Proposal Pursuit: Strategies for Success | LIVE, ONLINE Training

*This course is part of our Managing Construction Series: Raising the Bar series.

In this interactive course, each stage of the RFP process will be reviewed from the perspectives of a Project Owner, Consultant and Contractor and you’ll gain key insights about what to consider for successful progression. Packed with tips and suggestions on how to make sure each partner is successful in their proposal pursuit; you’ll walk away with actionable knowledge you can put to work on the job immediately.

Using a hands-on, practical approach, this course will also give you an opportunity to apply what you learn by guiding you through an interactive exercise of presenting your proposal to the ‘client.’ This activity will give you the opportunity to receive guidance and feedback from our training team that will help you to hone your skills in responding to proposals.

Course Topics

• Learn the key ingredients to prepare a successful Request for Qualification (RFQ)
• Understand the Project Owner’s mindset in soliciting a Request for Proposal (RFP) competition
• Identify “homework” to be done prior to responding to the RFQ/RFP
• Familiarize yourself with best practices when successfully responding to an RFP
• Develop a winning RFP strategy
• Recognize the same techniques for successful Subcontractor submissions
• Understand how to prepare for, manage and excel in the Interview
• Learn about Corporate Social Responsibility (CSR) and create ideas on how to demonstrate your CSR Strategy
• Apply learnings to an RFP case study and table your RFP mini proposal to an evaluation panel
• Enhance your presentation skills by participating in an RFP interview simulation

This course is designed for all partners:

• Subcontractors new to the ‘Party Invitation’ activities,
• General Contractors responding to any project delivery method process,
• Design Consultants creating, reviewing or participating in the process for Design Build or Integrated Project Delivery, or the
• Project Owners or P3 Developers seeking qualified contractors or issuing a proposal request

Live, Online, Instructor-led training, with a multi-discipline training team and a maximum class size of 25 students.

• This is a highly interactive course facilitated by the instructor on the Zoom platform.
• You will be expected to have your webcam on during the whole class and participate in break-out rooms, small-group discussions, and other activities with your instructor and classmates during the course.
• Zoom access information will be provided to you in advance of the training by your instructor
• Full attendance and participation in all four sessions is mandatory for course completion. If a student misses a class session, we are unable to transfer registration or provide a partial refund of the registration fees.

This course is delivered in partnership with local construction associations across western Canada and Ontario. You will be participating with a cohort of industry peers from throughout these regions.

This course requires full face-to-face interaction and participation from both the instructor and students. In order to attend, you’ll must make sure you have the following:

• Computer or laptop with webcam (webcams are mandatory): This course will involve 100% on-screen interaction with your instructor and classmates, reading/viewing on-screen content like slides or videos, and interacting via typing with questions or responses. For this reason, you must have a webcam and use a full computer/laptop, and we do not permit students to attend using a tablet or cell phone.
• A quiet space with minimal distractions: Please plan to be fully engaged in the class, and clear your work schedule just as you would for attendance in an in-class program

A short orientation session (30 min) with your course instructor will be held via Zoom before the course (usually scheduled in the week before). During the orientation, your instructor will go over course information and familiarize you with the Zoom tools you’ll be using. 

2 Gold Seal Credits

Debbie Hicks, BSc | Facilitator

With a comprehensive and varied education background, learning has been at the core of her career. As former President of the Southern Interior Construction Association in BC for 22 years, liaising with the buyers of construction services, architects, engineers and contractors in advocacy and education brings a solid base to her expertise. In addition, her experience as the owner representative for the construction of the new Clubhouse for the Kelowna Yacht Club has provided additional perspective. She has been fortunate to work with the Alberta Construction Association to facilitate industry dialogue on “Optimizing the Flow of Money” and “Non-Standard Contract Clauses and their Costs”. Through these experiences, with a lot of passion and enthusiasm, Debbie is able to bring both knowledge and insight into her work and presentations for the construction industry.

Mark Scharf, BA Hons, MHA
Calgary Health Region and University of Calgary (retired) | Senior Director

Mark recently retired from the University of Calgary where he was responsible for the delivery of capital projects across the organization. The annual workload entailed approximately 400 capital and renovation projects per year with an annual project spend of approximately $150M. During his 12- year tenure as Director, the Project Management Office delivered 9 new buildings including multiple teaching and applied research buildings, major infrastructure renewals, new residence halls and a new main library. Mark was actively engaged with procuring design and construction teams and negotiating and overseeing a wide variety of contracts including Design Build, Construction Management at Risk, Lump Sum and performance-based engagements.

Mark brings 30 plus years of public sector experience with both post-secondary and health organizations including the Calgary Health Region and Age Care Senior Communities. Mark takes pride in building strong teams, mentoring the next generation of project professionals and engaging diverse stakeholders in achieving outstanding results.

Keith Robinson FCSC, RSW, LEED® AP
DIALOG | Associate | Research and Development, Specifications 

Keith Robinson graduated from the Northern Alberta Institute of Technology (NAIT) as an architectural technologist in 1980, and has worked as a specifications writer since 1981. Keith worked for DIALOG; a multidiscipline architectural and engineering company, since December 1996 until his retirement in early 2023.

Keith’s primary role in the last 25 years of his career was writing construction documentation (specifications and contracts) for technically complex, unique and innovative projects. His project experience ranged from hospital and university campuses, high‑rise construction, bridge and tunnel infrastructure, and commercial/retail developments. His duties at DIALOG included maintaining the in‑house master specification and technical library, and addressing various challenges associated with identifying building materials to address environmentally sustainable construction work results. Keith prepared contract documents for all forms of construction delivery including standard stipulated price agreements, construction management and design build agreements, and public/private partnerships.

Amy Spark
Bird Construction |Team Lead, Proposals & Marketing – Buildings West & Major Infrastructure

Amy's favorite quote is "the proof is in the pudding". When it comes to pursuit and marketing, the only way to be successful is with a strong process and a unified team response which is also adaptable and scalable to the opportunity. 

Amy is a strong pursuit and marketing professional with over 12 years of experience supporting various industries including pipeline, heavy civil, highway maintenance and construction, industrial, healthcare, major infrastructure, and utilities. She possesses extensive experience in the management of small and large-scale proposals. She recognizes the industry shift to create customized content in a competitive market in addition to the need to make proposals and marketing a collaborative effort. 

Amy is passionate about learning and teaching others in our industry. In the last four years, Amy has graduated from Digital Publishing and Graphic Design in addition to other certifications related to proposal and market management. Currently, Amy facilitates technical writing and grammar workshops aimed at empowering others to gain confidence in their technical writing. 

Bob Hildenbrandt, P.Eng., LEED® AP, GSC

A dedicated construction professional with over 40 years of experience in the Alberta marketplace. Bob has recently retired from Graham Construction where he was Vice-President, Prairies. He developed and led a regional team of construction groups in Western Canada, focused on performance and client satisfaction.

His prior experience includes leadership roles at Ledcor and PCL with an extensive list of major projects as project manager and executive-in-charge. He was also part of a significant team executing major projects in Alberta’s Oil and Gas market by developing strategic initiatives. Bob has an excellent reputation in building teams, motivating staff, and overcoming challenges in the delivery of construction projects.  He has developed strong personal relationships throughout all facets of the industry including Clients, Consultants and Trades.

Bob is a past Chair of the Calgary Construction Association and Alberta Construction Association, and was on the Board and Executive of the Canadian Construction Association, as well as chair of national construction industry organizations focused on BIM and Lean Construction.