Description

For the first time, we are bringing virtual instructor-led expertise to your office through the synergy of multi-disciplinary trainers’ knowledge that has only been delivered at conferences. Three trainers (Project Owner, Consultant and Contractor) will share their perspectives and expertise. And it gets better! In the past, conference presentations have been focused on a one-way exchange of know-how from the speakers to you. This workshop moves beyond that one-way exchange to allow you to apply what you have learned and provides the opportunity for participants to ask questions and tap into the extensive real-life experience and expertise of the diversity of our accomplished trainers.

“Learning from your own mistakes is EXPERIENCE: Learning from the mistakes of others is WISDOM. Come and experience both the experience and wisdom of your trainers.”

DESCRIPTION:

Whether you are the:

• Project Owner or P3 Developer seeking qualified contractors or issuing a proposal request,
• Design Consultant creating, reviewing or participating in the process for Design Build or Integrated Project Delivery,
• General Contractor responding to any project delivery method process, or the
• Subcontractor new to the "Invitation" activities,

this workshop will share decades of expertise from the perspectives of the Project Owner, Consultant and Contractor on each stage of the proposal process and discuss how to make sure each partner is successful in the pursuit. Packed with tips and suggestions; you’ll walk away with actionable knowledge you can put to work on the job immediately. 

LEARNING OUTCOMES: 

In this workshop you will:

• Learn the key ingredients to prepare a successful Request for Qualification (RFQ)
• Understand the Project Owner’s mindset in soliciting a Request for Proposal (RFP) competition
• Identify “homework” to be done prior to responding to the RFQ/RFP
• Familiarize yourself with best practices when successfully responding to an RFP
• Develop a winning RFP strategy
• Recognize the same techniques for successful Subcontractor submissions
• Understand how to prepare for, manage and excel in the Interview
• Learn about Corporate Social Responsibility (CSR) and create ideas on how to demonstrate your CSR Strategy
• Apply learnings to an RFP case study and table your RFP mini proposal to an evaluation panel
• Enhance your presentation skills by participating in an RFP interview simulation 

WHO SHOULD ATTEND: 

This workshop was designed by an inter-disciplinary ICI team with the intention of fostering dialogue and understanding between stakeholders across the ICI sector. We recommend this workshop for:

• General Contractors and Subcontractors:
  • Construction Company Owners/Managers 
  • Project Managers
  • Superintendents
  • Business Development Managers
  • Commercial Project Managers
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• Project Owners
• Third party Project Managers (for the Project Owner)
• P3Developers
• Architects and Engineer 

This work shop is Worth 4 Gold Seal credits

WORKSHOP FORMAT:

Live, Online, Instructor-led training.

This workshop is facilitated on the Zoom platform. Access information from the instructor will be provided to you in advance of the orientation and training.

Orientation Session (30 minutes) - June 4, 2025 (1:30pm - 2:00pm)

Three ½ day sessions (4 hours each) over 3 days

The course curriculum is very extensive and requires a commitment by each participant to come prepared having read the written material circulated in advance of the course date. The pre-reading is essential to allow each participant to optimize his/her learning and to keep pace with the flow of the session in order for each individual to acquire a strong foundation of the subject matter.

Attendance and participation in all three workshop sessions is mandatory for workshop completion.*Please note that if a student misses a class session, we are unable to transfer registration or provide a partial refund of the registration fees.

WORKSHOP REQUIREMENTS (TECHNOLOGY & PARTICIPATION)

Please note the following requirements to ensure your successful learning experience! 

• This workshop will involve 100% on-screen interaction with the instructor and classmates, reading/viewing on-screen content like slides or videos, and interacting via typing with questions or responses.
  • Computer/Laptop mandatory: Attendees are not permitted to attend via a tablet or cell phone
  • Webcams are mandatory and are expected to be turned on during all course sessions.
• Every person able to see, hear, and observe the virtual course sessions must be a paid participant. Non-compliance of this requirement will result in removal from the course. Refunds will not be issued to students who are removed from the course for non-compliance.
  • Virtual backgrounds are not permitted
  • Group attendance via one paid registration is not permitted
  • 
    
• Students are expected to be fully engaged in the class
  • Clear your work schedule just as you would for attendance in an in-class program
  • Please make sure you secure a quiet space with minimal distraction

This course is worth 4 Gold Seal Credits

INSTRUCTORS

Mark Scharf, BA Hons, MHA Calgary Health Region and University of Calgary (retired) | Senior Director

Mark recently retired from the University of Calgary where he was responsible for the delivery of capital projects across the organization. The annual workload entailed approximately 400 capital and renovation projects per year with an annual project spend of approximately $150M. During his 12- year tenure as Director, the Project Management Office delivered   9 new buildings including multiple teaching and applied research buildings, major infrastructure renewals, new residence halls and a new main library. Mark was actively engaged with procuring design and construction teams and negotiating and overseeing a wide variety of contracts including Design Build, Construction Management at Risk, Lump Sum and performance-based engagements.

