Create The Edge Academy · Module B · Industry Terminology & Definitions

Twelve slides covering the complete industry terminology framework. Advance through each slide to reinforce the vocabulary before reading the sub-modules.

MODULE B · FOUNDATIONS

B.1 · Why Language Matters

Why Industry Language Matters

In professional consulting, the words you use are not decoration. They are instruments of credibility. Every term you choose signals whether you belong in the room or whether you are guessing your way through a conversation that costs your client millions of dollars.

At Northstar Design Collaborative, vocabulary is a core professional skill ranked alongside proposal writing, fee calculation, and client communication. The language you use in emails, phone calls, proposals, and presentations determines whether clients perceive you as a trusted authority or a generic vendor reading from a script.

This module establishes the foundational terminology you will encounter daily. Every term defined here appears repeatedly in the [Department Manager] training notes, in client-facing documents, in the review process, and in internal communications. Misusing any of these terms is not a minor mistake: it signals to the client that you do not understand the work you are proposing to do.

❞ Expert Insight

"If you say 'blueprints' instead of 'construction documents,' the architect knows you are not from this world. If you confuse an RFP with an RFQ, the client wonders who trained you. Language is the first filter. Pass it or you never get to show what you actually know."

Create The Edge Academy · The Proposal Standard

Figure B.1 · The Three Consequences of Incorrect Terminology

Consequence

Loss of Authority

Wrong terms destroy the expert status Northstar Design Collaborative has spent decades building.

Consequence

Scope Confusion

Confusing phases or terms creates liability by promising deliverables in wrong phases.

Consequence

Revenue Impact

Proposals with terminology errors get sent back, delaying pipeline velocity and revenue.

Rule

House Standard

Zero Exceptions

There is no context in which "close enough" is acceptable in Northstar Design Collaborative communications.

▦ Rule of the House

Every term in this module must be used correctly in all Northstar Design Collaborative communications: proposals, cover letters, consultation agreements, emails, phone calls, and presentations. There are no exceptions, and there is no context in which "close enough" is acceptable.

MODULE B · TERMINOLOGY

B.2 · Proposal & Document Terms

Proposal & Document Terms

These are the terms you will use most frequently. Every document that leaves Northstar Design Collaborative uses these terms precisely.

Figure B.2 · Proposal & Document Terminology Reference

Term	Definition	Why It Matters
RFP	Request for Proposal. A formal document requesting a detailed proposal including scope, methodology, and fee. The response is a decision tool.	The majority of Northstar Design Collaborative work originates through RFPs.
RFQ	Request for Qualifications. Asks firms to demonstrate competency: resumes, past projects, credentials. No fee is quoted initially.	RFQs take ~4 hours each. Completing one is a competitive advantage since many competitors will not finish.
Consultation Agreement	The legal contract portion of a proposal. Defines scope, fee, phases, payment terms, and exclusions.	Every word has legal weight. Must match the cover letter exactly.
Cover Letter	The narrative portion of a proposal. Introduces project context, establishes authority, describes approach, and summarizes scope.	The first two paragraphs carry the most weight. No filler, no "we are pleased to present."
Reference Line	The line at the top of the proposal identifying the project by name, client, and project number. Copied verbatim from the client's RFP.	Must be identical each time it appears. Inconsistency signals carelessness.
SF330	Standard Form 330. A federal government form for architect and engineering qualifications submissions.	Narrative sections can be populated from existing proposals.
Scope of Work	Detailed description of all deliverables organized by design phase (SD, DD, CD, BN, CA).	What is not in the scope is not Northstar Design Collaborative's responsibility. Precision protects the firm.
Independence Statement	Required paragraph affirming vendor-neutral status. Confirm the correct version for your engagement context.	Not optional. Wrong version signals the reviewer you did not read the RFP.
Pre-Flight Checklist	14-point quality assurance checklist applied before the review process.	No proposal moves to [Department Manager] without completing it.

⚠ Watch Out

RFP and RFQ are not interchangeable. Calling an RFQ an RFP in your response signals that you did not read the request. Architects sometimes mislabel documents. Your job is to read the content and respond to what is actually being asked, regardless of the label.

