Purpose of Request for Qualifications:
The City of Pendleton is issuing a Request for Qualifications (RFQ) to identify a qualified business development firm or individual contractor to represent the Pendleton UAS Range (PUR), one of the leading UAS test ranges in the United States. The range is seeking to accelerate growth by attracting new clientele and expanding current client engagement. The underlying mission of the UAS range is to stimulate commerce, create jobs and attract investment into the State of Oregon.
Project and Contract Scope:
Pendleton UAS Range (PUR), headquartered at the Eastern Oregon Regional Airport (PDT), is owned and operated by the City of Pendleton, and operates under the FAA-designated Alaska Test Site, operated by the University of Alaska - Fairbanks. PUR is geographically one of the largest UAS ranges in the US, covering 14,000 square miles of NE Oregon. The range provides experienced and dedicated UAS staff along with unparalleled testing environments. PUR also boasts a UAS-friendly ATC tower, two runways, 16-UAS test pads, and a 160-acre UAS Industrial Park. The airfield offers a wide variety of hangars and workshop spaces for clients to choose from. The range is now co-located with the state-funded Oregon UAS Accelerator, Oregon’s only center of innovation excellence dedicated to UAS and robotics. Since its inception in 2014, PUR has supported over 60,000 UAS ops.
PUR requires business development and marketing support to continue growing its client base and expand range utilization. Successful respondent will be expected to build strong business relationships with existing clientele, as well as create new partnerships and recruit new users to the range. Respondent will be expected maintain an office at the airport and physically be present as business dictates, but no less than 33% of the time. Travel and expense budget will be provided to support visits to existing and prospective customers, and for conducting on-site site inspections. Respondent will need to be familiar with current CRM and marketing techniques and be able to work closely with contracted marketing firm. Successful respondent will be able to collaborate with the City’s Economic Development Director, UAS Test Range Manager, Airport Manager, and executive director of the Oregon UAS Accelerator to develop a strategic plan that maximizes the range’s economic impact for Pendleton, the surrounding Eastern Oregon region, and the State of Oregon.
Scope of Work:
The selected business development respondent will be responsible for the following tasks:
1. B2B Business Development Services: o Enhance PUR Customer Relationship Management (CRM) system.
- Identify and engage potential UAS companies, defense contractors, government agencies, and academic institutions to test and lease space at the range.
- Foster relationships with both new and existing UAS businesses to initiate range trial or encourage increase in frequency and/or duration of usage.
- Increase range use by both transient clientele and long-term clientele
- Increase ground and facility lease revenue
- Promote increased usage of range services, equipment and facilities.
- Establish strong strategic partnerships with UAS supply chain, governmental agencies, trade associations, educational institutions and other stakeholder groups.
- Provide monthly BD report on current state, opportunities, threats and challenges.
2. Marketing and Recruitment Strategies:
- Oversee all marketing efforts, which includes management of UAS range brand.
- Provide direction and oversight to marketing contractor’s activities, which includes brand management, advertising, website updates, social media management, content creation, and production of marketing materials such as brochures, print ads, and promotional videos.
- Analyze and report on the effectiveness of marketing campaigns and adjust strategies based on performance metrics.
- Collaborate with range management to identify new markets and create industry specific marketing promotions.
- Assist marketing firm to develop and deliver industry-specific promotions.
- Ensure marketing firm maintains consistent messaging, primarily focusing on the unique benefits and capabilities of PUR.
- Work closely with marketing firm to increase PUR awareness and following by leveraging appropriate media channels (radio, print, social media, and digital).
3. Trade Show Strategy, Coordination and Attendance:
- Develop strategies for attending and showcasing Pendleton UAS Range at major industry tradeshows and conferences.
- Manage tradeshow booth design, furnishings, AV, and promotional materials.
- Coordinate adequate staffing and travel to tradeshows.
- Create and implement effective lead capture program.
See additional descriptions and details in the attached documents.