Incendia Winning Bid 03024.pdf

EXHIBIT A-2 – BIDDER’S PROFILE: 03024 – EXECUTIVE RECRUITMENT CONSULTING SERVICES PAGE 1 (Rev 2024-07-22)

EXHIBIT A-2 – BIDDER’S PROFILE

Competitive Solicitation: No. 03024 - Executive Recruitment Consulting Services

Bidder: Wesley Smith___________________________ Type/print full legal name of Bidder

BIDDER INFORMATION

BIDDER’S LEGAL NAME & ADDRESS

Provide Bidder’s legal name and address in the space provided:

Note: This information must match the information from Bidder’s Business License.

_Incendia Partners__________________________ Business Name _ 161 Worcester Rd. STE Address 400, Framingham, MA 01701___________________________ City, State, Zip Code

BIDDER’S UNIFIED BUSINESS IDENTIFIER (“UBI”) NUMBER

Does Bidder have a Registration Number/Unified Business Identifier (“UBI”) Number issued by the Washington State Department of Revenue (check applicable box)?

Note: A nine digit UBI number is assigned to each registered business in Washington.

Yes No

If yes, provide Bidder’s UBI Number:

_604271957 __ ___ ___ If no, state whether Bidder promptly will obtain a UBI Number issued by the Washington State Department of Revenue if designated as an Apparent Successful Bidder:

Yes No Note: To be eligible for a Contract award, bidders must have a UBI Number issued by the Washington State Department of Revenue.

EXHIBIT A-2 – BIDDER’S PROFILE: 03024 – EXECUTIVE RECRUITMENT CONSULTING SERVICES PAGE 2

BIDDER INFORMATION

BIDDER’S TAXPAYER IDENTIFICATION NUMBER (“TIN”)

Provide Bidder’s TIN in the space provided:

Note: Bidder’s TIN will be either a number issued by the IRS (e.g., Employer Identification Number, Federal Tax Identification Number) or a number issued by the Social Security Administration (i.e., Bidder’s Social Security Number(“SSN”)). If Bidder’s TIN is a SSN, do NOT provide the SSN; simply state ‘TIN is Bidder’s SSN’ in the space provided.

OMWBE CERTIFIED BUSINESS

Is Bidder certified as a minority or woman owned business with the Washington State Office of Minority & Women’s Business Enterprises (“OMWBE”) (check applicable box)?

Yes No If yes, provide Bidder’s OMWBE certification no.: ____________

SELF-CERTIFIED WASHINGTON SMALL BUSINESS

Is Bidder a self-certified Washington Small Business (check applicable box)?

Note: See Exhibit A-1 – Bidder’s Certification for criteria to qualify as a Washington Small Business.

Note: Regardless of size, a qualifying business must be owned and operated independently from all other businesses. In regard to size, the gross revenue thresholds, as reported on Bidder’s tax returns, are as follows:

Microbusiness: Annual gross revenue of less than one million dollars.

Minibusiness: Annual gross revenue of more than one million dollars, but less than three million dollars.

Small Business: Annual gross revenue of less than seven million dollars over each of the three prior consecutive years.

Yes No

If yes, provide the location for Bidder’s principal place of business:

Street Address City, State, Zip Code If yes, what is Bidder’s size (based on annual gross revenue) (check applicable box)?

Microbusiness Minibusiness Small Business

Or Bidder does NOT qualify as a Small Business based on annual gross revenue, but DOES qualify as a Small Business based on the number of Bidder’s employees (50 or fewer):

Small Business (50 or fewer employees)

CERTIFIED VETERAN-OWNED BUSINESS

Is Bidder certified as a Veteran-Owned Business with the Washington State Department of Veteran Affairs (“WDVA”) (check applicable box) ?

Note: See Exhibit A-1 – Bidder’s Certification for criteria to qualify as a Certified Veteran-Owned Business.

