November 13, Original Proposal Submission Due Date: December 03, 2013 (2:00 p.m. EST) ADDENDUM #1

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1 CHRIS CHRISTIE Governor KIM GUADAGNO Lt. Governor DEPARTMENT OF THE TREASURY DIVISION OF PURCHASE AND PROPERTY PROCUREMENT BUREAU PO BOX 230 TRENTON, NJ November 13, 2013 ANDREW P. SIDAMON-ERISTOFF State Treasurer JIGNASA DESAI-MCCLEARY Director To: All Interested Bidders Re: RFP 14-X Business Lead /Qualification Consulting Services: BAC Original Proposal Submission Due Date: December 03, 2013 (2:00 p.m. EST) ADDENDUM 1 The following constitutes Addendum 1 to the above referenced solicitation. This addendum is divided into the following parts: Part 1: Answers to questions. Part 2: Additions, deletions, clarifications and modifications to the RFP It is the sole responsibility of the bidder to be knowledgeable of all of the additions, deletions, clarifications, and modifications to the RFP and/or the New Jersey Standard Terms and Conditions relative to this RFP as set forth in all addenda. All other instructions, terms, and conditions of the RFP shall remain the same. New Jersey Is an Equal Opportunity Employer Printed on Recycled and Recyclable Paper

2 PART 1 Business Lead /Qualification Consulting Services: BAC Proposal Number 14-X Answers to s Note: Some of the questions have been paraphrased in the interest of readability and clarity. Each question is referenced by the appropriate RFP page number(s) and section where applicable. Page RFP Section Reference 1 - General Has the Business Action Center worked with outbound phone companies in the past to accomplish the work required in this RFP? The Business Action Center (BAC) has worked with lead development consultants that have conducted lead qualification services on our behalf. These services have been completed using outbound calls to company officials. 2 - General Is a small business eligible to submit a response to this proposal in the role of a prime contractor? Small businesses are welcomed to submit a proposal in correspondence with this RFP. 3 - General Please assist me in finding the Sole Source Procurement: Garden State Office Systems & Equipment advertisement on the following site: This request has been deemed irrelevant to this procurement. 4 - General Has the State of New Jersey undertaken any kind of benchmarking with other states in terms of approaches to economic/regional development? If yes, is there a report available to review? The State has undertaken benchmarking with other states, but will not provide reports on approaches to economic and regional development. However, there are a number of economic development organizations that can provide these types of resources (i.e. the International Economic Council, the Northeastern Economic Association and the Economic Association). 5 - General Does the State of NJ have specific priority areas and are there sector priorities within the list of key sectors identified in the RFP? Please refer to Section 3.4 of the RFP. 6 - General Are there accurate statistics on the current rates of attrition, retention, and expansion of businesses for the State on a sector and regional basis? This information is not currently available. 7 - General Has the State of NJ utilized proactive lead identification and business development previously? If yes, how successful was it? Do statistics exist? If not, how has NJ approached business development in the past? The State has utilized successful proactive lead identification and business development in the past. The State will not provide statistics on previous development projects.

3 Page RFP Section Reference 8 - General Will the contractor need to augment an existing team of state officials already engaged in the identification and development of leads? If so, to what extent, how many State of NJ staff are engaged today, and what are their roles? The State currently charges multiple teams comprised of business advocates with the purpose of identifying/developing business leads and creating business outreach programs. The intent of this RFP is to solicit Business Consultants to provide lead development/qualification services to complement the current work of these teams. Additional information will be provided to the contractor. 9 - General Is this business development project part of a wider set of projects that are ongoing or planned within the State of NJ? If yes, please provide details. Information regarding additional projects will be provided to the contractor General Will the successful contractor be expected to work from State of NJ offices? If yes, please provide the location. The contractor is not required to work from State offices nor is it required to be located within the state General How does the contractor s work relate to the work of Choose New Jersey? Are there any overlaps or areas where collaboration with Choose New Jersey is required / expected? The purpose of this RFP is business retention & expansion lead generation, while Choose NJ develops business attraction lead generation. The contractor will not collaborate with Choose NJ efforts Cover What exactly does "Sub-contracting Only," mean on the front page of the RFP in the Small Business Set Aside box? Please refer to Section and Section of the RFP Contract Specific Definitions/Acronyms Scope of Work Can you provide a definitive definition of what constitutes a BRE Project Opportunity? Please refer to Section 2.2 of the RFP. Is the scope of the contractor s work solely focused on retention and expansion of existing NJ companies or does the scope include attraction of new companies as well? The Scope of Work identified in Section 3.0 of this RFP focuses on retention and expansion of existing New Jersey companies Scope of Work Does the scope of the contractor s work include producing (i.e. organizing) events and attending events organized by other organizations? The contractor will not be required to produce/organize or attend events organized by the Business Action Center or other organizations At what point does a BRE Project Opportunity transfer status from being a Prospect? Please refer to Section 2.2 of the RFP.

