About this video

• Video Title: Blueprints for Impact: Crafting Scalable Pilot Projects with Emily Yates
• Channel: Leading Cities
• Speakers: Emily Yates, Mike Lake
• Duration: 00:24:56

Overview

This video features Emily Yates, Chief Innovation Officer at SEPTA and Smart City Director for the City of Philadelphia, sharing her insights on what cities look for when evaluating pilot project applications. She outlines nine key criteria for vendors and innovators to consider when proposing projects to a city, emphasizing the importance of customization, government experience, diversity, partnership, data-driven proposals, patience, budget alignment, and connection to city strategies.

Key takeaways

• Customization is Crucial: Generic proposals are a red flag; submissions must be tailored to the specific city and project needs.
• Prior Government Experience is Valued: Demonstrating past success with other cities builds confidence and reduces perceived risk.
• Diversity Matters: A diverse team, both in representation and in understanding community needs, is essential and often a priority for cities.
• Be a Partner, Not Just a Vendor: Cities seek partners willing to adapt their technology and engage in R&D to meet unique urban challenges.
• Data is Key: Proposals should be backed by quantitative data demonstrating ROI, efficiency, and cost savings.
• Patience is a Virtue: Cities are complex and often move slowly due to process and protocol; vendors should anticipate and plan for longer timelines.
• Respect the Budget: Align projects with the stated budget and understand that exceeding it can lead to automatic disqualification.
• Connect to City Strategies: Demonstrate how a project aligns with and supports broader city goals and initiatives.
• Understand the Human Element: Focus on building relationships, understanding city operations, and addressing actual problems rather than just pitching solutions.

The correct answer is: To prove the company’s commitment is real—not just paperwork—and to mirror the communities the pilot will serve

Emily Yates explains this around the 36:29 mark, stating, "We want it not only in writing, but in practice." She emphasizes that seeing only a certain demographic during a pitch makes it hard to believe the organization's commitment to diversity is genuine, and that the team should reflect the communities they aim to serve.

The correct answer is: Offer a discounted—or even free—pilot in exchange for data and future references

Emily Yates suggests this around the 31:56 mark as a way to incentivize the city to accept their offer when a vendor lacks prior government experience. She mentions this might include a discount on the cost or even a free pilot to gather data for future proposals.