MODULE B · TERMINOLOGY

B.3 · Design Phase Terminology

Design Phase Terminology

Every Northstar Design Collaborative proposal is structured around the standard AEC design phases. These phases define the workflow, determine the fee, and establish deliverables. Know these cold.

Figure B.4 · The Five Standard AEC Design Phases

Conceptual Design

Layouts, block diagrams, order-of-magnitude estimates.

Design Development

Detailed Revit plans, data books, utility coordination.

Construction Docs

Bid-ready drawings, MasterSpec, connection plans.

Bidding / Negotiation

Bid evaluation, dealer coordination, addenda.

Construction Admin

Submittal review, RFIs, site inspections, punch list.

Figure B.5 · Additional Design Phase Terms

Term	Definition	Context
Programming / Conceptual	Optional early phase: establishing goals, confirming menus, creating block diagrams before design begins.	Complex new construction for large institutions.
Equipment Survey	Optional phase for renovations: inventorying existing equipment, evaluating condition, identifying non-compliance.	Renovation projects only. New construction skips this.
Waterfall Structure	Each phase must be completed and approved before the next begins. Client signs off at each gate.	Most Northstar Design Collaborative proposals use waterfall. "Upon written approval of [phase]..."
30% / 60% / 90%	Percentage milestones mapping to phases: SD = 30%, DD = 60%, CD = 90%. Government clients use this.	Map their percentage language to your phase abbreviations in the proposal.
BIM / Clash Detection	Building Information Modeling: 3D digital models for design coordination. Clash Detection finds conflicts before construction.	Northstar Design Collaborative uses BIM (Revit) to coordinate with architectural and MEP systems.

✓ Best Practice

When an RFP uses different phase names, map their language to yours: "Phase I: Conceptual Design (referred to in the RFP as '30% Design Submittal')." This shows the client you read their document while maintaining Northstar Design Collaborative's standard structure.

MODULE B · TERMINOLOGY

B.4 · Project & Engagement Terms

Project & Engagement Terms

You are writing proposals about your client's project. These are the terms that describe the engagement environment: the vocabulary that separates a consultant who understands the work from one who does not.

Figure B.7 · Project & Engagement Terminology

Term	Definition	Proposal Context
Scope of Work	The defined set of deliverables a consultant agrees to produce within a specific engagement. Determines the fee, the timeline, and the boundaries of professional responsibility.	The most important document in any engagement. Vague scope = scope creep. Precise scope = defensible fee.
Deliverable	A specific, tangible output produced by the consultant as part of the engagement. Must be named, dated, and trackable.	Every proposal must list deliverables explicitly. "Consulting services" is not a deliverable. "Phase 1 Programming Report" is.
Change Order	A formal amendment to the original scope that adds, removes, or modifies deliverables, usually accompanied by a fee adjustment.	Change orders are not problems. They are the mechanism that protects the consultant when scope expands. Failure to issue them is where margins disappear.
Retainer	A recurring fee paid by the client to maintain access to the consultant's expertise on an ongoing basis. Not project-based.	The highest-value client relationship structure. Retainer clients pay for access to judgment, not just deliverables.
Value Engineering	The process of reviewing a scope or specification to achieve the same functional result at lower cost without compromising quality or compliance.	A tool for protecting the client's budget without reducing the scope of the engagement. Never suggest value engineering on your own fee.
Professional Liability	The legal exposure a consultant carries for errors, omissions, or negligent advice in the performance of professional services.	Every engagement creates professional liability exposure. This is why professional liability insurance is non-negotiable and why scope precision is a legal instrument, not a bureaucratic formality.
Contingency	A budget reserve, typically 5–15% of project cost, set aside for unforeseen conditions or scope additions not identifiable at the time of proposal.	Propose contingency explicitly. Clients who understand contingency are better clients. Clients who resist contingency are telling you something about how they handle surprises.
Schematic Phase	The early phase of a design or planning engagement when concepts are developed and evaluated before detailed documentation begins.	The most important phase for client alignment. Scope approved at schematic is scope that should not need to change downstream. Rushing this phase is the most common cause of project overruns.

☰ From the Files

The Scrubber vs. Standard Hood. A standard exhaust hood vents grease-laden air outside the building. A "scrubber" system filters and cleans the air before releasing it, allowing ventilation to be routed back into the dining space without depositing grease on guests. This is critical in high-rise rooftop dining, open-concept restaurants, and outdoor seating areas adjacent to cooking. Knowing this distinction demonstrates technical depth in client conversations.

