Join us for an engaging panel discussion featuring various experts from the AEC industry as we delve into the critical aspects of the go/no-go decision-making process in proposal management. Our panelists will share their insights on the comprehensive steps involved, starting with the initial process and capture planning. Attendees will gain valuable knowledge about the essential questions to ask during the evaluation phase and the various rating systems that can be employed to assess the viability of a proposal. Additionally, our experts will discuss strategies for gaining buy-in from key stakeholders and examine different approaches to making informed and strategic go/no-go decisions. This session aims to equip proposal coordinators and managers with the tools and insights needed to enhance their decision-making capabilities and improve the overall success rate of their proposals.

The SMPS Twin Cities chapter welcomes and encourages participation from diverse backgrounds. A 15% discount is available for members of DBE, WBE, MBE, VBR, and LGBTBE firms. Please contact [email protected] for your discount code prior to registration.

Schedule:
9:00 a.m. - 9:30 a.m.: Breakfast/Networking *for in person attendees
9:30 a.m. - 11:00 a.m.: Panel Discussion

Who Should Attend:
Business Development + Sales Staff
Marketing Director + Manager
Marketing + Proposal Coordinators

Learning Objectives:

1. Understanding the Go/No-Go Process: Attendees will gain a comprehensive understanding of the go/no-go decision-making process, including the initial steps of capture planning and the critical questions to ask during the evaluation phase. 
2. Gaining Stakeholder Buy-In: The discussion will provide strategies for gaining buy-in from key stakeholders, ensuring that all relevant parties are aligned and supportive of the go/no-go decisions being made.
3. Exploring Different Approaches to Decision-Making: Attendees will explore various approaches to making informed and strategic go/no-go decisions, learning how to adapt these methods to their specific organizational contexts and challenges.

SMPS Domains of Practice (1 credit for CPSM)
4 - SOQs | Proposals 

About the Moderator

Laura Melcher​​​​, Senior Business Development Coordinator for WSB LLC
Laura Melcher is a strategic business development professional with 12 years of experience in the AEC industry. In her role, Laura collaborates with clients and internal project teams to develop successful strategic solutions that focus on the needs of the client and their project. She approaches every project with the audience in mind and understands the importance of the small details. With extensive experience across the United States, Laura has gained valuable insights on projects from the opportunity phase through to the execution and completion of construction projects. Her expertise in proposal management and the go/no-go decision-making process equips her with the tools and insights needed to enhance decision-making capabilities and improve the overall success rate of proposals.

About the Panelists

Constance Chen, Principal/Owner for Locus Architecture
Constance has over 15 years of experience in a variety of architectural typologies. In the past few years her focus has been on community-based projects and on the stakeholder engagement process. Her design approach intends to make meaningful connections between people and spaces. As a child of immigrants, Constance maintains an unwavering commitment to crafting a design process that is equitable, collaborative, and productive for all. Constance is a strong champion for attaining sustainability standards here at Locus Architecture and is certified as a Passive House consultant.

Jim Gentile, Vice President of Business Development for Woodstone Inc.
As a seasoned business leader with extensive experience developing innovative strategies in challenging environments, Jim has a proven track record of enhancing operational excellence and optimizing performance. Leveraging his expertise in strategic planning, process improvement, and team leadership, Jim consistently crafts creative solutions to complex challenges, often leading teams to achieve measurable improvements in efficiency and profitability. Jim is known for his analytical mindset and collaborative approach; Jim is committed to empowering teams and fostering strong partnerships. This dedication to transformative change ensures that organizations meet and exceed their long-term success and market leadership goals. 

Kristen Jacobs, Marketing Manager for RJM Construction
Kristen Jacobs, a seasoned marketing leader with nearly 18 years in the AEC industry, excels in strategic marketing, communications, business development strategy, and corporate initiatives at RJM Construction. Her passion and strength in streamlining processes and boosting efficiencies, coupled with her dedication to leadership, mentoring, and fostering a vibrant company culture, fuel her drive and commitment to excellence. Kristen's love for conveying an emotional connection through marketing, understanding clients' purpose, and supporting communities underscores her holistic approach. As a mother of three girls, she has honed exceptional multitasking and problem-solving skills that enhance her professional role. Her dynamic approach propels RJM Construction's success, securing its leadership in the competitive AEC landscape.

Michelle Haslip, Regional Marketing Manager for WSP
Michelle is an experienced Marketing Manager at WSP, supporting the Earth & Environment sector across the Midwest and Northeast Regions. With a strong background in strategic marketing and business development, Michelle collaborates with leadership to drive growth, enhance client engagement, and lead successful pursuit strategies. She specializes in managing complex, multi-disciplinary teams, overseeing high-value proposals, and implementing effective Go/No-Go decision-making processes to achieve the proper approvals across the region and organization, optimize resources and maximize win potential. 

Alita Major, Allied AIA, Associate Principal  |  Director of Marketing & Business Development for Snow Kreilich Architects
As the Director of Business Development and Marketing, Alita leads the efforts to generate work through reactive marketing, proposal responses, business development, communications, public relations and community outreach. Alita collaborates with studio leadership to determine the strategic direction of the firm including new business objectives, strategies for strengthening client relationships and building overall client satisfaction from project initiation to post occupation. She is responsible for leading business development efforts and creating clear documentation of business development methodologies and processes to facilitate transfer of knowledge within the studio.

Please note that the virtual login information will be sent to registrants the day before the event. In addition, this program will be recorded. The program recording and any presenter material will be shared with registrants after the event. If you have any registration questions, please reach out to [email protected].

By registering for this SMPS-TC event, you give permission for SMPS-TC to use any photographs or videos taken at the event on its website, social media, or in promotional materials without compensation. You also understand that SMPS-TC owns all photographs and videos taken at the event.