Pursuit Strategy Specialist - Kansas City

A Brief Overview
The Pursuit Strategy Specialist is responsible for executing the pursuit sales process including opening game, and middle game for assigned business development leads and proposals to win work for the company. This position will conduct assigned pursuit development efforts in collaboration with business development and project management leadership to develop distinctive value propositions that enhance our clients' competitive positions. This role will include managing Construction Global Practice marketing collateral used in proposals, qualifications and presentations and serving as the Construction marketing point of reference to other global practices and regions.

What you will do

• Develop client-focused strategies and action plans that respond to client challenges and issues, and creates a competitive advantage for the firm to successfully obtain the work.
• Direct business development teams in key opening and middle game activities to include: conduct market research; analysis of clients and competitors; and collaborate to develop value propositions and pre-request for proposal (RFP) collateral and opportunity tracking in CRM.
• Coordinate sponsorships, attendance tracking, project and individual award submissions, committee nominations, speaking engagement submissions, and presentation development.
• Lead program management activities for events, brochures, collateral and collaborate across global practice and regional teams to assist with program management proposals and presentations.
• Develop and maintain proposals, statements of qualifications, boilerplate content, brand materials, brochures, and related marketing resources for the Construction Global Practice and other teams.
• Create and update graphics and marketing collateral using InDesign, Adobe Creative Suite, and PowerPoint, and maintain organized databases of prior proposals and supporting information.
• Create and update professional resumes and train team members to support ongoing resume development and maintenance.
• Coordinate marketing giveaways, holiday gifts, client and attendee lists, invoices, and other recurring or ad hoc marketing requests.
• Support internal events, internship and industry programs, and broader program marketing coordination as business needs evolve.
• Update client relationship activities and collaborate on capture plans as needed.
• Manage client entertainment ticketing from request through delivery, including entering client and host information, securing approvals, distributing tickets, and coordinating suites, parking, and special outings.
• Oversee corporate memberships with key industry and trade organizations, monitor local and national events, and lead periodic internal coordination meetings to align participation and sponsorship efforts.
• Work with others to plan and execute sponsored events, conferences, client programs, and industry activities, including venue, food, setup, client liaison, attendee management, agendas, branding, collateral, and giveaways.
• Collaborate with cross-functional partners to lead the development of comprehensive client interaction strategies.
• Recommend opportunities to drive improvements and implement best practices in the client experience at events, tradeshows, conferences, and various other client events.
• Review and utilize client feedback and company benchmarking to ensure Burns & McDonnell has “best in class” client experience with resources available.
• Review and evaluate data captured in CRM to measure success.
• Lead the negotiation of vendor contracts and submit for legal and insurance reviews (hotel, transportation, swag orders, equipment rental, etc.)
• Lead the development of social media strategy, marketing materials, and communication to support various events in conjunction with Construction COR strategists.
• Compile client development, criteria, mapping, and marketing materials.
• Develop the capture plan and win strategy.
• Compile client intelligence, capabilities, and probable competitors.
• Perform external analysis, including opportunity analysis, client profile and competitors analysis.
• Conduct internal analysis including technical, management and price solutions and developing action plans for contact and contingency.
• Developing Issues, Features, Benefits, Proofs (IFBP), win themes and value propositions and the development of the RFP.
• Perform Blue Team review activities.
• Conduct all formatting and editing to ensure accuracy, persuasiveness, and compliance of final proposal and presentation documents.
• Develop interview materials.
• Manage library of qualification materials including resumes, projects, metrics, proofs, testimonials.
• Attend professional associations, conferences and build professional network.
• Certified Proposal Management Professional -APMP
• Equivalent

• Bachelor Degree in marketing, communications, business administration, or related field and 4 years experience either as a pursuit professional, in marketing, business development, or sales with a professional services firm required.
• Experience with the Shipley best practice model preferred.
• Superior technical writing abilities.
• Excellent written & verbal communication skills.
• Proficiency with Adobe InDesign strongly preferred
• Proficiency in presentation skills and able to communicate complex information.
• Certified Proposal Management Professional -APMP preferred or equivalent preferred.