DOING BUSINESS WITH LAWA WORKSHOP LOS ANGELES WORLD AIRPORTS

DOING BUSINESS WITH LAWA WORKSHOP LOS ANGELES WORLD AIRPORTS Rev. 03/2023

Los Angeles World Airports In 2022, airlines served 65.9 million passengers In 2021, airlines served 48 million passengers In 2020, airlines served 28 million passengers (#5 in US) In 2019, airlines served 88 million passengers (#2 in US) Van Nuys Airport – one of the world’s busiest General Aviation airports Dedicated to non-commercial air travel LA/Palmdale - LAWA owns and maintains the Palmdale Land Holdings, previously an FAA-certified airport 2

Workshop Overview Business Opportunities Competitive Processes Concessions Registering Business on RAMP Assistance Programs Certification Administrative Next Requirements Steps 3

Business Opportunities LAWA procures almost 400 million annually in Request for Bids (RFBs): Goods and Equipment Materials and Supplies Non-professional services. LAWA has administered over 14 Billion in Request for Proposals (RFPs): Construction Projects (Planning & Development Group) Professional Services including On-Call contracts. 4

Request For Proposals (RFP) A Request for Proposal is used for the competitive procurement of the following: Capital Projects (Terminals, Runways, Railroads, etc.) Professional Services (Engineering, Architectural, &/or Environmental Services, etc. The award is based on the winning score according to the selection criteria which may include: Concept Experience Cost Etc. RFP’s can be for individual items, services, or contracts. 5

Important RFP Information to Note DUE DATE (COVID-19 info) There are no exceptions to the stated Due Date and Time RFP proposal submittal must be uploaded through Box Upload instructions are located on RAMP RFP page. QUESTIONS & CLARIFICATIONS Must contact the designated LAWA Project Manager for RFPs. AUTHORIZATION RFP must be signed by someone authorized to encumber the bidding/proposing company. PRE-PROPOSAL MEETINGS Non-mandatory. 6

Additional RFP Requirements COMPLETION OF DOCUMENTS Any Worksheets and Administrative Requirements must be filled out as directed and returned complete, in the order received. Failure to do so may invalidate RFP. BE CAREFUL Be sure to read and complete the RFP documents accurately. Failure to do so may invalidate your RFP. 7

Construction Forecast Report (LAWA Development Group) See Contracts and Procurements Document: https://www.lawa.org/lawa-businesses/lawa-current-opportunities For questions, contact [email protected] 8

Request For Bids (RFB) A Request for Bid is used for the competitive purchase of the following: Goods Equipment Non-professional services. The contract award is made to the lowest priced bid that is deemed to be: Responsive – accurate completion of the bid Responsible – determined to be capable of meeting the specifications. Bids can be for individual items, services, or contracts from 1 to 5 years in duration. 9

Important RFB Information to Note DUE DATE (COVID-19 Info) There are no exceptions to the stated Due Date and Time RFB bid submittal must be uploaded through Box Upload instructions are located on RAMP RFB page. QUESTIONS & CLARIFICATIONS Must contact the designated LAWA Procurement Analyst via email for RFBs. AUTHORIZATION RFB must be signed by someone authorized to encumber the bidding/proposing company. PRE-BID MEETINGS Mandatory vs. Non-mandatory. 10

Additional RFB Requirements COMPLETION OF DOCUMENTS Bid, Worksheets and Administrative Requirements must be filled out as directed and returned complete, in the order received. Failure to do so may invalidate RFB. PAYMENT TERMS Discount terms of 25 days or more can impact your RFB evaluation. DEVIATION FROM SPECIFICATIONS When allowed, bidders desiring to quote on any other comparable make/brand must indicate make/brand and model name/number. BE CAREFUL Be sure to read and complete the bid documents accurately. Failure to do so may invalidate your RFB. 11

Soliciting Bids and Proposals All City of Los Angeles RFB/RFPs are available on: The Los Angeles Regional Alliance Marketplace for Procurement (RAMP) web site: https://www.rampla.org 12

Current/Future Construction Opportunities Keep an eye out for subcontracting opportunities under Skanska USA Civil for work on Roadways, Utilities & Enabling (RUE) Project at LAX http://bit.ly/rueplanroom 13

