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Vision Plan 2011-2016 Business Development Targeted Efforts

1. Existing Clients: (“Schedule visits with our clients regularly”) List to be included

2. Expand into Markets: (“Expand our marketing outside of current geographies”) Maryland

1. Baltimore and Montgomery Counties (a) Identify political contacts(b) Prince George County Identify political contacts

Philadelphia Chicago New Jersey/New York

1. Newark NJ - Brick City Development – arm of econ. dev.2. Rutgers University and other Higher Ed institutions3. Establish relationships with local firms and firms we have worked with before

Georgia1. GDOT2. Gwinnett Co3. City of East Point4. Douglas County5. Chatham Co.6. DeKalb Co

How do we do work in these markets? Which services can we easily transport? Which agencies and what certifications do we need to get /do we have?

3. Organizations: (“Attend industry functions to achieve higher exposure ”)

Society of Marketing Professional Services (SMPS) WTSACECCMAADetermine select sponsorship involvement in key organizations

4 Conferences to attend: SMPS CMAA

MARKETS

5. Transportation: (“team/prime with major transportation players”)

Dewberry Jacobs AECOM

Leslie A. Williams

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Vision Plan 2011-2016 Business Development Targeted Efforts

RKK Whitney Bailey TY Lin Parson Brinkerhoff URS Transystems AECOM HNTB Kimley Horn Halcrow Black & Veatch Arup Balfour Beatty HDR

6. Water/Wastewater: Identify firms

7 Building and Land Development: Hughes Group HOK Quinn Evans Studio 27 Zavos Architects Deveraux-Purnell Smallwood Reynolds Stewart & Stewart Lyman Davidson Dooley Jumper Carter Sease Rosser International CNNA VOA Smith Group (healthcare) Zimmer Gunsell Frasca (eduation/healthcare) Perkins Eastman Gensler Cannon (healthcare) HDR (healthcare, education and transportation) Perkins + Will SOM Thornton Tomasetti (structural)

8. Developers: North Island Keenan Developers

Leslie A. Williams

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Vision Plan 2011-2016 Business Development Targeted Efforts

Clark Forest City General Growth Properties Kimco

9 Private Clients/Universities/Etc Stevenson University Georgetown University George Mason Rutgers (NJ/NY) NYU (NY but building here) University of Chicago (uses firms outside of Chicago) Smithsonian Institute

10. Construction Firms (Design Build)/PM/CM Walsh (new in DC) Tolbert Construction Mortenson Bovis Lend Lease Centennial Contractors Enterprise Century Engineering Hayes Construction Co J. Vinton Schafer & Sons Hess Construction Rummel Klepper & Kahl EA Engineering Whiting Turner Fluor Gilbane Turner Arcadis STV

11. Federal Market: GSA Courthouse experience: GSA Schedule

1. Outline effort Connect with firms that do Federal work

1. HDR2. Parsons3. PB4. Balfour Beatty

DOD

Leslie A. Williams

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Vision Plan 2011-2016 Business Development Targeted Efforts

12. Public Private Partnerships Balfour Beatty (Bob Fewe) URS (George Tapas)

13. Healthcare

14. Higher Education

15. Politics How are we connected locally? How are we connected nationally?

16. Rebranding Efforts: When do we start effort? Marketing materials Social Media : Facebook

Leslie A. Williams