Yes No If yes, provide Bidder’s WDVA certification no.:

EXHIBIT A-2 – BIDDER’S PROFILE: 03024 – EXECUTIVE RECRUITMENT CONSULTING SERVICES PAGE 3

CONTRACT MANAGEMENT POINTS OF CONTACT FOR BIDDER

Authorized Representative Name: Wesley Smith Email: wsmith@incendia.com Phone: 682-438-5285

Contract Administrator Name: Wesley Smith Email:

Phone:

Sales Reporting Representative Name: Wesley Smith Email:

Phone:

Sales Reporting Alternate Name: Rob Recchia Email : rrecchia@incendia.com Phone: 508-320-2900

Management Fee Representative Name: Wesley Smith Email:

Phone:

Management Fee Contact Alternate Name: Wesley Smith Email:

Phone:

Address for Enterprise Services to send management fee invoices:

Company name: Incendia Partners, INC Attn: Rob Recchia Address: 161 Worcester Rd. STE 400, City/State/Zip: Framingham, MA 01701 Email: rrecchia@incendia.com

Address for Enterprise Services to send legal notices:

Company name: Incendia Partners, INC Attn: Rob Recchia Address: 161 Worcester Rd. STE 400, City/State/Zip: Framingham, MA 01701 Email: rrecchia@incendia.com

Signature Authority (if awarded a contract) Name: Wesley Smith

Title: Recruiting Partner

EXHIBIT A-2 – BIDDER’S PROFILE: 03024 – EXECUTIVE RECRUITMENT CONSULTING SERVICES PAGE 4

REFERENCES

Provide at least one (1) reference for each of three (3) different contracts for which bidder has provided/performed goods and/or services similar in scope to the goods/services described in the above-referenced Competitive Solicitation. Note: It is Bidder’s obligation to ensure that the contact information for Bidder’s references is accurate and current. Bidders should alert their references to respond promptly to reference checks.

REFERENCE 1

Company Name:

Contact:

Phone:

Email:

GM Financial Ryan McFalls 972-342-8257 rmcfalls@eleetmg.com

REFERENCE 2

Company Name:

Contact:

Phone:

Email:

Global Tel Link Eric Gonzalez 214-435-4796 Eric.gonzalez@gtl.net

REFERENCE 3

Company Name:

Contact:

Phone:

Email:

City of Frisco Wes Medlock 940-435-5697 WMedlock@friscotexas.gov

PURCHASE CARDS (I.E., CREDIT CARDS)

Please indicate which types of purchasing (credit) cards are accepted (note: any card fees must be included in the unit price of the bid):

Visa Master Card American Express Discover Other:

Return this Bidder’s Profile to Procurement Coordinator at:

DESContractsTeamApple@des.wa.gov

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS PAGE 1

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS

Competitive Solicitation: 03024 Executive Recruitment Consulting Services

Bidder: ______Wesley Smith___________________________ Type/print full legal name of bidder company

Instructions:

Note: Bidders must follow the instructions outlined in this Exhibit. Unless Enterprise Services, at its discretion, determines that a bidder’s variance from these instructions is immaterial or timely corrected, Bids that do NOT follow these instructions will be deemed to be nonresponsive and rejected.

(a) Add bidder’s business name above and follow the instructions below.

(b) Provide a written response that addresses how the bidder meets or exceeds each requirement in the Written Response column.

a. Supporting Information. Please make sure to include references in Exhibit A-2 – Bidder Profile that align with the information provided in this exhibit. Enterprise Services may request additional information or references to help verify the information provided by the bidder in this exhibit. A bidder’s failure to provide requested information to Enterprise Services within five (5) business days may result in disqualification.

b. Bidder’s Commitments. Please note that, if bidder is awarded a contract, the bidder’s responses to some of the performance requirements below (e.g., customer service) will be incorporated to the resulting contract. Accordingly, bidder is cautioned to state only commitments that bidder can meet throughout the term of the contract. An awarded bidder (i.e., contractor) who is not able to meet such commitments throughout the contract term will be subject to contract termination for breach of contract and damages. Please see Exhibit D – Contract.

