Retain and Strengthen Market Share • With Solid Public Benefits
10 Department of Transportation and Highways EQUAL ACCESS
. Services & Opportunities Not Equally Distributed . Disproportionately Affects African Americans and Residents of South Cook County . Fully Use Human, Transportation, Real Estate and Business Assets . Conducive to Business Expansion . Jobs More Broadly Accessible
Department of Transportation and Highways MAINTAIN & MODERNIZE
. Failure to Maintain Creates Long‐Term Issues . Bring Average Pavement Quality to “Good Condition” • Need $60M/Year for Next 10 Years . Use New Practices and Technologies to Improve Capacity
11 Department of Transportation and Highways INVEST
. Even with better and more collaborative spending practices, current revenues are not sufficient to adequately address the County’s transportation needs.
IMPLEMENTING THE PRIORITIES
WWW.CONNECTINGCOOKCOUNTY.ORG
12 Department of Transportation and Highways TRANSIT & ALTERNATIVES
Rosemont Station Transportation Center and Transit‐Oriented Development A Walk Along The 606
Department of Transportation and Highways TRANSIT & ALTERNATIVES
Skokie Valley Trail Bridge Over Lake Cook Road
Skokie Valley Trail
13 Department of Transportation and Highways FREIGHT CAPITAL
75th Street Corridor Improvement Project
Department of Transportation and Highways FREIGHT CAPITAL
Touhy Avenue Multi‐Modal Safety and Capacity Improvement Project
14 Department of Transportation and Highways FREIGHT CAPITAL
South Suburban Industrial Truck Routes
Department of Transportation and Highways FREIGHT CAPITAL
Trucking Bottleneck
Vollmer Road Viaduct Clearance
15 Department of Transportation and Highways EQUAL ACCESS
South Suburban Truck Routes
Department of Transportation and Highways MAINTAIN & MODERNIZE
Transit Priority on Expressways
16 Department of Transportation and Highways MAINTAIN & MODERNIZE
Central Road, Roselle Road, I‐90 Interchange
THANK YOU
Maria Choca Urban Director, Strategic Planning and Policy [email protected]
facebook.com/ConnectingCookCounty @connectingcook
WWW.CONNECTINGCOOKCOUNTY.ORG
17 Help Your Technical Professionals Become Business Development Rock Stars
Wednesday, April 26 – 9:00am – 10:15am
Presented by Jennifer Newman, Ignite Coaching & Consulting; Donna Corlew, C*Connect
Do you employ a doer-seller model of business development? Change how your technical professionals look at business development, and how your firm leaders look at BD performance. Uncover high-potential, BD Rock Stars you may already have on staff.
ABOUT THE SPEAKERS
Through her 20 years in the A/E/C industry, Jen has found that companies and individuals struggle when there is a lack of strategy, process, training and a coach in their corner. Her passion for educating technical professionals on how to succeed in business development provides greater career opportunties for the individuals and their firms with increased revenues.
Donna has almost three decades of experience marketing professional services, with concentration on management and direction of marketing and client development activities. An accomplished professional working in the architectural, engineering, and construction industry, she has helped to shape visions, develop strategies, position for growth, and connect with clients and the community where you work and live.
Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
How your Technical Professionals can become Business Development Rockstars
Jennifer Newman, CPSM Donna Corlew, FSMPS, CPSM
SETTING THE STAGE
“More Cowbell” Saturday Night Live Season25 Episode 16 © NBC © Broadway Video © SNL
www.smps.org 1 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
THE BAND
Jennifer “J‐YO” Newman
THE BAND
Donna “Rocker” Corlew
www.smps.org 2 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
THE BAND
ANDREW “Ringo” WEINBERG Franky “Mercury” Lippert
THE BAND
JASON “The Boss” VESUVIO KATE “Pipes” MULLANEY
www.smps.org 3 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTION
What is the Size of your firm? • 1‐25 • 26‐100 • 101‐249 • 250‐500 • Over 500
www.smps.org 4 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTION
What is your Role within your firm? • Principal • Technical professional with BD responsibilities • Strictly business development / marketing or blend of both
PART 1: INSPIRATION & INSTRUCTION POSITIVE, CREATIVE TECHNIQUES
www.smps.org 5 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTION
Check the Billboard: How consistently do your doer‐sellers really ROCK ‐ make the charts time after time? • Not even on the chart • Just making the top 100 • Climbing the charts
• We’ve got the number 1 single Janis Joplin
QUESTION!
