Engineering Inc. - September/October 2016 - 17

is, and your return on investservices for the 1,900-footment should increase." long Mike O'Callaghan-Pat To ensure its aim is true, Tillman Memorial Bridge Wade Trim developed a spanning the Colorado training process focused on River, also known as the capture planning, and it Hoover Dam Bypass, which expanded that process this rerouted traffic over the top year. "Business development of the Hoover Dam. HDR doesn't include just a handprepared its capture plan well ful of people. It includes in advance of the RFP, issued "The capture everybody in the company," a division of the Federal plan positioned by Brzezinski says. "We've gone Highway Administration, us to make sure and was ultimately named to from training only the management team to now includ- we had the right lead an integrated group of ing some senior project man- teaming partners firms collectively known as agers." The firm conducts the Hoover Support Team. to respond monthly project manager Construction on the $240 training, shifting topics from to the client's million project started in project delivery to managing complex needs." 2005, and it was completed NANCY GRUWELL clients to business developin 2010. HDR ment, he adds. "The capture plan posiFostering relationships tioned us to make sure we among a growing list of clients and meethad the right teaming partners to respond ing their needs have been the focus for to the client's complex needs," Gruwell Omaha, Nebraska-based HDR since says. The job involved not just the fedit began using capture planning more eral government but also the two states than 18 years ago, says Nancy Gruwell, on either side of the river, Arizona and vice president of marketing. While HDR develops HDR finalized its capture plan before the RFP was issued for capture plans around specific the $240 million Hoover Dam Bypass, winner of the 2011 EEA projects-especially large, Grand Concepter Award. strategic pursuits-the firm generally looks at client organizations as a whole, plus the types of engineering design and consulting services they're going to need five, 10, even 20 years down the road. "Capture planning is really positioning ourselves for projects, so when we start with a client development plan, a capture plan might roll out of that," Gruwell says. "It's an ongoing mindset about what challenges our clients might be facing, such as new regulations they have to deal with. Many times, those discussions can happen without a particular project in mind, but knowing that eventually there's going to be a need." A particular project demanded a capture plan when HDR pursued the contract to provide design and construction support Nevada. With such a complex project, funding issues and other factors caused several pauses during the project pursuit, so it was important to continually update the capture plan. Firms consider most capture plans to be working documents that can be amended as new information becomes available. That's the case with the Big Opps (as in opportunities) capture planning program at Omaha-based Lamp Rynearson & Associates (LRA). "We develop Big Opps documents for specific, larger projects," says Leslie Peterson, LRA's client development manager. "We access them at marketing meetings, so everyone has the ability to edit them." Big Opps makes LRA more proactive in today's highly competitive environment, says firm President Mike McMeekin. "We're not sitting back, playing the waitand-see game. We're actively creating plans to go after large projects, and Big Opps improves our chances of winning the work," he adds. To assist LRA's engineers, surveyors, planners and other technical staff who are SEPTEMBER / OCTOBER 2016 ENGINEERING INC. 17

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