1. Strategies to Maximize Supply Chain Opportunities
Dan R. Skowronski
500 East Pratt Street
Baltimore, MD
(410)

2. Strategies to Maximize Supply Chain Opportunities
Relationships
Strategic Alliance
Contracting
Sub-Contracting

3. Nature of an Energy Project
Stand Alone Business
Stand Alone Entity [goes outside for $, equipment and services]
Obtains Equity
Obtains Financing
Contracts for Major Equipment
Contracts for Construction
Contracts for Maintenance
Contracts for Operation

4. Primary Resources May Be Out of State or Out of Country
However, much/most labor will be local
While equipment may be imported; assembly will be local

5. Focus of My Talk is Mid-Sized and Smaller Players
Major Equipment Suppliers and Constructors are sophisticated players

6. Smaller Players (Local and Regional)
Make yourself known
- What Skills
- What Experience
Be careful in forming relationships
- Confidentiality
- Exclusivity
- Conflicts of interest
Where Appropriate – Emphasize local content; but also promote regional capabilities

7. Early Stages
May want non-binding expressions of interest until the major players are identified
The Business Network requested a Draft Letter of Intent for Use in Sub-Contracting

8. Agreements Pay attention to details and timing
Don’t “give away the fort” because you have been picked
Be careful of procuring materials or hiring employees before there is a binding agreement
Get appropriate legal advise
- Need to understand risks and exposures
- Need to make sure you don’t make commitments beyond your capabilities

9. Baltimore Boston Chesterbrook Harrisburg New York Newark Philadelphia
Lockwood Place • 500 East Pratt Street, Suite 900 • Baltimore, MD • T: • F:
Boston
131 Dartmouth Street, Suite 501 • Boston, MA • T:  • F:
Chesterbrook
1200 Liberty Ridge Drive, Suite 200 • Wayne, PA • T: • F:
Harrisburg
Penn National Insurance Plaza • 2 North Second Street, 7th Floor • Harrisburg, PA • T: • F:
New York
245 Park Avenue, 24th Floor • New York, NY • T: • F:
Newark
One Riverfront Plaza • Newark, NJ • T: • F:
Philadelphia
Centre Square West • 1500 Market Street, 38th Floor • Philadelphia, PA • T: • F:
Pittsburgh
One PPG Place • 30th Floor • Pittsburgh, PA • T: • F:
Princeton
650 College Road East, Suite 4000 • Princeton, NJ • T: • F:
Washington
1919 Pennsylvania Avenue, N.W. Suite 550 • Washington, DC • T: • F:
Wilmington
222 Delaware Avenue • Suite 1200 P.O. Box 1266 • Wilmington, DE • T: • F: