Due to the nature of our work, we elect not to share certain client names as the processes, procedures, and materials we develop are deemed as competitive advantages for the companies we serve and are not public via their websites, etc. In these instances, we have removed key identifiers from the case studies below. We hold this trust and confidentially very seriously, and will do the same for you.
National Planning and Design Firm
Supported C-Level staff to help integrate acquired firms. This work included 360 reviews of existing marketing materials and processes, one-on-one coaching of firm principals and their staff, regular meetings with CEO to determine company-wide goals and initiatives as well as acquisition-specific goals and development of procurement training to support each office in meeting their revenue goals. The work also included design and copy support for marketing materials, proposals, award submissions, and more as well as interview coaching and preparation.
Colorado Horizontal Construction Firm
In early 2021, we were retained by a successful firm in Colorado to assist them in shifting from a hard bid focus to a CM/GC focus to support their long-term goals. For the past two years, we have supported the firm in developing a successful approach to its proposal and interview process which has resulted in significant CM/GC project wins. The work has included specific project proposal support, interview and team coaching, development of project data sheets, new staff resumes, website modifications to support this new work, all proposal content, marketing materials and recruiting materials to ensure that they retain not only the right clients but also the right staff to undertake this work. Work has also included development of a customer satisfaction process to obtain real-time feedback from clients for continuous improvement and root cause analysis.
Regional Commercial Building Contractor
During a recent recession, we were hired to revamp a regional construction firm’s marketing department and processes and procedures. This work included developing innovative concepts that positioned the firm to be best-in-class and capitalize on their strengths during the proposal process. In addition to increase their shortlist rate by 50% and eventually attaining a 100% shortlist rate, our work reduced the total number of projects pursued while increasing the overall revenue from the procurement process. Additionally, the work entailed developing a new project interview approach that capitalized on each individual staff members strengths, focused on developing client-centric solutions, and utilization of innovative and creative approaches not often seen in the construction space. This shift created a 20% increase in project wins in less than 12 months time and, despite the economic downturn, created the firm’s most successful year in company history.
Regional East Coast Utility Contractor
We were retained by a well-known utility contract in the DC area to support them in moving from the hard bid space into success in the CM/GC procurement space. As a hard bid contractor for their entire history (35+ years) the firm lacked the internal processes, procedures, material and know-how to undertake this transition. The work included development of “boilerplate” copy related to each of their processes including creating CM/GC focused processes based on their existing services, development of staff resumes, project data sheets, and support on 4 major pursuits for one of their largest clients. Each of these pursuits resulted in a win for the company and the work created the internal infrastructure needed to pursue the CM/GC work independently.
Colorado Vertical Contractor
A local firm with over 45 years in the Colorado market was seeing a shift in how their clients were procuring work – moving from hard bid to a best value model. This switch required a new approach to proposal development, overall marketing, and coaching of their project staff related to presentation strategies and skills. The work has resulted in a 100% shortlist rate and an 85% win rate over a three year period (to date). Encapture is involved in every pursuit including strategy, proposal development, design, writing, and interview strategy and coaching.