(c) Bidders written response to the Performance Requirements will be assessed as follows:

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS PAGE 2

Score Rating Definition

100% Excellent added value Bidder’s response provides outstanding added value for the state across all aspects of the performance requirement. The response demonstrates clear and extraordinary technical or business efficiencies and advantages compared to the stated business need.

70% Significant added value Bidder’s response provides major added value across all aspects of the performance requirement or provides outstanding added value in some aspects of the stated business need. The response demonstrates clear and substantial technical or business efficiencies and advantages as compared to the stated business need.

30% Sufficient added value Bidder’s response provides minor added value across all aspects of the performance requirement or significant added value in some aspects of the stated business need. The response demonstrates vague or limited technical or business efficiencies and advantages as compared to the stated business need.

0% Meets minimum acceptable standard Bidder’s response meets the specified minimum acceptable standard for each performance requirement. Note: Bidder must meet the minimum acceptable standard to provide a responsive bid.

(d) Submit the exhibit as a Microsoft Word without modifying the formatting. If you need to print out this document for any reason, please note that it is Legal 8.5” x 14”.

REQ

ID

Performance Requirement and Stated Business Need

Available Points Written Response

1. Bidder’s Key Personnel Experience. The State is seeking to award contracts to bidders with extensive industry knowledge and experience in executive recruitment services.

To meet the minimum acceptable standard [0%]: Each of the Bidder’s key personnel who will be performing service on the contract, if awarded, must possess:

(a) Five (5) Years of Industry Experience Bidders who do not meet this minimum acceptable standard will be disqualified from further consideration.

Added value: In the written response, demonstrate added value to the state by listing years of experience, education, professional certifications, or other relevant industry recognition for each key personnel that exceeds the minimum acceptable standard above.

50 Points Written Response Required. Provide as much information as needed to address the Performance Requirement and Stated Business Need. Add/delete personnel as applicable.

Key Personnel 1 Role/Title: Wesley Smith/Staffing Partner

(a) Years of industry experience: 11 years

(b) Education or professional training: 4-year degree

(c) Professional certifications: N/A

(d) Relevant industry recognition: Winner of ClearlyRated’s Best of Staffing®

2016 - 2023 Diamond Award Winner Named One of America’s Best Recruiting Firms by Forbes®

Key Personnel 2 Role/Title: Rob Recchia/Founding Partner of Incendia Partners

(a) Years of industry experience: 27+ years

(b) Education or professional training: 4-year degree

(c) Professional certifications: N/A

(d) Relevant industry recognition: Winner of ClearlyRated’s Best of Staffing®

2016 - 2023 Diamond Award Winner Named One of America’s Best Recruiting Firms by Forbes®

Key Personnel 3 Role/Title: Shelly Jones/Staffing Partner

(a) Years of industry experience: 10+ years

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS PAGE 3

Performance Requirement and Stated Business Need

Available Points Written Response

(b) Education or professional training: 4-year degree

(c) Professional certifications: N/A

(d) Relevant industry recognition: Women owned staffing company

2. Bidder Experience. The State is seeking to award contracts to bidder’s extensive industry knowledge and experience in executive recruitment services.

To meet the minimum acceptable standard [0%]: Bidder must have completed at least three (3) projects that are similar in scope to this procurement in the last three (3) years. Bidder must select three (3) examples from the above projects and for each of these provide customer organization type (private, local government, etc.), scope overview*, and cost information.

*For the scope overview of each project should demonstrate that the scope was similar to the services being procured on this contract, and provide a description of tasks completed, end products/deliverables, results, and any metrics used. The scope statement for each project should not exceed 500 words. Reminder: References provided in Exhibit A-2 should align with the provided examples.

Bidders who do not meet this minimum acceptable standard will be disqualified from further consideration.

Added value: In the written response, demonstrate added value to the state that exceeds the minimum acceptable standard above by:

(a) listing project examples that more closely align to the scope/value of this contract, and/or type of customers served,

(b) demonstrating retention results of placed candidates, and other positive recruitment results for the organization served (efficient lead times, diversity, and inclusion impacts, etc.)

