Winning on Value, Not Price
Time & Location
About the Event
Makenzie Wing has 14 years of experience in the construction and environmental industries with a focus on Superfund-regulated remediation projects for both the federal government and commercial clients in oil & gas, aerospace, mining, and transportation. She has lead capture teams in securing over $250M in value-based contract awards including a $60M environmental dredging and shoreline restoration project for an aerospace manufacturer, multiple phases of mine waste consolidation and capping throughout the Rocky Mountain region valued at over $20M, and several single award task order contracts (SATOCs) for A/E services with USACE districts nationwide.
Makenzie will share her experience winning large contracts based on value, not low price. She will share success stories and lessons learned on how she beats the competition by first, targeting key clients with a rifle approach; then engaging in realistic Go/No Go and PWin analyses to make sure the pursuit is well-worth her team’s time and effort; and finally, aligning her proposal and estimate with the client’s goals and values, all without sacrificing profitability.