Old Stuff vs. New Stuff: How amenable to learning new tunes are your seller/doer rockstars? • Only likes our classic tunes • Might learn a new song or two • Practice Makes Perfect • They transcend genres
Bruce Springsteen and Rage Against the Machine guitarist Tom Morello
www.smps.org 6 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
www.smps.org 7 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
Business Development Challenge
“The B/D Challenge was an especially fun method to hold us accountable for completing our monthly activities and encouraged friendly competition among our staff!” – Jason McCray, Project Manager
I both enjoyed and disliked the contest part of the training. I believe the point categories were brilliant and that they could and should be used as a template going We also brought out the competitive side with the BD forward for all employees. As an example, the various incentive contest. Participants learned quickly how categories played a role for BRPH being considered to easy they could fit relationship‐building activities into obtain the new client account for tenant fit out work. – their already busy schedules. – Lindsay Diven, Principal Ben Roberson, Team Manager
www.smps.org 8 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
“The BD activities challenged me to come out of my comfort zone” ‐ Kent Ponder, CEI Project Manager (now Vice President)
ROLE PLAY
www.smps.org 9 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
PART 2: RETURN ON INVESTMENT
MEASURING BD SUCCESS
QUESTION!
The Charts: Does your firm measure business development success? • Yes • No
Michael Jackson
www.smps.org 10 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
Everything is measurable
Flip utilization upside down
www.smps.org 11 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
The development of my personal BD plan encouraged me to think strategically about the activities I and the company needed to pursue towards winning the project, illustrating that relationships alone are inadequate for the win.” – Amy Tracy, Water Resources Specialist
Implement I often struggle with the internal argument Prioritize Something Every that it consumes valuable time where I could Day otherwise be “producing” something. The simple task of having to produce my Seek Feedback Involve Others personal BD plan forced me to stop and and Support think about what it really takes to win more work. -KarlSoderholm,VicePresident Take Time to Transfer Learning Reflect into Next Steps
www.smps.org 12 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
PART 3: REWARDS & RECOGNITION
SHOWCASING BD ROCKSTARS
QUESTION!
Talkin’ ‘Bout My Generation: Does your firm leadership celebrate or recognize BD contributions of the next generation of seller/doers? • Yes • No
The Who
www.smps.org 13 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
www.smps.org 14 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
Add image of card racks
Add Starbucks Card & $100 bill
www.smps.org 15 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
THANK YOU!
www.smps.org 16 Build Business: power:play July 31 – Aug. 2 , San Antonio, TX
QUESTIONS!
Jen Newman, CPSM, CEO Donna Corlew, FSMPS, CPSM Frank Lippert, FSMPS, CPSM Ignite Coaching & Consulting Chief WIT, C*Connect Founder/Partner, GO Strategies p: 904‐502‐9999 p: p: 503‐310‐2949 e: [email protected] e: [email protected] e: frank@go‐strategies.com w: www.ignitecoachconsult.com w: www.yourconnectedge.com w: www.go‐strategies.com
www.smps.org 17 Evolving P3 Markets: Current and Anticipated Changes
Wednesday, April 26 – 9:00am – 10:15am
Presented by Steve Niparko, Aon Risk Solutions; Jennifer Hara IP3; Jill Jamieson, JLL; Sallye Perrin, WSP|Parsons Brinkerhoff
As P3s gain traction across infrastructure markets, firms need to know various contracting alternatives, opportunities and challenges, risks and liabilities.
ABOUT THE SPEAKERS
Steve takes a strategic-minded business approach in the A/E/C industry and utilizes his legal and risk management career with public and private experience to maximize his clients’ business opportunities while balancing sound risk management and commercial practices. His work has included counsel for the development of major capital improvement projects, design and construction of international airports, urban redevelopment, US Superfund remediation sites, and more recently acting as advisor for P3 projects in the US and Canada in excess of $5B.
Deborah Brown is the Director of Alternative Delivery Advisory Services in the U.S. Advisory Services division at WSP|Parsons Brinckerhoff. She manages a team of professionals advising clients on implementation of Alternative Delivery/P3 and innovative financing solutions; technical advisory and infrastructure investor due diligence.
Jennifer leads IP3’s capacity building and consulting efforts focused on North America. Jennifer brings with her an intimate knowledge of PPPs in the United States and Canada, innovative financing programs of the US federal government, and an understanding of political decision making, international project finance, economic and strategic planning, and business negotiations and communications.
Jill joined JLL’s Public Institutions team in Washington, DC as a Managing Director. Jill’s successful infrastructure finance and P3 transaction experience encompasses work across multiple infrastructure sectors, including transportation (airport, port, road, rail, inland waterways, parking and multimodal); Water (drinking water, water/wastewater, and flood risk management); Energy (generation and distribution); Social infrastructure (schools, university facilities, healthcare/hospitals, justice complexes, government campuses); Environment; Municipal works; Urban development; and Tourism/resort development.