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BUSINESS NEWS T2 CAPITAL MANAGEMENT ANNOUNCES SIGNIFICANT INVESTMENT IN CANONSBURG, PA: RENOVATION OF DISTRIBUTION CENTER TO ENHANCE INDUSTRIAL AREA; LOCAL DESIGN TEAMS INVOLVED T2 Capital Management, a Chicago-based real estate investment firm, announced its acquisition of an industrial/ distribution building in Canonsburg, Pennsylvania. T2 is bringing three Pittsburgh-based firms onboard as part of the project development team. Fukui Architects , Gateway Engineers , and P2 Contracting will assist with architecture, engineering, and construction services respectively. “Any time we venture into a new community, the ability to work together with local companies to move the project forward is invaluable,” said Jeff Brown, co-founder and CEO of T2 Capital Management. The planned $10 million renovation will transform the currently vacant 130,583 square foot building at 135 Meadow Lane into a state-of-the-art facility known as the

Canonsburg Distribution Center. The building sits on more than seven acres and is situated about 25 miles from Pittsburgh International Airport. Once complete, the upgraded facility will provide a clearing height of 30 feet throughout, contain 12 shipping and receiving docks, new mechanical, electrical, plumbing, energy efficient LED lighting, and an early suppression fast response sprinkler system. Renovations are expected to be finished in September 2018. “The building is located in a great market and we saw a unique opportunity for local economic development,” said Brown. “Aside from the space and immense potential, the chance to be part of a hard-working and growing community certainly drew us to the location.” Anixter, a publicly traded Fortune 500 company based in Glenview, Illinois, has already signed- on as the first tenant. The company, a leading supplier of network and security solutions, electrical and electronic solutions, and utility

power solutions, will lease more than 50,000 square feet (approximately 38 percent of the building) for a minimum of 10 years, beginning in September. T2’s first project in Pennsylvania builds on its success with similar ventures in Columbus, Ohio, and Jacksonville, Florida. An award winning architecture and interior design firm under Principal Felix Fukui AIA, IIDA, LEED-AP, Fukui Architects helps clients identify ways to make their physical facilities an asset that improves business performance, increases property value and stimulates sales. Gateway Engineers’ tradition of innovation has drawn clients to choose its services for more than 60 years. Gateway Engineers’ reputation for excellence retains like-minded clients. Gateway Engineers is driven by its mission to help clients reach a higher level of success through knowledge, experience, and responsiveness.

SCOTT JOHNSTON, from page 11

3)Give a sneak preview. Drop a hint about a benefit you’ll be sharing during the interview to make the selection panel want to hear more. This will make the panel pay attention when it’s time to share your most compelling benefit. “I’m looking forward to our discussion on the phasing part of the project. One of our three options will shave five weeks off of the planned schedule … ” The sneak preview sends all kinds of positive messages: that you know the project up and down; and that you’re thinking about how to save them time and money. 4)Address client needs. The business reasons behind a project are often never discussed during a project interview. Yet these reasons are top of mind for many of the selection panel mem- bers. When the first words out of your mouth are about their big-picture needs, you will make a positive first impression. “This expansion is critical to ensuring that ABC Hospital achieves its strategic goal of becoming the leading cancer care facility in the Pacific Northwest by 2022. I am committed to making that goal a reality. My name is … ” START STRONG. FINISH STRONG. Hone your introduction and prac- tice it until it becomes natural. You don’t have to say it the same way every time, but it can’t sound scripted or read from notes. Speak from the heart and make a powerful statement. Reference your introduction when you describe a key process and during your closing statement to make it stick. You’ll start and finish the interview on the best pos- sible foot – even if you’re just a dirt guy! SCOTT JOHNSTON leads the Johnston Training Group programs that enable technical professionals to present powerfully, write purposefully, and facilitate seamlessly. In addition, he leads the JTG Selection Panel research, conducting in-person interviews with selection panel members from numerous public and private organizations. As a principal at JTG, Scott has helped AEC firms at every stage of the process differentiate themselves and win more work – from early proposal creation to the final project interview. He can be reached at scott@jtgroup.com.

2)Get personal. Sharing something personal about your his- tory and how you became the professional you are today is a great way to show the panel you are a real person, not just another “PM excited for the opportunity.” On a recent team we coached, a project estimator started off with: “I grew up in a house of very organized women. My mom and sisters had schedules and labels for everything. They would have labeled our thoughts if they could have! So it’s no surprise that I became a project estimator. I’m Jill Appleseed from ABC Construction…” “Hone your introduction and practice it until it becomes natural. You don’t have to say it the same way every time, but it can’t sound scripted or read from notes. Speak from the heart and make a powerful statement.” Why did you become the professional you are today? Did something or someone inspire you? Share this information to connect with the panel members. It might turn out some- thing like this anecdote from Karen Johnston: “One introduction that changed the direction of the interview was from a geotechnical engineer on an eight-person team for a complex project. After the first seven team members listed their expertise and responsibilities on the project, the geotech said, ‘Well, I’m the dirt guy. I’m responsible for everything under the ground … ’ This authentic, humble, and humorous beginning made everybody want to hear more from ‘the dirt guy.’ It relaxed the team and provided a positive answer to the question all panels have in the back of their collective minds: ‘What will these people be like to work with?’ The team won the interview.”

THE ZWEIG LETTER June 11, 2018, ISSUE 1252

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