4 Page RFP Section Reference Once a Prospect becomes a BRE Project Opportunity, will the contractor hand over responsibility for progressing the lead to the relevant State of NJ official. Once a Prospect becomes a BRE Project Opportunity, the contractor shall transition the lead to the designated State official Based on the criteria listed for the, what type of data should comprise the list (i.e. number of locations, lease expiration, list source, and any other specialized information)? a. Evaluation indicators should include, but are not limited to: 1. Company Sales, 2. Company Employment, 3. Growth indicators, 4. Number of company locations, 5. Company size, 6. Lease expirations, 7. Events that indicate expansion or consolidations (such as mergers and acquisitions; and 8. Executive changes, technology development and overall industry trends) Is there already a database of leads that the successful contractor will be able to utilize as a starting point for the work? There is currently no database available. What is the requirement for national/out-of-state and international lead generation? Does the scope of the work include targeting companies that are currently out-of-state? The Scope of Work identified in Section 3.0 of this RFP focuses on retention and expansion of existing New Jersey companies (g) For the three (3) domestic conferences and events per year, what is the expected location of these and how many of these conferences and events will be held in the State of NJ? Depending on the hosting organization, the location of these conference/events varies each year. History has shown that a majority of these conferences are held out-side of New Jersey Weekly Telephone Conference and Additional Meetings Editorial Placement & Media Relations Per Section 3.4.2(g), how is the State of NJ expecting to measure the performance of the contractor? Please refer to Part 2 - Additions, Deletions, Clarifications and Modifications to the RFP, 2 of this Addendum for additional information. Please confirm the level of need for each specification outlined in the Editorial Placement & Media Relations Services portion of the RFP? Bidders should outline the level of service that will be provided to complete the identified tasks associated with Section 3.5 of the RFP at an annual maximum budget of $15,000.

5 Page RFP Section Reference Special Meetings and Events Services Does the scope of the contractor s work include scheduling AND attending meetings with companies or is the scope limited to just scheduling the meetings? Is it intended that the contractor represents the State in discussions with companies? The contractor shall qualify participants and invite them to designated special meetings/events. The contractor is not required to attend any special meetings and/or events Special Meetings and Events Services Special Meetings and Events Services Prospective Public Relations and Outreach Plan (PPROP) What is the objective for the three (3) domestic conferences and events per year? The objective of special meetings and events is to generate qualified business retention and/or expansion lead and opportunities. Who is the target audience for the events and conferences? Is it business executives (i.e. decision-makers) or is it facilities and real estate managers? The target audience for events and conferences related to the Scope of Work provided in this RFP are c-level decision-makers. With respect to public relations and events, does the $25,000 annual cost represent a minimum or a maximum? Bidders should note that while no overall budget for the work required by this RFP will be provided to bidders, the BAC does estimate that public relations activities should account for a maximum of $15,000 annually and special meetings/ event services activities should account for an additional maximum of $10,000 annually. Please refer to Section of the RFP for additional information Prospective Public Relations and Outreach Plan (PPROP) Should the cost for public relations and events be included in the bidder s price schedule? If this cost is not hourly based, where should the costs for this be shown? Bidders shall provide an anticipated annual budget for all activities presented within the Prospective Public Relations & Outreach Plan (PPROP). The bidder shall include a breakout of services and projected hours for each activity that must be based on the labor categories and all-inclusive hourly rates provided with the bid proposal. Please refer to Section of the RFP for additional Information Small Business Subcontracting Set- Aside Contracts If a small business is registered as a qualifying small business with the New Jersey Division of Revenue, Small Business Enterprise Unit, and has no intent to subcontract the work required in the RFP, does the company still have to meet the set-aside subcontracting goals? Small Business subcontracting for this solicitation is a goal and not a requirement; however, All bidders intending to use a subcontractor must submit a completed Subcontractor Utilization Plan. Please see the State of New Jersey, Division of Purchase and Property s Subcontractor Forms which includes the Subcontractor Utilization Plan form. Also, please refer to Section , and Section of the RFP.

6 Page RFP Section Reference Program Efficiency Assessment Should the Program Efficiency Assessment of 0.25% be included in the price schedule? The Program Efficiency Assessment refers to a cost between the Using Agency and the Division of Purchase and Property which shall not be reflected in a bidder s cost proposal.

7 PART 2 Business Lead /Qualification Consulting Services: BAC Proposal Number 14-X Additions, Deletions, Clarifications and Modifications to the RFP Page RFP Section Reference (g) Preliminary Lead Generation Plan Additions, Deletions, Clarifications and Modifications Section 3.4(g) has been modified to the following: (g) The contractor shall revise the Preliminary Metrics Plan (PMP) submitted with its proposal and develop a final PMP, subject to approval by the State Contract Manager, in which the finalized PMP is presented based on the decisions and recommendations from the preliminary plan submitted with bid proposal and project launch meeting. The PMP shall be submitted to the State Contract Manager within 5 business days of project launch meeting. Section has been modified to the following: Preliminary Lead Generation Plan The bidder shall provide a Preliminary Lead Generation Plan that should serve to demonstrate to the State that the bidder s suggested Lead Generation/Qualification program is realistic, attainable, and appropriate and that the proposed plans will lead to successfully increasing BRE lead opportunities for the State. At a minimum, the plan must provide the number of companies that can be expected to be provided for each of the following: a) Companies that will be included in the target company list; b) Identification of companies as leads per industry sector; c) Leads generated per industry category per month; d) Scheduled appointments expected per month; and e) As needed, the contractor shall schedule appointments for qualified leads and prospective leads for up to three conferences. f) (f) The bidder must develop and provide a preliminary metrics plan for monitoring, tracing, and measuring the results of the services to be provided in Section 3.4 of this RFP. For additional information, please reference Section 3.4 of the RFP. New Jersey Is an Equal Opportunity Employer Printed on Recycled and Recyclable Paper