Positioned to Win: Strategies for Successful Project Pursuits

The Practice Management Knowledge Community invites participants to an engaging five-person panel of industry experts exploring how successful project pursuits begin long before an RFP is issued.

This session explores the distinct roles of marketing and business development and how both functions contribute to organizational growth. Participants will learn strategies for building meaningful client relationships, identifying opportunities through nontraditional pathways, and engaging with clients and project partners early in the pursuit process.

The program will also examine how disciplined lead development, client intelligence, relationship management, and early value-add engagement can strengthen a firm’s competitive position before a solicitation is issued. Speakers will share firsthand perspectives from architecture, construction, development, and public-sector procurement, along with practical guidance for preparing for project interviews and communicating in ways that build confidence and lasting partnerships.

Learning Objectives:

1. Participants will be able to distinguish between marketing and business development strategies by understanding their unique roles and contributions to organizational growth, based on insights into organizational contexts and business unit complexities.
2. Participants will be able to identify nontraditional avenues for securing work opportunities by utilizing community-based organizations, workforce development agencies, and other public resources.
3. Participants will learn why the outcome of a pursuit is often shaped long before an RFP is issued. They will also learn how disciplined lead development, through client intelligence, relationship management, and early value-add engagement, improves a firm’s competitive position at solicitation.
4. Learning Goal: Learn how a general contractor builds lasting client and project-partner relationships through meaningful connections, difficult conversations, and early project insights—strengthening collaboration, improving outcomes, increasing client satisfaction, and creating future opportunities.
5. Participants will acquire practical tips for excelling in project interviews, including strategies for preparation, communication, and presenting fun and engaging facts to make a lasting impression.

Speakers:

Trina Sandschafer, AIA
Vice President and Managing Director, Project Management Advisors

Trina Sandschafer, AIA, is an architect, design strategist, and executive based in Chicago. She serves as Vice President and Managing Director, Chicago and Midwest Region, at Project Management Advisors, a national Owner’s Representative firm.

Navigating the intersection of design and strategy, Trina provides growing organizations with high-level advisory on complex real estate solutions. She excels in bringing clarity and structure to dynamic challenges and is well known for fostering strong, collaborative relationships. A frequent speaker, author, and juror, Trina is a subject matter expert on multidisciplinary projects. She currently chairs the Architecture Alumni Advisory Board at the Illinois School of Architecture.

 

Grant C. Uhlir, FAIA
Principal + Global Director of Large Projects, Gensler

As Gensler’s Global Director of Large Projects, Grant combines strategic design leadership, client relationship expertise, and proven project management experience to guide large, complex projects worldwide.

With more than 35 years of experience, Grant has led corporate headquarters, mixed-use, adaptive reuse, and repositioning projects globally, including Shanghai Tower, where he served as executive project director. In Chicago, his work includes the redevelopment of the Old Post Office, the Willis Tower Reimagining, and the Shirley Ryan AbilityLab flagship facility.

Grant serves on the Board of Directors for World Business Chicago, the CAC Development Council, and ULI Chicago’s Product Council. He is also active with the Economic Club of Chicago, the Council on Tall Buildings and Urban Habitat, and the University Club of Chicago. He is Past President of both AIA Chicago and the AIA Chicago Foundation.

 

Brent Lance, AIA, NCARB, LEED AP
Capital Planning + QBS Administrator, Illinois Capital Development Board

Brent Lance is the Capital Planning/QBS Administrator for the Illinois Capital Development Board, directing the agency’s A/E, CM, and Design-Build selection processes. With 25 years as a licensed architect and nearly four decades in the construction industry, he brings deep technical expertise and a strong commitment to public-sector stewardship.

As chair of CDB’s selection committees, Brent manages the State’s Qualification-Based Selection and Design-Build procurement programs, guiding the evaluation of hundreds of design teams across Illinois. His leadership has helped shape a procurement environment grounded in transparency, fairness, and opportunity—ensuring that the State consistently partners with highly qualified teams while supporting broad industry participation.

 

Jack Scapin
Vice President of New Construction, Valenti

Jack Scapin is Vice President of New Construction at Valenti, where he has spent 14 years building exceptional projects, trusted relationships, and high-performing teams. Known for pairing technical expertise with genuine human connection, Jack is a trusted leader across diverse markets, clients, and project types.

His strategic foresight, honest communication, and commitment to shared success help teams navigate the complexities of today’s construction industry—shaping projects early, building confidence throughout the process, and creating relationships that drive long-term success.

 

Alicia Ponce, AIA, NCARB, NOMA, LEED AP
Founder & Design Principal, APMonarch

Alicia Ponce is the Founder and Design Principal of APMonarch, an award-winning architecture firm specializing in high-performance and adaptive reuse design. She has led successful projects including the 10-year Master Plan for The Field Museum and the University of Chicago Keller Center, which earned LEED Platinum and the Living Building Challenge Materials Petal.

Alicia is a Chicago Landmarks Commissioner and founder of Arquitina, a national nonprofit that earned the 2025 AIA Chicago Distinguished Service Award for advancing and mentoring the next generation of licensed Latina architects.

 

Moderator:
Sheri Andrews, AIA, LEED BD+C
Associate + Sr. Project Manager, SmithGroup

For AIA Members: AIA Chicago will report your attendance for continuing education credit directly to AIA national. Please ensure your name matches your AIA membership record and your AIA number is correctly entered at the time of registration to receive proper credit. AIA Members cannot self-report courses for AIA CES credit.

For Non-Members: AIA Chicago does not report attendance for non-members. If you would like to request a certificate for proof of participation, please click here.

For Vendor Education Program Attendees (AIA Member and Non-Member): The hosting Vendor will report your attendance for continuing education credit directly to AIA national. Please ensure your name matches your AIA membership record and your AIA number is correctly entered at the time of registration to receive proper credit. To ensure accuracy, please request a certificate of completion from the Vendor.