MODULE B · TERMINOLOGY

B.5 · Credentials & Organizations

Professional Credentials & Organizations

Credentials are the shorthand of professional trust. Knowing what they mean allows you to recognize authority in the room and position Northstar Design Collaborative's team correctly.

Figure B.8 · Key Professional Credentials

Credential	Full Name	What It Means	Northstar Design Collaborative Connection
FCSI	Professional Services Consultants Society International	Global association for professional consultants. Requires demonstrated expertise and peer nomination.	The firm's principal holds FCSI, CSI credentials. Appears on all proposals.
CSI	Construction Specifications Institute	Focused on construction specifications and project delivery standards.	Reinforces expertise in producing MasterSpec documents.
AIA	American Institute of Architects	Professional organization for licensed architects. AIA contracts are the industry standard.	Northstar Design Collaborative often works under AIA contract structures.
LEED AP	Leadership in Energy and Environmental Design	Expertise in green building design and sustainable construction.	Relevant when projects have LEED certification requirements.
PE	Professional Engineer	Licensed engineer with stamp authority on engineering documents.	Northstar Design Collaborative coordinates with PE-stamped MEP engineers.

▦ Rule of the House

The firm's principal credentials are always listed as: Principal Consultant, FCSI, CSI. In that order, separated by commas. They appear on proposal cover letters, firm biographies, and resume submissions. Never omit the credentials in formal documents.

MODULE B · TERMINOLOGY

B.6 · Business & Sales Terms

Business & Sales Terms

These terms define the commercial language used in Northstar Design Collaborative's sales operations. They appear in CRM records, pipeline discussions, and strategic planning.

Figure B.9 · Business & Sales Terminology

Term	Definition	Application
Pipeline / Vantage CRM	The total set of active prospects tracked in Vantage CRM CRM through stages: Pending, Active, Won, Lost.	If it is not in Vantage CRM, it does not exist. Update after every interaction.
Inbound / Outbound	Inbound: leads from established relationships. Outbound: leads from new business development and prospecting.	Inbound = technical response. Outbound = empathy + authority signaling + full framework.
ICP	Ideal Customer Profile. The type of organization that benefits most from Northstar Design Collaborative's services.	Guides outbound prospecting toward highest win-probability opportunities.
Critical Event	The time-sensitive trigger creating urgency: bond deadline, school opening, accreditation inspection.	Identifying the critical event positions Northstar Design Collaborative as the firm that understands urgency.
Impact Statement	Concise description of the measurable change the project will produce. Opens the cover letter.	Replaces generic filler with project-specific authority.
Go/No-Go	Internal evaluation of whether to pursue an opportunity based on fit, capacity, fee viability, and strategy.	Not every RFP should get a response. Discipline protects team time.
ROM	Rough Order of Magnitude. Preliminary cost estimate using sector rates ($300-$350/SF).	Helps clients understand investment scale before design begins.
MBE	Certified Minority Business Enterprise. Northstar Design Collaborative's certified status.	Competitive advantage in government and institutional projects. Listed on all proposals.

MODULE B · TERMINOLOGY

B.7 · Code & Compliance Terminology

Code & Compliance Terminology

Code compliance is not optional. Every Northstar Design Collaborative proposal addresses code requirements. You need these terms to write accurately about what the project requires.

Figure B.10 · Code & Compliance Terms

Term	Definition	Relevance
AHJ	Authority Having Jurisdiction. The local official who approves or rejects building plans and equipment installations.	Varies by location. Northstar Design Collaborative designs to the most restrictive standard.
CFM	Cubic Feet per Minute. Measurement of airflow volume for sizing exhaust hoods and ventilation.	Underestimating CFM = code violation. Overestimating = wasted money.
UL 710	Underwriters Laboratories safety standard for commercial cooking ventilation equipment.	Ventless equipment must have UL 710 certification to validate the claim.
MasterSpec	Specification writing system producing bid-ready procurement documents without referencing specific manufacturers.	Produced during CD phase. Ensures vendor-neutral, competitive bidding.
MEP	Mechanical, Electrical, Plumbing. The three engineering disciplines providing building infrastructure.	Every piece of equipment needs specific MEP connections. Coordination happens in DD and CD.
RFI	Request for Information. Formal question during construction when a conflict or ambiguity is found.	Reducing RFIs is a measure of design quality. Thorough DD and CD phases minimize them.

