This panel discussion will utilize two case studies to help define the capture planning process for landing mega-million dollar pursuits. A panel of three senior-level business developers, each with 20+ years of experience, representing major architecture, engineering and construction firms, discuss the differences and similarities between how each firm pursues $100+ million projects. Participants will actively create their own capture plans during the presentation, by participating in workbook exercises and then sharing their thoughts with the panel for feedback.
Cynthia Brown, Vaughn Construction
Cynthia Brown has more than 25 years of experience in business-to-business and business-to-consumer marketing and sales. She worked for several consumer products companies prior to joining the AEC industry in 2005. She has held business development positions for two national architecture firms, and currently leads the marketing and business development effort for Vaughn Construction, an 800-person regional construction firm headquartered in Houston, Texas. Cynthia was trained as a professional speaker in high school, and is a member of Toastmasters International. Throughout her career, she has delivered numerous training classes to a variety of professional organizations. She is a former board member of the Dallas chapter of SMPS and serves as a mentor in the SMPS Houston Chapter.
Kurt Young, PE, LEED AP, Walter P Moore
Kurt Young is a successful business development principal and structural engineer with Walter P Moore, where he has worked since 1996. As a client liaison, Kurt focuses on understanding and interpreting key client goals within the firm, offers a visible and informed secondary client contact point for the communication of client concerns and feedback on client satisfaction and firm performance. He has hands-on business development experience in healthcare, science and technology, higher education, aviation, civic, and federal sectors. He currently serves on the Leadership Committee of COAA Texas as Vice President and is involved in the American Society for Healthcare Engineering and the American College of Healthcare Executives.
Peter de la Mora, CPSM, Gilbane, formerly with HDR Architecture
Peter is a business development professional specializing in the architecture, engineering and construction (AEC) industry. Based in Houston, he has more than 20 years of strategic client development experience for multi-million dollar pursuits. Peter is a certified professional services marketer, and has participated in local, regional and national conferences of SMPS.