LAWA Concessions Overview What is a concession? An Airport Concession is defined as: A. B. Business located at the Airport engaged in the sale of consumer goods or services to the public under an agreement w/ 1) the Airport, or 2) another Concessionaire Business conducting one or more of the following activities (even if it does not maintain an office or store at the Airport, as long as activities take place at the Airport): o o o Managing contracts and subcontracts (e.g. Terminal Commercial Manager / URW) Web-based or other electronic business where passengers can access in the terminals (e.g. WiFi) Advertising business providing displays or messages to the public at the Airport (e.g. JCD) Does LAWA manage all concessions at LAX? Yes, using two (2) concession management models – 1. Direct management for airport-wide concession services (currency exchange, luggage carts, etc.), and for Food & Beverage and Retail concessions in Terminals 4, 5, 7, and 8. 2. Via Terminal Commercial Manager (TCM) for Terminals 1, 2, 3, 6, and TBIT. 14

LAWA’s Current Concession Operators 15

LAWA Concession Opportunities How do I get my business at the airport? Concessions are selected via an open competitive solicitation basis (aka Bid/Award process, e.g. RFB, RFP, etc.). To be notified of any opportunities, interested parties may: Register with the LA City website (rampla.org) Reach out to LAWA’s Terminal Commercial Manager, URW, to learn more about opportunities available in terminals managed by the TCM (Terminals 1, 2, 3, 6, and TBIT). Other than an RFP issued by LAWA, how can I get my business at the airport? Educate yourself on partnership opportunities. Airport Concessions Disadvantaged Business Enterprise (ACDBE) is a certification your business may qualify for. Educate yourself on concession companies and research their ACDBE opportunities. Competitive Evaluation Process (CEP) through TCM. 16

LAWA Concession Timelines When do LAWA concession agreements expire? LAWA direct F&B and retail concession agreements expire on 6/30/25 Service agreements have various expiration dates (e.g. ATM, luggage carts) Depending on the agreement, there may be an opportunity to extend the agreement (case by case basis). Unit Concession Agreements (UCAs) managed by TCM have various expiration dates. How long are LAWA concession agreements? The average term for a concession agreement is up to 10 years. 17

Concessions Contact Concessions Questions: LAWA Commercial Development (424) 646-7200 [email protected] Terminal Commercial Manager (URW) (310) 646-1770 18

Registering w/RAMP 19

BUSINESS, JOBS & SOCIAL RESPONSIBILITY OUR MISSION THE FUTURE IS NOW Maximize access to business and job opportunities Ensure that local, diverse communities benefit from LAWA’S investments Set the global airport standard for public corporate social responsibility

L AWA B U S I N E SS , J O B S & S O C I A L R E S P O N S I B I LT I T Y D I V I S I O N BUSINESS OPPORTUNITY & SUPPORT Develop Policies and Programs to Advance Diversity, Equity, and Inclusion at LAWA Business Inclusion Contract Language Contractor Development Bonding Assistance Program Contract Finance Assistance Program Workforce Recruitment & Sourcing Economic Impact/Disparity Studies Targeted Outreach & Engagement [email protected] 424-646-7300

BUSINESS, JOBS & SOCIAL RESPONSIBILITY For general inquires, contact the Business, Jobs & Social Responsibility Division at [email protected] or (424) 646 -7300

Business, Jobs & Social Responsibility Division’s First Source Hiring Program (FSHP) JobsatLAX.org Business, Jobs & Social Responsibility (BJSR)

First Source Hiring ProgramOverview The First Source Hiring Program (FSHP) is a valuable resource to connect LAX employers with job seekers. The program requires employers and their sub-contractors to participate by posting and promoting their jobs on www.jobsatlax.org. Applicants can apply directly on the company’s website or directly on the www.jobsatlax.org website. Contractors can post their jobs manually and communicate with job seekers directly. Currently the website has 100,000 active job seeker accounts and 50,000 searchable resumes. JobsatLAX.org Business, Jobs & Social Responsibility (BJSR)

Next Steps for Selected Contractors Contact FSHP to register once a LAX contract has started by reaching BJSR at [email protected] for guidance and technical assistance needs. Complete the “FSHP Company Profile Form” located under the “Employment” tab on www.JobsatLAX.org Designate a liaison to work with FSHP (i.e. Manager, Human Resources personnel, etc.). Work with the FSHP team to post jobs onlineJobsatLAX.org and Business, Jobs & Social Responsibility (BJSR)