⚠ Watch Out

Northstar Design Collaborative does not provide code compliance certification. The firm designs to code and coordinates with the AHJ, but does not stamp drawings, provide PE certifications, or issue building permits. Never promise code approval in a proposal; promise code-compliant design.

MODULE B · TERMINOLOGY

B.8 · Financial & Fee Terms

Financial & Fee Terms

Fee calculation at Northstar Design Collaborative follows a precise logic. These terms define the financial framework you will use in every proposal.

Figure B.11 · Fee Calculation Logic Flow

Step One

Calculate Equipment Budget

Kitchen SF × Sector Rate = Equipment Budget. Example: 2,850 SF × $325 (Hospitality) = $926,250.

Step Two

Calculate Consulting Fee

Equipment Budget × Fee % = Consulting Fee. Example: $926,250 × 5% = $46,312. Schools use 4%, all others use 5%.

Figure B.11a · Sector Rates Per Square Foot

$300

Per SF

Schools

K-12 and institutional education. 4% fee rate due to standardized, repeatable layouts.

$325

Per SF

Hospitality

Hotels, restaurants, bars. Standard 5% fee rate.

$350

Per SF

Correctional

Prisons and detention facilities. Highest rate due to security modifications and MEP density.

$200

Per SF

Catering

Warming and catering kitchens. $200-$250/SF. Lower density, reduced code requirements.

Figure B.12 · Financial & Fee Terminology

Term	Definition	Application
Equipment Budget	Estimated total equipment cost: Kitchen SF × Sector Rate.	Foundation of fee calculation. Must be accurate.
Fee Percentage	Percentage of equipment budget = consulting fee. Standard: 5%. Schools: 4%.	Deviations from standard require Principal Consultant approval.
Per Diem	Daily flat rate for on-site services. Northstar standard: $1,600/day.	Applies to CA phase site visits and inspections.
Hourly Rates	Project Principal: $200/hr. Project Manager: $170/hr. QC: $125/hr. Revit Operator: $90/hr.	Must be current and match the published schedule.
50-Mile Rule	Projects within 50 miles: no travel paragraph. Beyond 50 miles: travel is reimbursable.	Check project location before including or omitting travel language.
COI	Certificate of Insurance. Confirms liability, professional, and workers' comp coverage.	Handled by accounting. Two versions: with and without client named as additional insured.

MODULE B · APPLICATION

B.9 · Using Language With Clients

How to Use Industry Language With Clients

Knowing the correct terminology is only half the skill. The other half is knowing when to use it, when to translate it, and how to calibrate to the person across the table.

Figure B.13 · Language Calibration by Audience

Architects & Engineers

Full Technical Language

"We will coordinate MEP loads during DD and produce MasterSpec procurement documents in CD."

Precision is respect. They expect the vocabulary.

Facility Directors & Operators

Functional Language

"We will produce detailed equipment plans showing every piece, where it plugs in, and how much power."

Explain what, not what it is called.

Executives & Board Members

Strategic Language

"Our process gives you budget certainty before construction. You review and approve at each step."

Outcomes, budgets, timelines.

✓ Best Practice

Match the room, then elevate. Mirror the client's language level first. If they say "kitchen plans," you say "kitchen plans." Once rapport is established, introduce the precise term naturally: "When we produce the kitchen plans during Conceptual Design, we call that the equipment layout." This teaches the client your language without talking down to them.

❞ The Advocate Principle

"Your job is not to present options and let the client choose. Your job is to have already evaluated every option, identified the correct one for their situation, and walked them toward it with enough context that they arrive at the recommendation with confidence. That is what expertise looks like from the client's side of the table."