75 Points Written Response Required. Provide as much information as needed to address the Performance Requirement and Stated Business Need.

How many projects similar in scope completed in the last 3 years: 21.

Project 1 Title: Executive Leadership Tree

(a) Customer Organization Type and/or Name: Sorcero/Private

(b) Scope Overview: Incendia Partners was tasked with developing a detailed Executive Search strategy to build out the executive team for Sorcero.

- Director of Sales

- Director of Engineering

- Release Manager

- VP of Product

- Chief of Staff

- VP of Engineering

- VP of Sales

(c) Tasks include:

- Working with several stakeholders to gather talent requirements. (CEO and HR)

- Understand the company and company culture.

- Detailed questions to stakeholder about required and recommended position details such as technical language, roles, responsibilities, and intangible attributes.

- Develop in-depth timelines for the client regarding submittals, interview times, SOW details and onboarding dates.

- Develop recruiting and screening strategy based on gathered information from stakeholders.

- Identify and screen top candidates through detailed sourcing and technical screening.

- Complete references to support our candidates and provide technical screening when applicable.

- Coordinate interviews and onboarding with the client.

- Effective and Efficient communication with the client throughout the entire process.

(d) Cost: $196,200.00 (Incendia provides highly skilled executive recruiting at below market standard pricing)

Project 2 Title: Leadership Growth Plan

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS PAGE 4

Performance Requirement and Stated Business Need

Available Points Written Response

(a) Customer Organization Type and/or Name: Samsung NeuroLogica/Private

(b) Scope Overview: Samsung NeuroLogica awarded Incendia Partners with the task of growth the leadership team within the Senior Manager and Director level.)

- HR Director

- Senior Sales Operation Manager

- Senior Inventory Control Manager

- VP of HR

(e) Tasks include:

- Working with several stakeholders to gather talent requirements. (CEO and HR)

- Understand the company and company culture.

- Detailed questions to stakeholder about required and recommended position details such as technical language, roles, responsibilities, and intangible attributes.

- Develop in-depth timelines for the client regarding submittals, interview times, SOW details and onboarding dates.

- Develop recruiting and screening strategy based on gathered information from stakeholders.

- Identify and screen top candidates through detailed sourcing and technical screening.

- Complete references to support our candidates and provide technical screening when applicable.

(c) Cost: $119,600

Project 3 Title: VP of Product/Success Manager Growth

(a) Customer Organization Type and/or Name: Tellius/Private

(b) Scope Overview: This project was a mix of adding senior level managers along with a VP of Product to run the very teams that we were building out.

- VP of Product

- Success Manager (x5)

- Senior Product Support Manager

- Enterprise Account Executive (x2)

- SDR Manager

- Senior Product Manager

(f) Tasks include:

- Working with several stakeholders to gather talent requirements. (CEO and HR)

- Understand the company and company culture.

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS PAGE 5

Performance Requirement and Stated Business Need

Available Points Written Response

- Detailed questions to stakeholder about required and recommended position details such as technical language, roles, responsibilities, and intangible attributes.

- Develop in-depth timelines for the client regarding submittals, interview times, SOW details and onboarding dates.

- Develop recruiting and screening strategy based on gathered information from stakeholders.

- Identify and screen top candidates through detailed sourcing and technical screening.

- Complete references to support our candidates and provide technical screening when applicable.

(c) Cost: $287,000.00

Added Value:

1.) To ensure that our clients are satisfied and not liable for candidates that do not work out, we implement tiered refund systems along with free candidate replacements. These terms are negotiated with each client.

2.) We are a highly skilled recruitment and executive search firm that operates at a much lower cost to our clients.

- Project 1 (7 Director/C-level placements at an average of $28,028 per placement)

- Project 2 (4 Senior Manager/Executive placements at an average of $29,900 per placement)

- Project 3 (11 Senior Manager/Executive placements at an average of $26,090 per placement)

3.) For all recruiting efforts, there are self-motivated metrics used to reach out to 100 people per week for each position we recruit on using email, phone, LinkedIn Recruiter, proprietary search software along with utilizing 27+ years of networks within Incendia.

