Tips for working w Architects and Engineers

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Tips for working w/ Architects and Engineers
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Agenda

• References and Preparation
• Key Players
• Basics of the Bid Process
• Solution selling
• Adding value to the customer
• Networking opportunities.
• Best practices

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Reference Materials

• NFPA 72 National Fire Alarm and Signaling Code,
  2010 Edition
• NFPA 101-Life Safety Code
• NEC 70-National Electrical Code
• Local codes or ordinances (CFSM, MEA)
• U.L. 864 9th Edition

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Additional References

• Guide for Proper Use of System (spot type) Smoke
  Detectors, System Sensor.
• Guide for Proper Use of Smoke Detectors in Duct
  Applications, System Sensor.
• Guide for Proper Use of Projected Beam Smoke
  Detectors, System Sensor.
• Audible/visual Compliance Reference Guide, System
  Sensor.
• Difficult Environment Smoke Detector
• Laser Technology Smoke Detection

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Personal Preparation

• Licensed by the State
• NICET II to install
• NICET III to sell or plan
• Commit to being a Fire Protection Professional

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The Players

• The Contractor
• The Engineer
• The Architect

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The Contractor

• The Tip of the Spear
• Design resource
• Provides Real World experience
• Provide an interface between the customer, design
  team and the AHJ

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The Engineer

• Mechanical Engineer designs the sprinkler and
  the HVAC system
• Electrical Engineerdesigns the fire alarm system
  when one is required same Company?
• Overlap occurs in Life Safety systems, monitoring
  functions, reporting systems, mechanical and
  electrical equipment control

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The Architect

• Conceptualizes project
• Designs building aesthetically
• Evaluates samples of almost everything
• Hires Structural, Mechanical, and Electrical
  engineers
• Acts as the owners representative

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The Bid Process Basics

• Start with a search for a specification /
  opportunity
• CSI.Construction Specifiers Institute
  Section 28-Fire Alarm
• AIAAmerican Institute of Architecture
• Additional resources for opportunities to bid
• Dodge Reports
• CMD...Reed Construction Data
• Dodge Plan Room
• News paper

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The Bid Process

• Acquire a set of plans.
• On Line with a service
• Dodge Plan Room, or CD-Rom
• Reed Construction Data off a CD-Rom
• Reed plan room
• Invitation to Bid

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The Bid Process

• After careful review of the specification answer
  some simple questions
• What panel manufacturers and equipment are
  specified?
• Do I have access to the specified equipment?
• Is the Architect/Engineer willing to accept
  equivalent equipment for their specification?
• Does the Specification meet Code?

A literal interpretation of the spec can be a
double edged sword
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The Bid Process

• The Take-Off
  What and how
  much equipment do I need for the job?
• The Estimate
  What are Material
  and Labor Costs?
  What Profit margin do I want to make?
• The Bid
  After
  answering the above questions the initial price
  presented to the customer

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Negotiated Job

• Negotiated Jobs can be higher quality
• Engineer designs Specifies
• Contractor works with Engineer
• Best equipment used
• Results in a service contract

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Government Projects

• Interpret the specification literally
• Beware of HIDDEN labor costs
• GET EVERYTHING IN WRITING

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Solution Selling

• What is it?
• What is my skill set?
• What are the customers needs?
• Have I looked at the Big Picture?
• Think outside the box!!!

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Adding Value for the Customer

• Know your strengths and play to them
• KNOW THE CODE!!!!
• Be a trainer
• Be professional
• Be a source of knowledge
• Be DIFFERENT

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Networking Opportunities

• SFPE Chapter meetings
• AIA events
• Alarm Association events
• BOHMA
• Construction Associations
• Local FPE and Engineering events

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Best Practices Discussion

• DO
• Be proactive
• Be Professional
• Build long term relationships
• DONT
• Be afraid to try something new
• Be Confrontational

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Thank you for attending the 2009 Farenhyt
Distributor Conference!

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