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"We've been working with the airport authority on various projects for more than 12 years, so we have good, solid relationships as a trusted adviser," Pramuk says. Several months before the RFP was issued for the 2.6-million-square-foot, $730 million project, GS&P had already begun familiarizing themselves with the airport master plan "to understand the challenges to implementing the program," he adds. Simultaneously, GS&P was talking with several potential teaming partners who had the expertise it would take to successfully execute the large, complex program. The team with GS&P won the work, and GS&P is the lead design manager for the multifirm design-build team, as well as the architect of record for the peoplemover infrastructure and three transit stations. The project is on track for completion in October 2017. Capture planning, which may go by different names at different engineering firms, initially gained popularity in the public sector in the 1990s. Over the past 20 years, it has emerged as a best practice for both public and private sector business development. Essentially, it's the process of proactively identifying or creating client and project opportunities, assessing the business environment and implementing strategies to win or "capture" business opportunities. Capture planning takes on various guises, but it's all about leading to success. Way-2-Win, implemented in 2010, is actually GS&P's latest variation of the practice, says Pramuk, who's been with the nearly 50-year-old firm for 26 years. "We wanted to have a more disciplined approach," he says, comparing the most recent iteration with GS&P's previous capture planning program. "Way-2-Win includes a sales approach focused on listening and developing ideas, from the client's mindset, and coming up with transformational solutions," Pramuk adds. "If we listen to clients in the proper ways and gather the right information, that allows us to put together better proposals more aligned with our client's needs." Doing things more efficiently is one A rendering of the automated people mover at Tampa International Airport designed and constructed by GS&P. of the strategic goals of capture planning at Detroit, Michigan-based Wade Trim, says Tom Brzezinski, chief development officer. Wade Trim formalized the practice nearly a decade ago-though, he adds, the firm did it informally before then-and updated the program last year. "Coming out of the economic downturn, everybody is looking to be more efficient," Brzezinski says. "You only want to spend so much to chase work, so the smarter you chase it, the cheaper it usually Capture Planning is an Iterative Process Who is the client and how do we serve them? What do they need and how do they hire firms? What will we do? Who? When? and Why? 1. Background * Client overview * Reasons for targeting the client * Firm's history with client 2. Description * Project Opportunities * Previous work related to the opportunity * Client sourcing approach 3. Planning and Scheduling * Pursuit Team * Personal Goals: Client and Firm * Parallel Timeline * Meetings * Calendar What do they really want and who really decides? What is our win-win offering? 4. Decisionmaker Analysis * Client Analysis * Motivator analysis * Outcome (Benefit) analysis 5. Value Proposition * Differentiation analysis * Value Proposition * Theme * Fatal Flaws What resources will it take to win? 6. Commitment/ Communication * Team * Teaming Agreements * Documentation * Communications What are our Action Plans: 7. Relationship Building, Communications and other Action Items WIN Capture Plan Implementation - Proactively builds relationships and communications to win work ACEC Tools for Effective Capture Planning ACEC's recently published manual Capture Planning for Private Client Practices and the on-demand webinar "Capture Planning to Dramatically Increase Your Win Rate" provide Member Firms with proven practices for maximizing their MROI (marketing return on investment). Both resources advance a firm's efforts to become a client's preferred firm, and trusted to provide optimal solutions prior to formal or informal procurement. For more information on these business education resources and more, go to www.acec.org. 16 ENGINEERING INC. SEPTEMBER / OCTOBER 2016 http://www.acec.org

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