YES! THIS EVENT WILL BE RECORDED!

In today’s highly competitive AEC market, the real work of winning a project often begins long before a solicitation is released. Strategic prepositioning can be the difference between simply submitting a proposal and actually winning the work.

This session will explore organic and strategic prepositioning techniques, along with how to apply the 5 W’s (Who, What, When, Where, and Why) to better understand opportunities, identify key decision-makers, and strengthen pursuit strategies. Attendees will gain practical insights on how intentional prepositioning can help teams build stronger client connections and improve their competitive advantage.

Learning Objectives & Key Takeaways:

• Understand how effective prepositioning can significantly increase your chances of winning work before an RFP is released.
• Learn the difference between prepositioning and capture planning, and how both play a role in successful pursuit strategies.
• Explore organic and strategic prepositioning techniques and how to apply the 5 W’s (Who, What, When, Where, and Why) to better understand opportunities and client priorities.
•  Identify common pitfalls in the AEC prepositioning process and how to avoid them when pursuing competitive projects.
• Gain practical guidance and coaching tools that business development and marketing teams can use to strengthen prepositioning efforts across their organizations.

Speaker:

Robert Cunningham
Director of Client Services
Higgins & Associates, Inc. Forensic Engineers
Robert Cunningham | LinkedIn

Robert Cunningham’s business development career spans the full AEC landscape, from material suppliers and specialty subcontractors to regional and national contractors, and forensic engineering firms. He has lived in business development from the ground up and understands what it takes to become a trusted advisor. He brings that perspective to coaching teams, shaping strategy, and strengthening client relationships.

REGISTER

CEUs Available: 1, 3 Client and Business Development

Note: Only SMPS Members may register at member pricing. All ticket prices increase $5 on April 11.
The Colorado Believes program is rooted in our core values of learning, commitment, and community through charitable giving, membership scholarships, and industry engagement. This program is part of our efforts to diversify membership and help provide opportunities for small and diverse firms to access educational programs. Please email SMPS Colorado’s admin for scholarship and reduced pricing opportunities.
Refunds are available if submitted to the admin one week prior to the event.