Create The Edge Academy · 40 Years in the Room

Terms to Never Use in Client Communication

Forbidden Phrase	Why It Fails	Use Instead
"We are pleased to present..."	Filler. Wastes the most valuable real estate in the proposal.	Open with the impact statement.
"Blueprints"	Outdated. Signals you are not from this world.	"Construction documents" or "drawings"
"Estimate" (for budget)	Implies uncertainty. A sector-rate calculation is not an estimate.	"Budget" based on sector rates
Manufacturer names in proposals	Northstar Design Collaborative is vendor-neutral. Naming brands violates this standard.	Performance criteria: "10-gallon tilting skillet, electric, floor-mounted"

MODULE B · ASSESSMENT

✓ Comprehensive Test

Section B Comprehensive Test

15 questions covering Knowledge, Application, and Judgment. One correct answer each. A passing score is 12 correct. Below 10, re-read the sub-modules referenced in the answer legend.

B.1

What does "SD" stand for in the Northstar Design Collaborative design phase structure?

ASystem Design
BScope Definition
CConceptual Design
DStructural Development

B.2

What is the primary difference between an RFP and an RFQ?

ARFPs are for government, RFQs are for private sector
BAn RFP requests a proposal with fees; an RFQ requests qualifications without fees
CAn RFP is longer than an RFQ
DRFQs are electronic, RFPs are printed

B.3

What is the sector rate per square foot for a correctional facility kitchen?

A$350 per square foot
B$300 per square foot
C$325 per square foot
D$250 per square foot

B.4

What does FOG stand for?

AFloor, Outlet, and Gas
BFacility Operations Guide
CFood-grade Operational Grading
DFat, Oil, and Grease

B.5

What does FCSI represent?

AFederal Construction Standards Institute
BProfessional Services Consultants Society International
CFacility Compliance and Safety International
DFood and Commercial Services Industry

B.6

A client's RFP uses "30% Design Submittal" and "60% Design Submittal." What should you do?

AUse only the client's percentage terminology
BIgnore their terminology and use only standard abbreviations
CMap their terms to yours: "Phase I: Conceptual Design (referred to as 30% Design Submittal)"
DAsk the client to clarify before writing

B.7

Project is 30 miles from the Northstar Design Collaborative office. Include a travel reimbursement paragraph?

ANo, within the 50-mile radius
BYes, always include travel
COnly if the client requests it
DYes, at a reduced rate

B.8

What is the Independence Statement?

ADeclaration that Northstar Design Collaborative operates without a parent company
BConfirmation that each office operates separately
CStatement that the proposal was prepared without help
DAffirmation that Northstar Design Collaborative does not sell equipment or receive manufacturer commissions

B.9

A superintendent asks about "the kitchen plans." Best response?

ACorrect them: "We call those construction documents."
BMirror their language, then introduce the precise term naturally
CAvoid technical terminology entirely
DUse full technical jargon: "SD phase Revit equipment plans"

B.10

What is a combi oven?

AOven combining gas and electric heating
BDouble-stacked conventional oven
CVersatile oven combining convection, steam, and combination cooking modes
DCommercial microwave with convection

B.11

What does AHJ stand for?

AAuthority Having Jurisdiction
BArchitectural and Housing Journal
CApproved Health and Janitorial
DAmerican Hospitality Jurisdiction

B.12

A proposal says "We will install Brand X combi ovens." What is wrong?

ACombis are not for hospitality
BShould specify multiple brands
CNorthstar Design Collaborative designs, not installs
DBoth: Northstar Design Collaborative designs (not installs) AND naming a brand violates vendor-neutral language

B.13

Why is the school fee 4% instead of the standard 5%?

ASchool projects are always smaller
BStandardized layouts allow more efficient documentation, justifying the reduction
CSchools have lower equipment costs
DGovernment caps consulting fees

B.14

Architect sends a document labeled "RFP" but it only asks for resumes and credentials. What do you do?

ASubmit a full proposal with fees since it says RFP
BDecline the opportunity
CRecognize it is an RFQ regardless of label, respond with qualifications, confirm with architect
DInclude fees as a bonus

B.15

Why does Northstar Design Collaborative use "Professional Services" in some proposals and "Food & Beverage" in others?

AEach triggers a different Independence Statement: Professional Services for institutional, F&B for hospitality with bars
BThey are interchangeable
CF&B is for larger projects
DProfessional Services is the older term

Answer all 15 questions before submitting.

MODULE B · ASSESSMENT

☑ Answer Legend · Part 1 of 2

Answers · B.1 through B.8

The correct answer is given for each question, followed by the reasoning and the sub-module where the concept was taught. Return to any sub-module that surprised you before moving to the flashcards.

