Capture planning goes by many names – whether a client development or account plan to target a specific industry, geography, or client, or a pursuit plan for a specific project. Regardless of the terminology, all capture plans are a structured, systematic action plan to position firms for pursuits before the RFP is released. They vary by size or duration, but all have one thing in common: they must be driven by someone at the firm who understands how this project or client fits the firm’s overall strategic goals. Usually that person is a business developer or technical professional or marketer who is familiar with the market or the client. 

At this session, we will hear from three savvy business developers who lead the capture planning efforts for their firms. They will share their experiences getting internal buy-in from all levels, coordinating with discipline leads to nurture client relationships, and strategies for gathering intel on upcoming projects. All of them have developed capture plans that can be adjusted to fit your firms’ goals.  

What you'll learn:

How to develop and drive the capture planning effort

How you'll do more business:

Strategic capture planning leads to more wins

Who you'll meet:

Business developers and marketers who want to improve their firms' win rates

speakers

Kim Williams, CPSM, has 30 years of experience in AEC marketing, including experience with both design and construction firms. Her expertise includes pursuit strategy, proposal management, presentation coaching, people management/development, and team building. As Vice President and District Marketing Director, Kim oversees the marketing efforts for WSP USA’s Southern States District, which includes Georgia, Tennessee, the Carolinas, and the Louisiana/Gulf Coast. 

Kim received her Bachelor of Arts in Communication from East Carolina University. She has been a member of the Society for Marketing Professional Services (SMPS) since 2000, serving many years on the board of directors of the Atlanta chapter. She received her Certified Professional Services Marketing (CPSM) certification in 2007.

She currently resides in Atlanta and when not working enjoys spending time with her two rescue pups, Rudy and Kevin.

Cari Gerrits, CPSM, is the Business Development Manager for PES Structural Engineers. With more than 25 years of experience in the AEC industry, Cari has expertise in business development, client relationship management, and marketing for the built environment. She is well versed in market analysis, relationship building, and identifying new business opportunities. Since 2000, Cari has been an active member of the Society for Marketing Professional Services (SMPS).  Further, she routinely serves as a panelist with ACEC Georgia for their Business of Engineering Program, which educates entry level technical staff about the importance of client maintenance and how fine tuning that skill is crucial to their career success.

Jenny Jenkins, PE, is the Regional Capture Manager for VHB’s Southeast Region. In her role as Capture Manager, Jenny focuses on proposal strategy and helping VHB’s team maintain and improve client relationships. With a unique background as a transportation engineer for 20 years, Jenny leads client-focused strategy discussions and proposal management activities for many high-profile and strategic pursuits. Jenny is a registered professional engineer and continues to be active in the industry, including WTS Atlanta, ASHE Georgia, and ACEC Georgia. She lives in Suwanee with her husband and two teenage boys, where she has an additional full-time volunteer job running the high school’s band parent association.

Holly Painter, PE, is a Senior Project Manager and Client Account Manager for KCI Technologies, Inc. Holly is a graduate from Florida State University and is a registered professional engineer with 20 years of experience.  Her career is focused on design and client account management/development. As a Senior PM/Client Account Manager at KCI, Holly works with DOTs, CIDs, and municipalities in the South. She is well-known and respected across the industry, holding active roles with ACECGA-Treasurer, ITSGA-Vice President, ACECGA-STEM task force and a member of FES/ACEC-FL. She also serves on the ACEC-GA/GPTQ Procurement Subcommittee, ACEC-GA/GPTQ Negotiations Task Force and is in the 2024 class for ACEC-FL Engineering Leadership Institute (FELI). She has earned multiple awards including ENR-SE "Top 20 Under 40", 2020 GSPE Young Engineer of the Year, and 2022 ITSGA Presidents Award. Her latest accomplishment is being voted onto KCI’s ESOP Board of Directors. She is married to her amazing husband, Nick, and has 4 fur babies.  Nick and Holly love to travel and spend time outdoors as much as possible.

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