The Problem: Our client was a developer proposing the firm’s first large-scale mixed-use development, set to consist of a 175-room hotel, 70 condos, 55,000 square feet of offices, 31,000 square feet of retail space and a 330-car parking structure. The $104 million proposal was located largely on a publicly owned parcel in an area cleared for redevelopment adjacent to, and including, a historic building owned by the client. The property transfer was predicated on a number of factors, including achieving Minority Business Enterprise (MBE) and Disadvantaged Business Enterprise (DBE) hiring goals. Furthermore, the project required approval of municipal, county, and independent authority boards and was the first project ever considered by yet another board, the creation of which was mandated by legislation governing the redevelopment of the parcel and adjoining blocks. It was also the first proposal considered by the county since the adoption of a law requiring lobbyist licensure as well as being in the form of a competitive bid.

Our Role: Although the client’s proposal scored higher than the competition in all respects, including price, the competitor’s project was favored by two key committees. The client’s proposal was headed to the county board with a negative vote in committee, a situation that is nearly always fatal. Facing this delicate task, ZJS analyzed the competitor’s bid, and determined the project included numerous elements that would not be permitted under the city’s land use policies. ZJS also pointed out serious concerns about the financial resources of the competitor and his experience. Meanwhile, ZJS presented the facts to show our client’s superiority and suitability and were able to proceed emphasizing the positive aspects of our client’s proposal while minimizing the opposition’s weaknesses. It was our intention to win without subjecting our opposition to public ridicule.

The Result: Fortunately, after several initial setbacks, our client’s proposal was accepted, and this first project in the redevelopment area has become a milestone for future efforts, and ZJS is recognized as the expert in the field.