LAWA FIRST SOURCE HIRING PROGRAM For more information, please contact: Business, Jobs & Social Responsibility Division First Source Hiring Program 6053 W. Century Blvd., Suite 300 Los Angeles, CA 90045 Phone: (424) 646-7300 Website: www.jobsatlax.org Email: [email protected] JobsatLAX.org Business, Jobs & Social Responsibility (BJSR)

LAWA Contractor Development & Bonding Program “Doing Business with Los Angeles World Airports” Rosa Osorio Senior Account Manager 550 S Hope Street, Suite 1835 Los Angeles, CA 90071 Cell: 213-327-5259 [email protected]

LAWA Contractor Development Program Services To reduce the barriers of bonding/capacity, enabling greater and successful participation of small, local, minority, women and disabled veteran owned businesses in public contract opportunities. 28

LAWA Contractor Development Program Services Obtaining or Increasing Bonding Capacity Contractor Development, Capacity Building and Technical Services Dedicated Account Manager (Business Development) Agency Collateral Support Bid, Performance & Payment Bonds for Qualified Contractors Third Party Funds Administration Accounting Cost Subsidy 3,200 for CPA Prepared Financial Statements Weekly Bid, Project and Event Email Alerts 29

LAWA Contractor Development Technical Assistance Assessment & Work Plan Contractor Profile Certifications Capacity Building Bid Document Review Contract Monitoring Monthly Workshops & Coaching Construction Training Academy Bidding & Estimating Contract Award Management 30

LAWA Contractor Development Bid Document Review Bid Review Disclaimer: Bid Review is a courtesy for contractors enrolled in the Contractor Development and Bonding Program and who meet the minimum requirements. Neither Merriwether & Williams Insurance Services nor Metro Agency is responsible for errors, oversights, omissions or misstatements made in the preparation of the Bid Review. Attend Pre-Bid Review Plans & Specs Assist with Identifying Risks Assist with Identifying Required Bid Documents Schedule Additional Meetings Prior to Bid Submission Follow Up After Bidding Process 31

LAWA Contractor Development Contract Monitoring Contract Review with Contractor Project Kick-off Monthly Site Visits (If Applicable) Status Reports Construction Schedule Cost Management Closeout 32

LAWA Contractor Development & Bonding Program “Doing Business with Los Angeles World Airports” Rosa Osorio Senior Account Manager 550 S Hope Street, Suite 1835 Los Angeles, CA 90071 Cell: 213-327-5259 [email protected]

GETTING CERTIFIED Small Business Enterprise (SBE-Proprietary) Local Business Enterprise (LBE) Local Small Business (LSB (formerly Small Local-now online) Disabled Veterans Business Enterprise DVBE (LAWA) Certification Recognition Local Small Business Enterprise (LSBE) (LAWA) Federal Programs Disadvantaged Business Enterprise (DBE) Airport Concessions DBE (ACDBE) 34

SBE (Proprietary) Certification Requirements: Firm is independently owned and operated Firm meets small business criteria set forth by the Small Business Administration (8a) Business Development Program or State DGS Small Business Program, whichever standard is higher Advantage: Certification provides additional opportunities in competing against non-certified subcontractors for procurement opportunities calling for SBE (Proprietary)-certified firms Process: If certified by one of the agencies on the chart in the following slide, provide copy of the certification or approval letter; OR if not, submit SBE (Proprietary) Application for processing. Certification is good for two years. Applying: Go to https://bca.lacity.org/Uploads/cca/SBE%20%28Proprietary %29%20Application.pdf Types of Projects: Construction, professional and non-professional projects valued over 150,000.

