Module 1: Positioning and Planning for RFPs, RFQs and SOQs

Recorded On: 06/15/2017

You have a sales goal, high expectations from your firm’s leadership, and a workforce ready to start when you get the Notice to Proceed. It’s up to smart A/E/C marketers like you to get your firm ready to compete for work available in your market—and win it.

Many firms operate with the idea that their marketing department finds the leads, writes the proposals, and wins the work. But, that’s 20th century thinking. In the new age, smart marketers leverage all their tools, including their firm’s workforce, to find opportunities to attract clients and their projects.

In this session, we’ll look at how market research, client relationship management, team chartering, and creating a group mind will showcase your firm as the logical choice for your client’s needs. Using examples from real market sectors, we’ll delve into ways you can be more proactive in your pursuits and establish your firm’s distinction in this competitive landscape.

If you want to actively pursue work instead of passively wait for it to come to you, learn some simple ways to position your firm for the work you want. It will require some planning to get you in the right place at the right time for your chance to compete.

Learning Objectives:

During this interactive session, participants will:

Reinforce the importance of firm goals in positioning to win
Discover and use specific tools to identify and support pursuing potential targets
Establish and foster relationships that aid in your firm’s objectives
Uncover your marketing allies within and outside the firm
Communicate the firm’s objectives so the entire company is invested in successfully achieving them

Mary Jo Mrochinski

Senior Proposal Manager, Global Inside Sales, CH2M

Mary Jo Mrochinski is a marketing and business development professional who has worked in the architectural/ engineering/ construction trades since 2001. Prior to her work in Alaska with CH2M, she wrote RFPs for the world’s largest retail developer/owner/operator in the world – Westfield; she wrote proposals for AIA Firm of the Year architecture firm, Hardy Holzmann Pfeiffer (now Pfeiffer Partners); and helped the small woman-owned engineering firm she did marketing and BD for on the design team for the $2 billion Exposition Light Rail project in Los Angeles, linking downtown to the Pacific Ocean. She has conducted an SMPS webinar on "Prepping Your People to Get Up in Front of Others" and served on the jury for the SMPS Marketing Communications Awards over the last six years.

In addition to her marketing experience, Mary Jo has pursued a professional acting and comedy career. She has guest-starred on Nash Bridges with Cheech Marin, played a recurring character on CSI: Crime Scene Investigators with Marg Helgenberger, and several small independent features. She now plays improvisational comedy in Anchorage with both Scared Scriptless and Urban Yeti Improv, performing in comedy festivals in Juneau, New York City, and Austin, Texas.

P2W Virtual Workshops are approved for up to 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects.

Back to Package