Construction Industry Training Network (CITN)

Proposal Pursuit -Strategies for Success! (Live Online Training)
Gold Seal: 1 Credit
Monday, November 8th - Wednesday, November 10th, 2021
Registration Deadline
Monday, November 8th, 2021
Event 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 session will share decades of expertise from a Project Owner, Consultant and Contractor on how to make sure each partner is successful in the pursuit.  


A team of multi-discipline experts will provide you with exceptional feedback, great insight and actionable strategies.  We look forward to sharing this expertise with you.


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
  • Project Owners
  • Third party Project Managers (for the Project Owner)
  • P3 Developers
  • Architects and Engineers


Important Note:


This workshop requires full face-to-face interaction and participation from both the instructor and students. In order to attend, you must make sure you have the following:


  1. Computer or laptop with webcam (webcams are mandatory): This workshop will involve 100% on-screen interaction with your instructor and classmates, reading/viewing on-screen content like slides or videos, and interacting via typing with questions or responses. For this reason, attendees are not permitted to attend via a tablet or cell phone. Webcams (no virtual backgrounds) must be on at all times.
  2. Sharing a single registration between two or more individuals is not permitted. Please register each person that will be in attendance.
  3. A quiet space with minimal distractions: Please plan to be fully engaged in the class, and clear your work schedule just as you would for attendance in an in-class program.
  4. 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.




Three 3-hour half-days



  • Nov 5, 2021 - 1:30 - 2:00pm PST


Webinar Dates:

  • Day 1: Nov 8, 2021– 7:30am – 11:15am PST
  • Day 2: Nov 9, 2021– 7:30am – 11:15am PST
  • Day 3: Nov 10, 2021– 7:30am – 11:15am PST


* 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.





  • A very informative course with a hands-on component, would recommend, Joe Sparks, Western Electrical
  • Very informative, I feel that I have a better grasp on how to put together a successful proposal more effectively, Kyle Shillito, Great Northern Plumbing
  • The group exercise was intense, entertaining, and informative, Jordan Herle, Fire Ant Contracting
  • The Three presenters were awesome. Would love to learn more from them, Patsy Summers, Westcor Construction
  • Great informative seminar with tones of real-life experience, Mike Skorobogatko, Eagle Builders
  • Succinct, to the point, and highly engaging. The experience and knowledge of the speakers was apparent and added great value to my toolbox, Bradley Morgan, Westcor Construction
  • Very useful information from different perspectives, Anna Pekinasova, U of C
  • Very helpful in gaining a broader understanding of the RFP process, Brandon Farrell, Keller Foundations
  • This was a great course. I am defiantly going back to work and making some major changes! Cory Morrison, Arpi’s Industries.
  • A great panel of experienced construction experts, Peter Whyte, Labbe-Leech Interiors.
  • This course was a great virtual instructor led with multiple expertise perspectives covered from the presenters. Very interactive with the class and great real life experience situations shared. High value for new and experienced participants.
  • The course/session was extremely well thought out and executed. There was a good combination of lecture/presentation versus hands on learning and participant engagement.
  • A must have for anyone responding to RFPs in the construction industry.
  • Excellent insight from different perspectives owner/consultant/contractor





Dean C. Slater, P. Eng., GSC

Dean Slater is a Professional Engineer APEGA Life Member with 40 years’ experience in the construction and development industry.  He is a Past President of the Calgary Construction Association (CCA) and has held various executive level positions working in General Contracting, Development, and the Alberta Health Services (AHS) project management group. Dean has worked on many significant projects in Alberta including Calgary’s Petro-Canada (Suncor) Centre, the Olympic Saddledome, the Hyatt Hotel, Telus Convention Centre, SMART Technologies Building, major hospital expansions, and the South Health Campus. His roles spanned estimating and construction management as both the General Contractor with CANA (Vice-President) and Ledcor Construction, Project Manager on the Smart Technologies Building, and Project Owner’s representative / Vice-President with AHS and Triovest Realty Advisors. Retiring in January 2018, Dean has embarked on a new role as a fundraising volunteer with Wellspring Calgary – a cancer support group providing programs and education to individuals diagnosed with cancer.  Due in part to his volunteer efforts, Dean was recognized in 2018 with CCA’s “Person of the Year” award.


Mark Scharf, BA, MHA

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.


Terry Danelley, FRAIC, MAA | LM Architectural Group

Terry has over 30 years of experience with LM Architectural Group including 20 years as a principal, directing the firm’s educational facilities team in programming, planning and design of public, private and First Nations educational facilities, including daycare facilities, K-12 schools and post-secondary projects. Terry’s experience includes a wide range of different building typologies and scales covering the institutional, educational, residential, office/commercial, and industrial market sectors.  He has extensive experience in the Design-Bid-Build, Design-Build, Construction Management, and Integrated Project Team delivery methods.  Terry now acts as a special advisor to the partnership; serving LM’s education group and undertaking design and planning assignments related to that sector of the firm.




Debbie Hicks, BSc | DSH Consulting - Workshop Facilitator

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.


Contact & Support

For support or inquiries, please email or call 604-293-2339.

All prices in Canadian dollars
Ticket Price
Attendee Registration for Webinar
BC Road Builders Member $499.00
CITN Member $499.00
ICBA Member $499.00
Non-Member $649.00
Day 1    Monday Nov 8, 2021
7:30am - 11:15am
Webinar Day 1
Day 2    Tuesday Nov 9, 2021
7:30am - 11:15am
Webinar Day 2
Day 3    Wednesday Nov 10, 2021
7:30am - 11:15am
Webinar Day 3
Additional Information
  1. Computer or laptop
    • This course will involve on-screen interaction with your instructor and classmates, reading/viewing on-screen content (slides or videos), and interacting via typing with questions or responses. For this reason, cell-phones may not be adequate.
    • Windows 10 or Mac iOS
  2. Webcam  This is mandatory! In order to engage and collaborate, participants will be expected to have their webcams on for the duration of the class
  3. Microphone - This is mandatory!
  4. Internet connection - For best results, you will want to ensure you have an internet connection with an upload/download speed of 3-5 Mbps. You can test your internet speed here. Minimum recommended speed is 1.5 Mbps, but anything below 3 Mbps may result in loss of quality or buffering. Ideally hardwired connection versus wireless for stability - connect your computer directly to your router using an ethernet cable, rather than using your home wi-fi.
  5. A quiet space with minimal distractions - microphone will be engaged for interactive sessions. Please plan to be fully engaged in the class and clear your work schedule just as you would for the in-class program.  
  6. Comfortable chair 
Cancellation &
Refund Policy
Cancellations received at least 5 business days prior to the webinar date will result in a full refund.
Registrants who do not attend/log into a webinar, and/or who do not notify CITN of cancellation at least 5 full business days prior to the course date will be assessed the full cost of the webinar. There will be no refunds or credits in this case.
Substitution of attendees is permitted up to and including the day of the webinar.
CITN may have to postpone or cancel webinars due to insufficient enrolment, in which case CITN's liability will be limited to a refund of the registration fee.
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