SBE (Proprietary) Certification If your firm is currently certified with one of the following agencies you do NOT need to go through the Certification process, simply submit a copy of your certification to a Certification analyst or with your bid/proposal. CERTIFICATION ACCEPTED BY LAWA FOR SBE (PROPRIETARY)? SBA 8(a) Business Devpt. Program Yes SB, SB-Public Works, SB (micro) SMBE, SWBE, DBE SBE, DBE Yes Yes Yes DBE Yes WOSB, EDWOSB WOSB WOSB, EDWOSB SBE, SLB LSBE Yes Yes Yes Yes Yes CERTIFYING AGENCY Federal Small Business Administration (SBA) City of Los Angeles City of Los Angeles State of California Department of General Services (DGS) California Department of Transportation (CALTRANS) L.A. County Metropolitan Transportation Authority (METRO) California Unified Certification Program (CUCP) Agencies: California Department of Transportation (CALTRANS) City of Fresno City of Los Angeles L.A. County Metropolitan Transportation Authority (METRO) San Diego County Regional Airport Authority (SAN) San Francisco Bay Area Rapid Transit District (BART) San Francisco International Airport (SFO) San Francisco Municipal Transportation Agency (SFMTA) San Mateo County Transit District (SAMTRANS) Santa Clara Valley Transportation Authority (VTA) US Women’s Chamber of Commerce (USWCC) Women’s Business Enterprise Council West (WBEC-WEST) National Women Business Owners Corporation (NWBOC) City of Los Angeles County of Los Angeles 36

LBE Certification Requirements: Must have business workspace within County of Los Angeles boundaries: Headquartered (physically conducts and manages all operations) in the County; OR at least 50 of its full-time employees perform work within the boundaries of the County at least 60 percent of their total hours worked on annual basis; OR at least half of its full-time employees work within the boundaries of the County at a minimum of 60 percent of their total regular hours worked on annual basis. City of Los Angeles Business Tax Registration Certificate Current on all City & County taxes Licenses, permits, etc. to provide goods and/or services Advantage: Certified LBEs on procurement contracts over 150,000 are given an 8% deduction on the bid amount or 8 points toward the proposal score Process (on-line in RAMP): LBPP Application Form completed by Local Business Application posted by firm on RAMP (Mayor’s website) & verified by BCA/LAWA Certification valid for five years. 37

LBE Certification Example: Any type of business, the major eligibility criteria is business workspace/headquarters located within LA County boundaries NOTE: LAWA does not accept Harbor’s LBE or LA County LSBE certification. LBE Certification does not apply to contracts that involve the expenditure of funds that are not entirely within LAWA’s control; i.e., grants, federal funds, etc. Also, virtual business offices, PO Box centers, mail centers, or other temporary business locations are not eligible for LBE certification. 38

Local Small Business (LSB) Certification (formerly Small Local; changed as of 8/7/2021, now online) Requirements: Principal office located in the County of Los Angeles (must be eligible or qualified for LBE Certification first) Gross receipts (including affiliates) for the previous fiscal year must be less than 5 million (formerly 3 million) City of Los Angeles Business Tax Registration Certificate Advantage: Certified LSB responsible bidders on procurement contracts under 100,000 given a 10% deduction on their bid amount Process (on-line in RAMP (fka BAVN) as part of LBPP (LBE) Application Form): Apply on-line, application is reviewed, if qualified or eligible for LBE, then a copy of current taxes, and BTRC will be requested as part of required documents Certification process is simple and good for 30 months or two and a half years Applying: Go to https://www.rampla.org Type of Contracts: Mostly goods and commodities. 39

DVBE (LAWA) Certification Requirements: Must be certified by one of two agencies, one Federal, one State of California (see following slide) Must also have business workspace within the State of California: Headquartered (physically conducts and manages all operations) in the State; OR at least 50 of its full-time employees perform work within the boundaries of the State at least 60 percent of their total hours worked on annual basis; OR at least half of its full-time employees work within the boundaries of the State at a minimum of 60 percent of their total regular hours worked on annual basis. City of Los Angeles Business Tax Registration Certificate Current on all City, County, & State taxes Advantage: Certified DVBE(LAWA)s on procurement contracts over 150,000 are given an 8% deduction on the bid amount or 8 points toward the proposal score 40

Recognized for DVBE (LAWA) Certification CERTIFICATION ACCEPTED BY LAWA AS DVBE (LAWA)? U.S. Department of Veterans Affairs* (now U.S. SBA) Service-Disabled Veteran-Owned Small Business (SDVOSB) Yes U.S. Small Business Administration* Service-Disabled Veteran-Owned Small Business (SDVOSB) Yes Disabled Veteran Business Enterprise (DVBE) Yes CERTIFYING AGENCY State of California *The Federal SDVOSB must be headquartered or have employees working at a business workspace in California in order to be certified as a DVBE (LAWA) If a firm, after uploading a completed DVBE(LAWA) Affidavit in RAMP, is verified as being certified by one of the Federal agencies as an SDVOSB and is also verified as certified as a City of Los Angeles LBE, that firm may be granted DVBE (LAWA) certification. .

