Instructor: Jack Wilhelmi

The Project Acquisition (PA) process creates an orderly and repetitive process for marketing and estimating. The PA Process creates and defines the relationship between operations and estimating and the often missing link within the estimating process for feedback and validation of labour units. It places the preparation of the proposal at the beginning of the process rather than at the end. The Proposal is the MOST important part of the estimate, differentiates your firm, sells your firm, defines the risk you are willing to assume and is a great marketing tool. Thus, each estimate is not an original work of art but rather a systematic repeatable process. Individual topics include when to say “no”, how to evaluate opportunities, how to differentiate your firm, proposals, final summaries, timing, organization “do’s and don’ts”, error prevention/checklists, preconstruction conference; timing, agenda and attendees, what is modular estimating to name a few.