Project Procurement and Strategies (February 2019)2018-11-20T20:32:12+00:00



John (Jack) B. Wilhelmi is President Emeritus of the Omaha Division of The Waldinger Corporation. Wilhelmi has served Waldinger for forty years, the first ten years as VP of Estimating and the last thirty as a Division President. During the last year as Vice President of Estimating, he supervised the bidding of over one billion dollars of mechanical work (present day dollars). Wilhelmi is a past President of the MCAA having served as its National President in 2008 and 2009.

Professor, University of Nebraska

Professor Wentz graduated from the University of Nebraska with a BS degree in Mechanical Engineering and a Master’s degree in Business Administration. He then went on to work in the family mechanical contracting firm. He spent 19 years in the industry, before entering academia. Wentz has received numerous awards for his teaching and service to the HVAC industry including the Distinguished Service Award, MCAA’s highest award and he is the current past President of ASHRAE.

Partner, Norton Rose Fulbright

Mr. Leduc practices primarily construction law and commercial litigation. Within construction law, he is frequently called upon to advise and represent owners, engineers, subcontractors, suppliers and builders in such front-end services as contract review, tender issues and general construction matters, as well as in litigation and arbitration.

Seating is limited to 30 participants.

COST (+5% GST):

Early bird discounts are applicable until January 27th. Registration must be completed that date or postmarked.

MCA Members

Early Bird – $1,195
Regular – $1,395


Early Bird – $1,595
Regular – $1,795

The fee covers all meals, breaks, receptions and conference materials.

For more information please contact:


Construction Education Council
701–280 Albert St.
Ottawa, ON K1P 5G8
Phone: (613) 232-5169
Fax: (613) 235-2793



3:00 PM -3:30 PM

Opening and Process Flow – Jack Wilhelmi

The opening presentation will show the importance of a defined, repetitive process not a new work of art each time an estimate is prepared. The presentation will also show how the “proposal” is used as a sales tool not just a required form. The flow diagram also demonstrates the need for feedback and communication to and from operations.

3:30 PM – 4:00 PM
Company Branding and Team Building – Tim Wentz

This short presentation talks about how the course achieves its educational goals through team-based learning and the importance of establishing a brand. All organizations have a brand and it is critical that the brand of the organization projects the intended message to both clients and the industry.

4:00 PM – 6:00 PM
A Day in the General Contractors Bid Room – Jack Wilhelmi

This exercise will give each team member the opportunity to experience a General Contractor’s Bid Room at the final hour in a very realistic setting. They will analyze various mechanical bids and select the low number to use at the appointed time. Time will be limited, actual proposals and documents are used and the results will be posted. The Teams will have the opportunity to walk in our customer’s shoes.



7:30 AM – 8:30 AM
Project Risk and Go/No-Go Strategies – Tim Wentz

The project risk presentation explores the types of risks that typically occur on a construction project and how a project acquisition team can mitigate those risks through a company – wide Go/No Go Strategy. The presentation discusses “hard” risks versus “soft” risks, the “Risk/Reward” ratio, available risk management tools and how a strategic Go/No Go plan can provide a consistent method of addressing these risks.

8:30 AM – 10:00 AM
How a Client Decides – Tim Wentz

This presentation explores how people make decisions based upon how our brains are wired and constructed. Using that information as a foundation, strategies and tactics are investigated to generate a competitive advantage in the writing of proposals as well as in negotiating sessions.

10:15 AM – 11:30 AM
Effective Turnover Meetings – Tim Wentz

This session will teach you what a turnover meeting is and the roles and responsibilities of the estimator/acquisition team.

1:00 PM – 2:45 PM
Proposal and Exercise – Jack Wilhelmi

This session will demonstrate the importance of the proposal as a sales tool as well as a plan and definition of your estimate. The teams will prepare and submit a proposal for the case study. The importance of the timing of the preparation of the proposal, at the beginning of the acquisition process rather than the end, will be clearly documented.

2:45 PM – 6:00 PM
Final Summary and Exercise – Jack Wilhelmi

The final summary process will be discussed as a tool that does much more than total the price. Like the proposal, the final summary should be prepared well in advance of the due date for the proposal. The final summary becomes a process that is repetitive, not a brand new spreadsheet for each bid, and includes many standard checklists and a project schedule.



7:30 AM – 9:30 AM
Deal Breakers – Dan Leduc

Deal Breakers – where to look for deal breakers, how to fix the deal breakers and the importance of dealing with them before the day of the bid will be demonstrated and discussed. How to avoid the discovery of a “deal breaker” the night before the bid is due and taking the risk rather than solving with proposed language or making the decision not to bid.

10:30 AM – 11:30 AM
Effective Turnover Meetings – Tim Wentz

This session will teach you what a turnover meeting is and the roles and responsibilities of the estimator/acquisition team.

11:00 AM – 12:00 PM
Presentations and Close – Jack Wilhelmi/Tim Wentz

Each team will present their priced proposal to the presenters in a lifelike sales situation.