DVBE (LAWA) Certification Process (on-line in RAMP): Affidavit of Eligibility downloaded and completed by firm requesting DVBE(LAWA) Certification Affidavit posted by applicant firm on RAMP (Mayor’s website) & verified by LAWA Analyst reviews Affidavit and sends email to firm requesting required documents (if applicable) Certification valid for five years. An optional site visit may be conducted to verify State of California location. Applying: After registering on RAMP, download a DVBE(LAWA) Affidavit and apply online by completing and uploading the Affidavit. Example: Any type of business NOTE: DVBE (LAWA)Certification does not apply to contracts that involve the expenditure of funds that are not entirely within LAWA’s control; i.e., grants, federal funds, etc. 42

LAWA’s Local Small Business Enterprise (LSBE) Certification Recognition There is no separate LSBE certification process with the City of Los Angeles or with LAWA. In order to qualify as a LAWA LSBE, a firm must be certified as an SBE(Proprietary) and LBE What happens if I have LSBE certification from the County of Los Angeles? Your firm will be recognized as an SBE (Proprietary) by LAWA. However, you must submit a LBPP Application with the City of Los Angeles in RAMP. If your firm meets the City of Los Angeles’ LBE criteria and consequently obtains LBE certification, your firm will then be recognized as both an LBE and LSBE (LAWA) for contract credit by LAWA. 43

LAWA’s Local Small Business Enterprise (LSBE) Certification Recognition Advantage: LSBE(LAWA) recognition provides additional opportunities in competing against non-recognized subcontractors for procurement opportunities calling for LSBE (LAWA)-recognized firms Example: Any type of business NOTE: As mentioned previously, LAWA does not accept LA County LSBE Certification for Local Business Enterprise Certification Recognition. 44

DBE/ACDBE Certification Requirements DBE ACDBE Ownership & Control Requirements For-profit, independent business that is at least 51% owned and controlled by socially and economically disadvantaged individuals (Asian-Pacific, Black, Hispanic, Native American, Subcontinent Asian, Women) Qualifying Owner’s Personal Financial Limit Less than 1,320,000 (excluding equity in primary residence and applicant business) Business Gross Receipts Limit, (Including Affiliates) Small Business Administration Industry Size Standards up to 30.40* million (averaged over 3 years) Type of Business *Increased from 28.48 million, effective March 1, 2023 Any 56.42 million (averaged over 3 years) A business that is: (a) located on the airport selling consumer goods or services to the public (excludes taxi, custodial & security services, and aeronautical activities) OR (b) Suppliers of goods and services to concessionaires (includes management, advertising, & web-based contractors) 45

DBE / ACDBE Certification Applying for DBE or ACDBE Certification: For potential new DBE/ACDBE applicant firms, please use the weblink below to register and apply. Click here to access the https://lacity.diversitysoftware.com/ 46

DBE / ACDBE Certification Advantage: Certification provides additional opportunities in competing against non-certified subcontractors Marketing exposure through nationwide, statewide, and citywide databases One stop shop – the City’s DBE/ACDBE certifications are honored throughout CA (CUCP includes CALTRANS, Metro, etc.) DBE/ACDBE certification is good until or unless removed for cause; e.g., change in ownership or control, exceeds size standards or personal net worth or failure to cooperate. ACDBE Examples: On-line and hard copy airport magazine publisher On-line digital advertising vendor Vehicle Service and Maintenance Provider off the LAWA campus who performs CHP- standard vehicle inspections and services. Staff also repairs, services, and maintains tour buses and shuttle vans that transport travelers to and from LAX. Vending machine operator providing baby products Dark Chocolate Manufacturer, candy and other products 47

