Doing Business with HDR Amber Williams Small Business Liaison Officer amber.williams@hdrinc.com 303-754-4297

About HDR 8,000 employees Employee-owned architectural, engineering and consulting firm More than 185 locations worldwide Ranked No. 13 among Engineering News-Record's 2009 "Top 500 Design Firms" Ranked as the No. 1 healthcare design firm by Modern Healthcare's 2009 "Annual Construction & Design Survey of Healthcare Architects" Work obtained from repeat clients: 80 percent Projects in all 50 states and in 60 countries

Federal Procurement Over 80 federal contracts with small business subcontracting goals Typical federal procurement includes things like Chemicals Facility design Fire protection Surveying Right of Way planning Cultural resources consulting Program management Engineering

Would you like to be passive or proactive? Signing up for our database Checking back periodically Waiting for your phone to ring Proactive Same steps as above, plus: Learning about HDR’s projects and clients Bringing an opportunity that fits our business model AND has subcontracting/teaming opportunities for your business to our attention – once the team is set, it is often too late to participate, so get on the team! It’s your choice!

How to stand out Bring something to the table Leverage the client relationships you have to set yourself apart – maybe you can offer HDR an opportunity Know the advantages of your SB certifications Know your industry Inquiring about a project early on tells us you are knowledgeable and proactive Be able to identify the types of large contracts we are interested in that also offer opportunities for you

Do your research Know us! www.hdrinc.com (particularly the Projects page) Know our contracts www.fpds.gov Find the opportunities www.fedbizops.gov

What do we buy? Services: Landscape Architecture Land Planning Project Management Engineering Consulting Architecture Fire Protection Surveying Mechanical Engineering Electrical Engineering Drilling

Top Tips for Vendors: HDR (and many other large corporations) is comprised of many, decentralized decision-making entities. Time is valuable – never ‘drop in’ on anyone, walk the fine line between persistent and a nuisance. Project managers are busy doing their jobs and don’t always have time to meet with companies they don’t know – use the SBLO. Good communication is critical – be complete when giving information about you. Advertising opportunities are everywhere!

Quick Dos and Don’ts Don’t: Lead with your diversity certifications. Do: Be clear about what you actually do. Mentioning small and diversity qualifications is fine – but it should be the icing on the cake. Don’t: Call any company to ask what they do Do: Take the time to review the corporation’s website before you call. What are the corporation’s challenges and how can your product or service help them solve those issues? Be prepared to explain what is unique about you and how you can help.    Don’t: Send a generic (or worse) presentation.  I received a presentation that had a competitor’s name on every page and how that supplier would help my competitor grow. That presentation quickly went into the recycle bin.   Do: Alter and personalize it based on the research you have done about the firm you are contacting.    

Register with Central Contractor Registration Check out www.sba.gov Supplier Checklist Register for the HDR SB Database https://www.hdrinc.com/markets/federal/small- business-profile-form Register with Central Contractor Registration Check out www.sba.gov Watch for projects that may be of interest to both companies – teaming opportunities!

Thank you! Amber Williams Small Business Liaison Officer Amber.Willias@hdrinc.com 303-754-4297