2004 4TH QUARTER SUMMARY – Washington, DCPresented at MENDENHALL SMITH principals meeting – 10/26/04

OFFICE TOUR – lobby

OFFICE TOUR – reception

OFFICE TOUR – production

OFFICE TOUR – engineering department

OFFICE TOUR – library

OFFICE TOUR – president’s office

Herman Miller Aeron Chair(mandatory) DC business suit

OFFICE TOUR – accounting office

OFFICE TOUR – file storage

RECRUITING SUMMARY

9/30-10/1 – BYU

10/18-19 – K-State

11/8-9 – Penn State

Univ. of Maryland?

Cal Poly?

UNR?

Top BYU picks

•Jared Plank (Dec)

•Robert Tuttle (Apr)

•Blake Ungren (Apr/dc?)

Top K-State picks

•Mike Neufeld (Dec)

•Sarah Woodard (Apr)

JWA assignment: need to send offers to Jared & Mike ASAP / get our info to Univ. of MD

DC OFFICE MARKETING SUMMARY

Marketing Highlights:

•Sep/Oct – Initial letters & follow-up phone calls

•10/14 – NAIOP event & follow-up

•10/19 – Kansas City trip

•10/20 – AIA event(s) & follow-up

JWA assignment: need to continue follow-up w/ phone calls & e-mail

DC OFFICE MARKETING SUMMARY

Bushey Feight Morin (Hagerstown, MD)

•Met with Brent Feight, AIA, Principal

•17-person firm

•50% private work

•50% public work – mostly schools

•Very busy – looking to hire 3 new architects

DC Strengths:

•Close proximity to their office

•Strong first impression

•Strong background in public work sector

DC (potential) weaknesses:

•Need to compete with firm that they’ve used for 20 years, but that will be possible, depending on our fees

•Need to check in to minority firm status

JWA assignment: need to follow-up w/ e-mail

DC OFFICE MARKETING SUMMARY

HOK Sport

•Met with David Ficklin, soccer market

leader, in Kansas City

Have known Jerry Anderson & Todd Barnes

for 7+ years

•200-person office in Kansas City

•Offices in Denver and internationally

DC Strengths:

•History of performance with Superbowls

•Proximity to Their DC office

•Potential new baseball stadium

DC (potential) weaknesses:

•No stadium-specific experience … yet

JWA assignment: send regular stadium updates & finalize Superbowl contract

DC OFFICE MARKETING SUMMARY

Clark Construction (Bethesda, MD)

•Met Jeanne Sundstrom, Business Development

at NAIOP event

•One of the largest contractors in the DC area

JWA assignment: find out if Mick Mizell is still an employee and make add’l contact

DC OFFICE MARKETING SUMMARY

InterSpec (Vienna, VA)

•Met Debbie Chen, Business Development, at

NAIOP event

•Primarily an interiors / T.I. design firm

DC Strengths:

•Offer small firm mentality to get their smaller type of projects

completed quickly

JWA assignment: schedule meeting and/or send portfolio

DC OFFICE MARKETING SUMMARY

The Peterson Companies (Fairfax, VA)

•Met Jeffrey Resetco, Manager of

Design & Construction, at NAIOP event

(also a former classmate at NC State)

•Lunch scheduled for Nov 4 with him and other

architects he works with

DC Strengths:

•Push large project and mixed use experience

•Have know Jeffrey for 8+ years

DC (potential) weaknesses:

•Do not have large local staff … yet

JWA assignment: lunch w/ Jeffrey, etc. and then set up meetings with other architects

DC OFFICE MARKETING SUMMARY

Group Goetz Architects (Washington, DC)

•Met Marisa Leshinsky, business development, at

NAIOP event

•Very well known, reputable and award-winning national firm

•Immediately after follow-up e-mail, she returned my message with a phone call to schedule meeting with office principals

•Scheduled presentation for Nov 3

DC Strengths:

•Strong first impression

•Connection to Las Vegas office for potential MGM project

JWA assignment: prepare powerpoint presentation for first meeting (use for LV firms?)

DC OFFICE MARKETING SUMMARY

D/B/I (Washington, DC & Alexandria, VA)

•Met Michael Hartman, AIA, Principal, at NAIOP event

•Approximately 70% T.I. and 30% new construction

JWA assignment: try to schedule meeting at their offices

DC OFFICE MARKETING SUMMARY

Bennett Frank McCarthy Architects (Takoma Park, MD)

•Met Larry Frank, AIA, Principal, at AIA event

•Smaller, award winning firm that does a lot of custom residential and some private commercial work

JWA assignment: return phone call & meet at future AIA events

DC OFFICE MARKETING SUMMARY

WMCRP Architects (Landover, MD)

•Met Michal Poness, AIA, Principal, at AIA event

•Mid-size firm

JWA assignment: meet at future AIA events

DC OFFICE MARKETING SUMMARY

MV+A Architects (Bethesda, MD)

•Met Allen Mushinsky, AIA, Principal, at AIA event

•Large firm specializing in mixed-use and retail

DC Strengths:

•Experience in large scale projects

DC (potential) weaknesses:

•Need to compete with their existing structural engineers

JWA assignment: follow-up phone call to schedule meeting in their offices

DC OFFICE MARKETING SUMMARY

Steven J. Karr, AIA (Rockville, MD)

•Met Steven Karr, AIA, Principal, at AIA event

•Small firm

JWA assignment: return phone call & meet at future AIA events

DC OFFICE MARKETING SUMMARY

NSArchitects (Silver Spring, MD)

•Met Allen Neyman, AIA, Principal, at AIA event

•Smaller firm with commercial portfolio

JWA assignment: return phone call & meet at future AIA events

DC OFFICE MARKETING SUMMARY

Pleasants Development (Clarksburg, MD)

•Have known Don Pleasants, President, and Jerry Connelly, Vice President, for 3+ years

•JWA has contract as Town Architect for large mixed-use development

DC Strengths:

•Opportunity to recommend other architecture firms for future work

DC (potential) weaknesses:

•Need to make sure that architecture & structural engineering are kept separate in their mind

JWA assignment: look for opportunities to give work to other architects

DC OFFICE MARKETING SUMMARY

Accu-Crete, Inc.

•Met with Andy Dickey on September 14 to review our firm’s work and introduce the DC office

DC Strengths:

•Benefits from good work performed by Las Vegas office

DC (potential) weaknesses:

•May require support from Las Vegas office for PT work

JWA assignment: follow-up with e-mail and/or phone call

DC OFFICE projects completed

Rancho Courtyard Mezzanine

Kimmell Residence

Bostedt Casita

Antonello Elementary School

Darnold Residence

JWA assignment: complete invoicing for Kimmell, Bostedt & Darnold

DC OFFICE current projects

Superbowl XXXIX

Brandywine Office Building

Lang Residence

Aleman Residence

Paradise Ranch Apartments (with LV)

Robindale Retail (with LV support)

Other work from LV office?

JWA assignment: complete work & discuss LV projects

FOLLOW-UP(S) / NEXT MEETING

•JWA will be back in Las Vegas mid-November

•December meeting?

•John Simko involvement?

•JwA will continue to assist with recruiting efforts

•JwA will continue to assist with marketing efforts

JWA assignment: send itinerary to LV principals