DBE/ACDBE Certification Process 1. Preliminary Intake Review: Submitted documents are checked for completeness. Any missing documents will be requested. 2. Desk Audit: Supporting documents are reviewed to determine eligibility for certification, additional information may be requested 3. Mandatory Site Visit (Due to COVID-19, virtual or telephonic): Interview applicant at the business location; physical verification that business exists, additional information may also be requested 4. Final Review for Approval/Denial Start the Certification Process Today! 48

Getting Certified For more information: http://bca.lacity.org Certification Helpline (213) 847-2684 [email protected] Shaun Shimoda-Kobayashi, LAWA Certification Manager (213) 847-2650 [email protected] Elaine Luong-Huynh, LAWA Certification Analyst (213) 847-2436 [email protected] Directories of Certified Firms: CUCP: https://californiaucp.dbesystem.com/ Directory City of LA go to http://bca.lacity.org - Certification Listings - go to https://bca.lacity.org/CertificationListings/DBETable.php 49

ADMINISTRATIVE REQUIREMENTS 50

Administrative Requirements Due with bid/proposal Affidavit of Non-Collusion (Form: Notary signature) Bid Bond (Form, project specific)* Bidder Contribution Limits (Form CEC 55, 100,000) Contractor Responsibility Program (Form, Board approval) Equal Benefits Ordinance (Form, project specific)* Municipal Lobbying Ordinance (Form CEC 50, 25,000) Vendor Identification Form Subcontractor Participation Plan Iran Contracting Act of 2010 Insurance (pricing only), if greater than 1 million requirements 51

Administrative Requirements Selected Bidder/ Proposer Requirements Affirmative Action Plan (Language) Assignment of Anti-Trust Claims (Language) Child Support Obligations (Language) First Source Hiring Program (LAX only) Labor Peace Agreement (Language, concessions only) Living Wage Ordinance/Service Contractor Worker Retention Ordinance (Language; if applicable, complete the Correct Exemption Form)* Insurance (Form) 52

Administrative Requirements Administrative Requirements Website: http://www.lawa.org - About LAWA - Business Opportunities - Administrative Requirements 53

Next Steps 1. Check the products and services that LAWA needs on www.lawa.org - Business Opportunities - What LAWA Buys as well as the LAWA Construction Forecast Report. Additionally, reach out to Prime Contractor and potential business partners. 2. Research applicable CERTIFICATION Programs and APPLY. 3. Register on Los Angeles Regional Alliance Marketplace for Procurement— RAMP— at https://www.rampla.org 4. Check the Expiring Contracts Report at https://www.lawa.org/en/lawa-businesses/lawa-current-opportunities for contracts that are about to expire. 54

Next Steps 5. Contact Business Jobs & Social Responsibility Division for upcoming Outreach Events. 6. Attend any relevant pre-bid/proposal meetings (refer to RFB/P) 7. Research LAWA’s Contractor Development & Bonding Program for technical assistance. 8. Research LAWA’s First Source Hiring Program for any employee needs. 9. If applying, contact the Contract Administrators of the RFB/P regarding questions on the scope of work. 55

Next Steps (cont.) 10. Contact LAWA’s Strategic Sourcing Division (Contract Services Unit) regarding Administrative Requirements at (424) 646-5380 or go to www.lawa.org - About LAWA - Business Opportunities - Administrative Requirements 56

Contact Information LAWA Business, Jobs & Social Responsibility Main Line: (424) 6467300 LAWA Strategic Sourcing Division SSD Main Line: (424) 6465380 businessandjobs@lawa. org Purchasing: (424) 646-7392 https://www.lawa.org/groups-and -divisions/business-jobs-and-soc ial-responsibility https://www.lawa.org/en/ groups-and-divisions/ procurement City of Los Angeles Contractor Development and Bonding Program (Rosa Osorio, Sr. Account Manager) (213) 327-5259 [email protected] First Source Hiring Program (424) 646-7300 [email protected] LAWA Risk Management Insurance Compliance Section Department of Public Works, Bureau of Contract Admin. (424) 646-5480 [email protected] Los Angeles Regional Alliance Marketplace for Procurement (RAMP) https://www.rampla.org The Development Group (TDG) [email protected] Commercial Development Division (424) 646-7200 57

DOING BUSINESS WITH LAWA WORKSHOP LOS ANGELES WORLD AIRPORTS