B.1

Correct: C · Conceptual Design

SD = Conceptual Design. First of five AEC phases. Involves layouts, block diagrams, and order-of-magnitude estimates. See B.3.

B.2

Correct: B · RFP requests a proposal with fees; RFQ requests qualifications without fees

RFP = scope + fee. RFQ = qualifications only. Confusing them is a significant professional error. See B.2.

B.3

Correct: A · $350 per square foot

Correctional = $350/SF, the highest rate, due to security modifications and high-density MEP requirements. See B.8.

B.4

Correct: D · Fat, Oil, and Grease

FOG = Fat, Oil, and Grease. Must be captured by grease interceptors before entering municipal sewers. See B.4.

B.5

Correct: B · Professional Services Consultants Society International

FCSI = Professional Services Consultants Society International. The firm's principal holds this credential. See B.5.

B.6

Correct: C · Map their terms to yours

Map client language to Northstar Design Collaborative phases. Shows you read their RFP while maintaining your standards. See B.3.

B.7

Correct: A · No, within the 50-mile radius

The 50-Mile Rule: no travel paragraph for projects within 50 miles. See B.8.

B.8

Correct: D · Affirmation that Northstar Design Collaborative does not sell equipment or receive manufacturer commissions

The Independence Statement affirms vendor-neutral status. Confirm the correct version for your engagement context. Wrong version signals the reviewer you did not read the RFP. See B.2.

MODULE B · ASSESSMENT

☑ Answer Legend · Part 2 of 2

Answers · B.9 through B.15

The remaining answers, with reasoning and sub-module cross-references. Review every question you missed against its source sub-module before moving on to the flashcards.

B.9

Correct: B · Mirror their language, then introduce the precise term naturally

Match the room, then elevate. Build rapport first, then introduce precise terms. See B.9.

B.10

Correct: C · Versatile oven combining convection, steam, and combination cooking modes

Combi = convection + steam + combo. Some models are ventless. Ventless combis eliminate the need for an exhaust hood. See B.4.

B.11

Correct: A · Authority Having Jurisdiction

AHJ = Authority Having Jurisdiction. The local official who approves building plans. Varies by location. See B.7.

B.12

Correct: D · Both errors: Northstar Design Collaborative designs (not installs) AND naming a brand violates vendor-neutral language

Two failures in one sentence. Northstar Design Collaborative designs; dealers and contractors install. And brand names never appear in proposals. See B.7 and B.9.

B.13

Correct: B · Standardized layouts allow more efficient documentation, justifying the reduction

K-12 uses standardized, repeatable layouts enabling efficient documentation. The lower fee reflects efficiency, not lower quality. See B.8.

B.14

Correct: C · Recognize it is an RFQ regardless of label, respond with qualifications, confirm with architect

Read content, not labels. Confirm with the architect. This demonstrates attention to detail and protects against submitting the wrong format. See B.2.

B.15

Correct: A · Each triggers a different Independence Statement

Not interchangeable. "Professional Services" = institutional. "Food & Beverage" = hospitality with bar components. Each requires a different Independence Statement paragraph. Using the wrong one = wrong legal language. See B.2.

MODULE B · STUDY TOOLS

◆ Flashcards · Reference Grid

Fifteen Cards · Front and Back

Fifteen flashcards covering the working vocabulary of Section B. Read the front, recall the back, then check. Use the interactive flip cards for active practice.

1RFP vs. RFQ

RFP = scope + methodology + fee. A decision tool. RFQ = qualifications only, no fee. Never confuse them.

(B.2)

2Five Design Phases

SD (Conceptual Design), DD (Design Development), CD (Construction Docs), BN (Bidding/Negotiation), CA (Construction Admin).

(B.3)

3Independence Statement

Required in every proposal. Confirm the correct version for your engagement context. Wrong version signals the reviewer you did not read the RFP.

(B.2)

4Sector Rates ($/SF)

Schools $300. Hospitality $325. Correctional $350. Catering $200-$250. Fee: 5% (schools: 4%).

(B.8)

5FOG

Fat, Oil, and Grease. Byproducts of commercial cooking captured by grease interceptors before entering municipal sewers.

