Understanding the AEC Workflow

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Understanding the AEC Workflow

• Concept to Closeout

Jim Inzeo Adenium Systems
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How many of you have asked these questions?

• Can I get an opportunity to quote on the printing
  for your next project?
• We have the best quality, service, and price.
  Why dont you try me on your next project?
• We have a new on line document management system,
  when can I come in and show you?

3
Agenda

• Building lifecycle overview
• Players involved
• How to insert yourself in the process
• Q/A

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Building Lifecycle

• Concept, Idea
• Programming
• Design
• Bid
• Build
• Closeout/Turnover
• Operation
• Demolition

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Concept/Idea

• Business Issues
• Dissatisfaction
• Money to invest
• Disaster rebuilding

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Programming

• Site Selection
• Design team selection
• Municipal approval

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Programming Players

• Owner
• Owners Representative
• Developer
• Architect
• Surveyor

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Design

• SD- Schematic Design
• DD- Design Development
• Permit sets
• CD- Construction Documents

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Design Phase Players

• Owner
• Owners Representative
• Developer
• Architect
• Surveyor
• Consultants (Structural, Mechanical, Electrical,
  Plumbing, Civil, Landscaping, etc.)

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Design Phase Repro Opportunities

• Large Format color
• 3-D Printing
• Design collaboration
• Information Management
• Document distribution

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Bid Phase

• Finalize bidding documents
• Locate/select bidders
• Prequalify bidders
• ITB
• Monitor bid coverage
• Review and analyze bids
• Award contracts

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Bid Phase Players

• Project Manager
• Estimator(s)
• Project Coordinator
• Risk Management
• Subcontractors

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Bid Phase Repro Opportunities

• Organizing Bid Packages
• Invitation to Bid
• Document Distribution
• Addenda Notification
• Deposit cards/checks
• Manage Return sets

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Construction Phase

• Construct Building to Specifications
• Manage Change Orders
• Maintain Construction Schedule
• React to The Unexpected

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Players

• Project Manager
• Project Coordinator
• Project Engineer
• Superintendent
• Architect/Consultants
• Owner
• Subcontractors

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Key Players Needs

• Project Manager
• Access to information
• Keep project on schedule
• Manage RFI workflow
• Manage submittal workflow
• Communication
• Manage job meetings
• Subcontractor pay requests

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Key Players Needs

• Project Coordinator
• Access to information
• RFI workflow
• Submittal workflow
• Organization
• Distribute meeting minutes
• Dunning Letters

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Key Players Needs

• Project Engineer
• Access to information
• Keep project on schedule
• RFI workflow
• Submittal workflow
• MEP Coordination

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Key Players Needs

• Superintendent
• Schedule, schedule, schedule
• Access to information
• Conflict resolution
• Orchestration

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Key Players Needs

• Architect/Consultants
• Access to information
• Answer RFIs
• Review submittals
• Observation reports
• Punch list

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Key Players Needs

• Owner
• Access to information
• Change order management
• FFE

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Key Players Needs

• Subcontractors
• Submittals
• Ordering Equipment
• MEP coordination
• Schedule

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Construction PhaseRepro Opportunities

• Information Management
• Scan and Upload
• RFI/ASI
• Submittals, Shop Drawings, Door Schedules
• Meeting Minutes
• CBs, COs, PCOs, VE Changes, etc, etc.
• Document Distribution

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Be The Hub
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Risk Factors

• Mistakes/Re-work
• Delays
• Incorrect Materials
• Cash Flow
• Work Stoppages
• Safety
• Weather

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Sales Risk Minimization

• How can you help to limit
• Mistakes/Re-Work?
• Incorrect Materials?
• Delays?
• Cash Flow issues?
• Work Stoppages?
• Safety?
• Weather?

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Remember our questions?

• Can I get an opportunity to quote on the printing
  for your next project?
• We have the best quality, service, and price.
  Why dont you try me on your next project?
• We have a new on line document management system,
  when can I come in and show you?

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Do any of these people care?
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NOPE!!!!
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How Do You Proceed?

• Understand the players and what is important to
  them.
• Understand the risk factors and how you can lower
  their risk.
• Understand where you can add value to the
  project.

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How Do You Proceed?

• Refine your message
• Your business is changing
• Our business is changing
• What we can provide is changing

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Sales Guidelines

• Telling is not Selling - Brian Tracy
• Dont Show up and Throw up - Jerry Stapleton
• The Creator gave you 2 holes to take in
  information and one to give it out. You should
  use them in that proportion. Napoleon Hill

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Summary

• Understand who the key players are and what is
  important to them.
• Treat this as a career, not a job.
• Expand your breadth of services to assist in the
  entire building lifecycle.
• Make your customers more productive.

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Questions?
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Thank You