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BDTA
The Business Development Training Academy (BDTA) AEC Concourse 100 is an eight-week course that will provide your business with a high-level overview of numerous important topics related to doing work at Denver International Airport (DEN), either as a prime or subcontractor. This course is ideal for businesses that have limited to no knowledge or experience at DEN and would like to learn the key knowledge and skills needed to bid and win contracts at DEN.
| Week Number | Class Title | Class Overview |
|---|---|---|
| Week 1 | Orientation | This class will introduce participants to Denver International Airport’s Business Development Training Academy (BDTA), providing a foundational understanding of its goals, structure, and strategic initiatives. This orientation aims to set small businesses up with the relationships, knowledge, and expectations to facilitate success in the Concessions 101 course. |
| Week 2 | What to Know About DEN | This class provides a comprehensive overview of operating concessions at Denver International Airport (DEN), highlighting key differences from streetside businesses, including security, staffing, and customer flow. It also covers stakeholder engagement, onboarding processes, marketing strategies, and upcoming opportunities for vendors and small businesses. |
| Week 3 | Navigating The RFP Process – Part 1 | This class is designed to guide participants—especially small businesses and ACDBE firms—through the Request for Proposal (RFP) process at Denver International Airport (DEN). Presented from the perspective of prime operators, it covers everything from reading and understanding RFPs to preparing proposals and participating in interviews. |
| Week 4 | Navigating The RFP Process – Part 2 | This class explores how to navigate the Request for Proposal (RFP) process from the perspective of DEN Concessions and Procurement, focusing on crafting strong concession proposals and understanding ACDBE program requirements. Participants learn about DEN’s procurement procedures, proposal evaluation criteria, and available resources to support small and diverse business participation. |
| Week 5 | Tenant Finish | This class provides a comprehensive overview of the Concessions Tenant Finish process at DEN, focusing on the Division of Small Business Opportunity (DSBO) compliance requirements, project phases, and permitting procedures. It guides concessionaires through design, construction, and closeout stages at a high level while emphasizing small business participation, regulatory compliance, and effective project coordination. |
| Week 6 | DEN Agreements | This class provides a comprehensive overview of the concession and joint venture agreements at Denver International Airport (DEN), covering everything from contract terms, design and construction requirements and operational standards. It also outlines the legal structures, financial responsibilities, and management expectations involved in forming and maintaining successful joint venture partnerships |
| Week 7 | Financial Aspects | This class provides a comprehensive overview of the financial aspects of operating concessions at Denver International Airport (DEN), including costs related to RFP preparation, design and construction, employment, and unique airport operating expenses. It also explores partnership models, compliance requirements, and commercial financing options for small businesses and ACDBE-certified operators. |
| Week 8 | Small Business Interview Panel | This panel highlights the journeys of small businesses that have successfully grown into prime contractors at Denver International Airport, offering insights into their challenges, strategies, and milestones. Participants will gain inspiration and practical guidance on navigating the path to becoming a prime through real-world experiences and lessons learned. |
The Business Development Training Academy (BDTA) Concessions 201 is a highly interactive, eight-week course that takes an in-depth look at many critical concepts related to becoming a concessionaire at Denver International Airport (DEN). Topics include, the RFP process, tenant finish, legal agreements, contract details, partnerships and finance. Each week, students will work in teams to apply the information they have learned to create artifacts and documents that will be a part of the capstone group presentation. Classes will be taught by industry experts and key DEN staff. This course will prepare you to submit proposals and win contracts at DEN, but it will take a high level of commitment and require time outside of the scheduled class time to complete.
| Week Number | Class Title | Class Overview |
|---|---|---|
| Week 1 | Orientation | This orientation introduces participants to the structure, goals, and expectations of the BDTA Concessions 201 program, designed to advance small businesses in contract proposal, execution, and management at Denver International Airport (DEN). Through hands-on learning, team collaboration, and a capstone presentation, participants will build the skills and relationships needed to succeed in DEN’s contracting environment. |
| Week 2 | Navigating The RFP Process – Part 1 | This class provides an overview of procurement processes, ACDBE/SBEC program requirements, and best practices for submitting proposals for concession opportunities from the DEN perspective. It aims to support small and disadvantaged businesses in navigating DEN’s contracting landscape and improving their competitiveness. |
| Week 3 | Navigating The RFP Process – Part 2 | This class provides participants with a deep dive into Denver International Airport’s Concessions Master Plan and Vision 100, equipping them with the knowledge to develop competitive, equity-focused RFP responses. Through presentations, group activities, and real-world examples, attendees learn how to align their business concepts with DEN’s strategic goals, operational expectations, and commercial planning principles. |
| Week 4 | Navigating The RFP Process – Part 3 | This class, part of DEN’s BDTA Concessions 201 series, explores how to structure and evaluate joint ventures (JVs) for airport concessions, emphasizing legal agreements, partner roles, and operational alignment. Through real-world scenarios, roleplay, and group activities, participants learn to navigate JV dynamics and prepare their Capstone proposals. |
| Week 5 | Contract Execution – Part 1 | This class guides concessionaires through the critical steps from post-award to grand opening, including contract review, orientations, pre-opening requirements, and pricing compliance. It emphasizes operational readiness, stakeholder coordination, and adherence to DEN’s standards and timelines for a successful concession launch. |
| Week 6 | Contract Execution – Part 2 | This class provides a comprehensive overview of the concession and joint venture agreements at DEN, covering everything from contract terms, design and construction requirements and operational standards. It also outlines the legal structures, financial responsibilities, and management expectations involved in forming and maintaining successful joint venture partnerships |
| Week 7 | Concessions Operations | This class provides operational training on key airport topics such as IROPS, badge access, emergency procedures, and deliveries. It also prepares participants for future engagement in airport concessions through interactive sessions, focus groups, and capstone preparations. |
| Capstone Prep | Optional Opportunity Public Speaking Workshop | Enhance your confidence and communication! Join our Public Speaking Workshop to sharpen your presentation skills and deliver a powerful end-of-program project. |
| Week 8 | Capstone Presentation | This event requires teams to present a mock RFP response to a panel of airport experts and prime contractors. This is not a full RFP response, but rather a presentation of responses to portions of a real RFP. Through this exercise, students will refine their proposal development, presentation skills, and understanding of DEN’s procurement expectations in an interview setting. |
