Dive summary:

• Private sector players need to form teams and establish their relationships before they try to form private-public partnerships for projects that come up, according to speakers at the annual conference of the Society for Marketing Professional Services.
• Thomas Samuels, whose role is being global director of client strategies for AEC firm Epstein, said that the private-sector partners in the public-private development of the Scottsdale Center for New Technology at Arizona State University had allied long before that opportunity arose and understood each other's talents and needs.
• Building relationships early lets the team take a compelling story to the public sector partner about why the team is the right choice, Samuels told the business developers in the audience.

From the article:

He said the Scottsdale Center team went as far as to explain "what our capital assumptions were, what our rental rates were going to be, what our escalations were going to be—to help them understand the advantages of P3 for their project." ...