Mark brings 30 plus years of public sector experience with both post-secondary and health organizations including the Calgary Health Region and Age Care Senior Communities. Mark takes pride in building strong teams, mentoring the next generation of project professionals and engaging diverse stakeholders in achieving outstanding results

Keith Robinson FCSC, RSW, LEED® AP | DIALOG |Associate (retired)| Research and Development, Specifications

Keith Robinson graduated from the Northern Alberta Institute of Technology (NAIT) as an architectural technologist in 1980, and has worked as a specifications writer since 1981. Keith worked for DIALOG; a multidiscipline architectural and engineering company, since December 1996 until his retirement in early 2023. 

Keith’s primary role in the last 25 years of his career was writing construction documentation (specifications and contracts) for technically complex, unique and innovative projects. His project experience ranged from hospital and university campuses, high rise construction, bridge and tunnel infrastructure, and commercial/retail developments.  His duties at DIALOG included maintaining the in house master specification and technical library, and addressing various challenges associated with identifying building materials to address environmentally sustainable construction work results. Keith prepared contract documents for all forms of construction delivery including standard stipulated price agreements, construction management and design build agreements, and public/private partnerships.

Amy Spark Bird Construction |Team Lead, Proposals & Marketing – Buildings West & Major Infrastructure

My favorite quote " the proof is in the pudding" 

When it comes to pursuit and marketing, the only way to be successful is with a strong process and a unified team response which is also adaptable and scalable to the opportunity. 

Amy is a strong pursuit and marketing professional with over 12 years of experience supporting various industries including pipeline, heavy civil, highway maintenance and construction, industrial, healthcare, major infrastructure, and utilities. Amy possesses extensive experience in the management of small and large-scale proposals. She recognizes the industry shift to create customized content in a competitive market in addition to the need to make proposals and marketing a collaborative effort.  

Amy is passionate about learning and teaching others in our industry.  In the last four years, Amy has graduated from Digital Publishing and Graphic Design in addition to other certifications related to proposal and market management. Currently, Amy facilitates technical writing and grammar workshops aimed at empowering others to gain confidence in their technical writing. 

Bob Hildenbrandt, P.Eng., LEED® AP, GSC (retired)

A dedicated construction professional with over 40 years of experience in the Alberta marketplace.  Bob has recently retired from Graham Construction where he was Vice-President, Prairies.  He developed and led a regional team of construction groups in Western Canada, focused on performance and client satisfaction.

His prior experience includes leadership roles at Ledcor and PCL with an extensive list of major projects as project manager and executive-in-charge.  He was also part of a significant team executing major projects in Alberta’s Oil and Gas market by developing strategic initiatives.  Bob has an excellent reputation in building teams, motivating staff, and overcoming challenges in the delivery of construction projects.  He has developed strong personal relationships throughout all facets of the industry including Clients, Consultants and Trades.

Bob is a past Chair of the Calgary Construction Association and Alberta Construction Association, and was on the Board and Executive of the Canadian Construction Association, as well as chair of national construction industry organizations focused on BIM and Lean Construction.

FACILITATOR

Debbie Hicks, BSc

With a comprehensive and varied education background, learning has been at the core of her career.   As former President of the Southern Interior Construction Association in BC for 22 years, liaising with the buyers of construction services, architects, engineers and contractors in advocacy and education brings a solid base to her expertise.  In addition, her experience as the owner representative for the construction of the new Clubhouse for the Kelowna Yacht Club has provided additional perspective. She has been fortunate to work with the Alberta Construction Association to facilitate industry dialogue on “Optimizing the Flow of Money” and “Non-Standard Contract Clauses and their Costs”.  Through these experiences, with a lot of passion and enthusiasm, Debbie is able to bring both knowledge and insight into her work and presentations for the construction industry.