Strategic Pursuits, Must-Wins, & Sole-Source
Strategic Pursuit Programs empower your firm to secure larger, high-value projects with consistency. We partner with you to establish bold yet achievable goals—targeting construction or fee values ranging from two to ten times ($2X to $10X), win rates of at least 75%, and marketing return on investment (MROI) ≥ 25:1—all within a structured timeline of one to three years.
Rather than just compiling a “wish list” of potential projects, a Strategic Pursuit Program helps you build a robust pipeline of winnable opportunities. Our approach includes comprehensive leadership training and coaching to ensure pursuit programs are effectively developed and managed—whether for firm-wide growth or to enter new markets, geographic areas, services, or delivery methods.
We equip leaders with a strategic approach to opportunity management, offering practical tools such as an opportunity management spreadsheet and a dynamic portfolio visualization. This framework maps individual pursuits based on their likelihood of success—categorized as Strategic Pursuits, Must-wins, and Sole-source. Portfolio zones further indicate probability levels, classifying pursuits as strong contenders, competitive bids, or stalled opportunities.
Building a high-performing portfolio means strategically selecting opportunities that align with your firm’s goals—not just listing them. Success in strategic pursuits requires a trained leader following a structured capture plan. Key factors include early preparation, proactive opportunity shaping, comprehensive Client Analysis℠, and tailored Theme Modular℠ Value Propositions.
A strong example is HDR’s Bottom Line Impact Maximizing Pursuit (BLIMP) program, led by AEC Market Masters’ Don Sherman. Aiming for a 75% win rate on $5-million-plus projects within four years, the program exceeded expectations—achieving over 90% in the first year and securing major wins by the second.
Its success was driven by:
- Standardized capture planning
- Executive training in pursuit management
- CPR screening to target winnable opportunities
If your firm lacks a structured approach to consistently winning work, we can help craft a strategy that drives measurable results and sustained success.
Are you and your leadership prepared for a repeat of the 2008-2011 AEC market shifts?
Are double digit growth, excellent profitability, strong utilization and high win rates sustainable? Let us help you proactively control your whether there is a boom or a bear market for your services.