3. Cultural Competency. The State is seeking to award contracts to bidders who possess cultural competency and the ability to understand and be sensitive to the cultural differences that exist between people from different demographic backgrounds, including racial, ethnic, gender, and language differences.

To meet the minimum acceptable standard [0%] Bidder’s key personnel who will be performing service under the contract if awarded, must demonstrate some prior experience or training in successfully working with stakeholders

25 Points Written Response Required. Provide as much information as needed to address the Performance Requirement and Stated Business Need. Add/delete personnel as applicable.

Key Personnel 1 Role/Title: Wesley Smith/Staffing Partner

(a) Project example details: Executive Leadership Tree for Sorcero.

- Socero’s Mission Statement is “To transform lives through the most effective use of the world’s scientific knowledge.” Their customer base is extremely diverse and requested that their internal staff mirror that of their core values.

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS PAGE 6

Performance Requirement and Stated Business Need

Available Points Written Response from different demographic backgrounds, including racial, ethnic, gender, and language differences.

(a) list and briefly describe an example of a project similar in scope to this procurement that was performed in collaboration with stakeholders from different demographic backgrounds, including racial, ethnic, gender, and language differences. communities, and/or training, lived experience; or

(b) list similar information that demonstrates the personnel’s cultural competency gained through training or lived experiences.

Bidders who do not meet this minimum acceptable standard will be disqualified from further consideration.

Added value: In the written response, demonstrate added value to the state that exceeds the minimum acceptable standard above by:

(a) addressing impactful diversity and inclusion recruitment strategies and results achieved in previous customer project examples; or

(b) listing advanced experience or training related to working with stakeholders from different demographic backgrounds, including racial, ethnic, gender, and language differences.

- Stakeholders Involved: The project engaged a wide range of stakeholders from various racial, ethnic, and gender backgrounds. This included representatives from African American, and Asian communities, women in leadership, as well as stakeholders who spoke multiple languages.

(b) Training or other applicable cultural experience: Although no actual training took place during this project, the lived experiences of partnering and collaborating with a bilingual woman in leadership molded the foundation of our executive search.

Key Personnel 2 Role/Title: Shelly Jones-Hawes / Woman Owned Staffing Company

(c) Project example details: Shelly is a channel/staffing partner of Incendia and we utilize her skills and diverse background to help aid our clients in their search.

- From 2015 to 2016, Shelly was responsible for the search and placement of 46 professionals for the management, director and C-level positions with Dickeys Barbeque.

(d) Training or other applicable cultural experience: Shelly demonstrated her ability to eliminate any unconscious biases while on this project by placing 18 women out of the 46 roles while placing 64% people of a different ethnic or racial background.

Added Value:

1.) Key Personnel 1: Wesley Smith has eliminated unconscious biases within the hiring process by promoting Diversity, Equality, and Inclusion. He has displayed this by placing 24% women and 80% people of color throughout his 4.5+ year tenure with Incendia Partners by utilizing groups such as “Women in Leadership” and multiple minorities owned partners.

2.) Wesley has also demonstrated the ability to work with international clients by working with a US based client to identify and place a bilingual Cloud Engineer in Sao Paulo, Brazil. This project also required that we identify a partner that handles the onboarding and back-office responsibilities based in Mexico.

4. Recruitment and Retention. The State is seeking to award contracts to bidders who demonstrate results through recruiting, vetting, and retention processes to hire and retain qualified candidates for the purpose of recruitment.

To meet minimum acceptable standard [0%]: Bidders who will be performing service under the contract, if awarded, must demonstrate some prior experience to successfully place qualified candidates from different demographic backgrounds, including racial, ethnic, gender, and language

50 Points In order to identify and retain the top and most diverse talent within the market, there are several key factors that we consider. The first and more critical piece is to work with the client to identify an EVP or “Employee Value Proposition.” What this means is providing a blueprint for potential candidates on why they would want to work for our clients. We do this by understanding the current market regarding rates, peer reviews and future client goals. We work with our clients and research what company current state and future state looks and mirror that of potential candidates. By understanding the client at a deeper level, we can find candidates that have similar values and reduce the risk of candidate burnout or termination.

