Read More RFP Management &
Negotiation Assistance
Case Study: UPMC Events Center

The public-private nature of facility and event development and operations often requires complex negotiations between an owner/funder and partners. We often represent clients in these dealings related to agreements for facility management, food and beverage providers, ticketing companies, and other partners.

Component Services

Analyses of costs and benefits of various forms of relationships with partners
Identification of, and marketing to, potential partners
Assistance in development of RFI/Q/P documents and suggested partnership terms
Involvement in reviewing proposals and the interview process
Coordination with other involved parties, such as attorneys

Service Value

Attracting and forming partnerships with operators, promoters, and other stakeholders
Experienced representation throughout the process
Guidance based on industry norms, realistic operating expectations, and library of similar deals

Component Services

Analyses of costs and benefits of various forms of relationships with partners
Identification of, and marketing to, potential partners
Assistance in development of RFI/Q/P documents and suggested partnership terms
Involvement in reviewing proposals and the interview process
Coordination with other involved parties, such as attorneys

Service Value

Attracting and forming partnerships with operators, promoters, and other stakeholders
Experienced representation throughout the process
Guidance based on industry norms, realistic operating expectations, and library of similar deals

Case Study

UPMC Events Center Management Selection Process

Moon Township, PA | Client: Robert Morris University
rmu2

Stone Planning worked for Robert Morris University in its selection of a private operator for the new 4,000-seat UPMC Events Center. David Stone had previously completed an arena feasibility study for RMU that addressed opportunities for a new arena and private management, as well as RMU’s then-current arena (the Sewall Center) and campus meeting space (Yorktown Center).

 

Following completion of the feasibility study, we were re-engaged to assist in the management selection process, which led to a long-term contract with the Oak View Group. This task included reviewing RFP responses, attending interviews with proposers, advising on selection and contract terms, and other analyses. The facility opened in Fall 2019.

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Case Study

The Amphitheater at White River State Park Management Selection Process

Indianapolis, IN | Client: White River State Park Development Commission
White-River-State-Park_WEB

With The Rooney Sports and Entertainment Group and IFG, David worked with the White River State Park Development Commission on a feasibility study of the existing Farm Bureau Insurance Lawn amphitheater in downtown Indianapolis. The study addressed the need for a permanent facility within the park to replace the temporary 7,000-seat venue, the recommended characteristics of a new facility, and the specific location (at the current site or an adjacent site across the White River). Based on our recommendations, we forecasted future operations of the facility and its financial viability.

 

We comprehensively analyzed past facility operations, the local competitive environment for concerts, and the anticipated market for a larger venue. We also analyzed the operations of a set of comparable facilities in other markets and broader trends in the music and concert industry.​

 

Following completion of our feasibility study, we were later re-engaged by the WRSP Development Commission to help in negotiations for management and operations of the planned facility. We represented the Commission in its discussions with Live Nation, the operator of the current facility, in forming deal terms and operating responsibilities for a new facility.