(B.4)

6AHJ

Authority Having Jurisdiction. The local government official who approves or rejects building plans. Varies by location.

(B.7)

7FCSI

Professional Services Consultants Society International. Global professional association. Credentials listed as: Principal Consultant, FCSI, CSI. Always in that order.

(B.5)

8Combi Oven

Convection + steam + combination cooking in one unit. Some models are ventless, eliminating the need for an exhaust hood.

(B.4)

9The 50-Mile Rule

Within 50 miles: no travel paragraph. Beyond 50 miles: travel is reimbursable. Check project location before writing.

(B.8)

10Vendor-Neutral Language

Never name specific manufacturers in proposals. Specify by performance criteria only. "10-gallon tilting skillet, electric, floor-mounted."

(B.9)

11BIM / Clash Detection

Building Information Modeling: 3D Revit models for coordination. Clash Detection finds conflicts before construction begins.

(B.3)

12MEP

Mechanical, Electrical, Plumbing. Every piece of equipment needs specific MEP connections. Coordination in DD and CD phases.

(B.7)

13Critical Event

Time-sensitive trigger: bond deadline, school opening, accreditation inspection. Identifying it positions Northstar Design Collaborative as urgency-aware.

(B.6)

14AutoQuotes

Industry-standard software for detailed equipment lists and cost estimates. Drives the equipment budget, which drives the fee.

(B.4)

15Professional Services vs. F&B

Not interchangeable. Each triggers a different Independence Statement. Professional Services = institutional. F&B = hospitality with bar components.

(B.9)

MODULE B · STUDY TOOLS

□ Flashcards · Interactive

Tap the Card to See the Answer

Fifteen cards, one at a time. Read the front, attempt the back from memory, then tap to check. Review at Day 1, 3, 7, and 21.

Term · Tap to Reveal

RFP vs. RFQ

RFP = scope + methodology + fee. A decision tool. RFQ = qualifications only, no fee. Never confuse them. (B.2)

Tap card to flip · Use arrows to navigate

1 of 15

MODULE B · STUDY TOOLS

✂ Printable Cut-Out Study Cards

Print, Cut, Carry

Fifteen cards arranged for printing. Cut along the borders. Keep them on your desk. Within thirty days, the terminology will be automatic.

RFP vs. RFQ

RFP = proposal with scope, methodology, and fee. RFQ = qualifications only, no fee quoted. Read the content, not the label.

Five Design Phases

SD (Conceptual Design), DD (Design Development), CD (Construction Docs), BN (Bidding/Negotiation), CA (Construction Admin).

Independence Statement

Required in every proposal. Affirms vendor-neutral status. Confirm the correct version for your engagement context. Wrong version signals the reviewer you did not read the RFP.

Sector Rates ($/SF)

Schools $300 (4% fee). Hospitality $325 (5%). Correctional $350 (5%). Catering $200-$250 (5%).

FOG

Fat, Oil, and Grease. Captured by grease interceptors before entering municipal sewers. Prevents "fatbergs."

AHJ

Authority Having Jurisdiction. Local official who approves building plans. Varies by location. Design to the most restrictive standard.

FCSI

Professional Services Consultants Society International. Credentials listed as: Principal Consultant, FCSI, CSI. Always in that order on formal documents.

Combi Oven

Convection + steam + combination cooking. Some models are ventless, eliminating the need for an exhaust hood.

The 50-Mile Rule

Within 50 miles: no travel paragraph. Beyond 50 miles: travel is reimbursable. Check location before writing.

Vendor-Neutral Language

Never name specific manufacturers. Specify by performance criteria only: "10-gallon tilting skillet, electric, floor-mounted."

BIM / Clash Detection

3D Revit models for design coordination. Clash Detection finds conflicts before construction. Prevents costly field changes.

MEP

Mechanical, Electrical, Plumbing. Every piece of equipment needs specific connections. Coordination in DD and CD phases.

Critical Event

Time-sensitive trigger: bond deadline, school opening, accreditation inspection. Identifies urgency for the client.

AutoQuotes

Industry-standard equipment list and cost estimation software. Drives the equipment budget, which drives the fee.

Professional Services vs. Food & Beverage

Not interchangeable. Each triggers a different Independence Statement. Professional Services = institutional. F&B = hospitality with bar components.