FROM OPPORTUNITY TO INTERVIEW: STRATEGIES FOR STRONGER PROPOSALS

Winning a project starts before the proposal is written. How does a firm decide which opportunities are

worth pursuing? What makes a team credible to a client? And when a firm reaches the interview stage,

what helps it stand out?

This Business of Architecture session brings together AEC pursuit professionals and client perspectives to

examine how firms compete for private, public, and federal work. Panelists will discuss how firms need

to assess an opportunity, develop “GO/NO-GO” strategies, assemble a team around the project’s needs,

and turn their experience into a clear response that speaks to the client’s priorities and selection

criteria. We will also explore the time and resources firms invest in pursuing work, and how thoughtful

decisions can protect firm’s financial resources.

The conversation will follow from early positioning through proposal and interview. Attendees will hear

what selection teams look for, where proposals commonly fall short, and how interview teams can

demonstrate that they understand the client and are ready to deliver. A small group discussion will give

participants a chance to compare approaches and identify one change to bring back to their firms.

EVENT LEARNING OBJECTIVES:

1. Assess project opportunities based on project and client fit, capacity, pursuit cost to inform a go

or no go decision.

2. Identify the experience and partners needed to assemble a team that responds to the project’s

requirements.

3. Connect your team’s qualifications to the client’s priorities and selection criteria in a proposal.

4. Prepare an interview approach that demonstrates the team’s understanding of the project and

ability to deliver.

Event link coming soon…