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS PAGE 7

Performance Requirement and Stated Business Need

Available Points Written Response differences. Bidders who do not meet this minimum acceptable standard will be disqualified from further consideration.

Added value considerations: In the written response, demonstrate added value to the state by providing the following information:

(a) retention data for the last 3 years to include: average length of employment; turnover rate of candidates.

(b) bidder’s recruiting process to find qualified and diverse candidates.

(c) vetting process of candidates (e.g. interviewing, checking references and samples of work, etc.) to verify their qualifications

Next is to build deep relationships with our candidates to fully understand what motivates them, where they want their career to go and make sure that the prospective client, we have shared those same goals. The reference checks, search strings and vetting process are all tied to the knowledge we have of the client regarding the position requirements, company culture and future goals.

An example would be a previous not for profit client was building an app that would allow organs to be identified faster and transported to the necessary hospital for transplant. The market rate for this development position was lower than expected but the EVP was clearly presented to us about the life changing projects, the benefits and potential to provide more than just technology to the client. We were able to identify a candidate that was not interested in money but more so making a difference. This relationship was a perfect marriage for both parties due to the goals of both parties and our knowledge of what both parties valued.

For standard staffing agreements where we bill a % of the salary, we always bake in a guarantee that we call the “30-60-90”, guarantee.

Example: We place a person for $150,000…

1.) Base Fee:

a. 20% of the salary of the candidate will be paid to Incendia Partners:

b. Example: $150,000 x 20% = $30,000

2.) Payment Terms:

a. The standard is net 45, however this is negotiable for our client’s comfort level.

3.) Guarantee:

a. The client will pay out the agreed upon fee after payment terms are set.

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS PAGE 8

Performance Requirement and Stated Business Need

Available Points Written Response

b. If the candidate quits or is let go prior to the 90-day mark, Incendia will replace the candidate at no cost. If candidates cannot be replaced, the fee will be reimbursed to the client.

c. Example: $30,000

i. 0-30 days (100% refund)

ii. 31-60 days (50% refund)

iii. 61-90 (25% refund)

Our advantage at Incendia Partners is that we are all 10+, 15+, and 20+ year veterans within the staffing industry and we operate quickly, efficiently and can be more flexible with our clients on terms, prices and refunds.

Additional Data from the listed projects in Section 3 are as follows:

Project 1 Title: Executive Leadership Tree

(g) Customer Organization Type and/or Name: Sorcero/Private

- 7 positions were filled:

- 5 of the 7 are still employed with Sorcero.

- Average tenure for the 7 is 2+ years long.

Project 2 Title: Leadership Growth Plan

(h) Customer Organization Type and/or Name: Samsung NeuroLogica/Private

- 4 Positions filled:

- 1 member worked for over a year before leaving.

- 3 others are still working here full-time.

Project 3 Title: VP of Product/Success Manager Growth

(i) Customer Organization Type and/or Name: Tellius/Private

- 11 positions filled:

- 10 of the 11 are still employed with Tellius.

- Average tenure is just over a year with several only recently starting.

EXHIBIT B-2 – PERFORMANCE REQUIREMENTS PAGE 9

Performance Requirement and Stated Business Need

Available Points Written Response

Return this exhibit to Procurement Coordinator at:

DESContractsTeamApple@des.wa.gov

Example:

Cost Factors Directions: Please fill out the commission percentage rate of the candidates base salary and a not to exceed hourly rate for services. These rates must be all inclusive and additional fees may not be added. Please review costs carefully - costs cannot be altered after submission.

Bidder Name:

Percentage of Base Salary

NTE Hourly Rate $135.00

Executive Recruitment Consulting Services

Commission Based Rate

Hourly Based Rate

16%