Construction: Proposals, Contracts and Risks

In today’s procurement landscape, Requests for Proposals (RFPs) are key to securing contracts, especially as traditional bidding methods become less common. Construction companies must excel in responding to RFPs to succeed. This course will equip you with the skills, strategies and tools needed to create winning RFP submissions.

Learn to meet technical requirements while understanding client needs, positioning your company strategically and communicating persuasively. We cover the entire RFP process, sharing best practices, industry insights, and practical techniques to enhance your responses.

Whether you’re a seasoned contractor or new to the bidding process, this workshop provides valuable insights and actionable strategies to elevate your RFP submissions.

Topics:
• Distinguishing between Requests for Quotation (RFQs) and the standard prequalification process in bidding prequalification processes
• Identifying RFP opportunities in public and private sectors
• Conducting SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis for RFP responses
• Analyzing RFP requirements, deliverables, and performing a GO or NO-GO analysis
• Crafting compelling responses and developing winning themes
• Understanding your competition
• Preparing comprehensive written responses, including executive summaries, resumes, and project selections
• Tips for effective writing and differentiating between mandatory and weighted criteria
• Strategies for submitting RFIs and completing returnable schedules

You will receive an exclusive comprehensive manual offering practical guides, checklists and templates, all grounded in over 40 years of industry knowledge. This resource serves as a cornerstone for implementing new RFP response processes in your office.

It’s no longer just a low-bid world. Project owners are seeking construction expertise through pre-qualification or the request for proposal process. Whether you’re a project owner seeking proposals, a consultant creating, reviewing or participating in proposals or the contractors responding to them, everyone needs to do it well for the success of project.

A team of trainers will review each stage of the RFP process from the perspectives of a project owner, consultant and contractor and you’ll gain key insights about what to consider for successful progression. Packed with tips and suggestions on how to make sure each partner is successful in their proposal pursuit, you’ll walk away with actionable knowledge you can put to work on the job immediately.

Topics:
• Preparing a successful Request for Qualification (RFQ)
• Project Owner’s mindset in soliciting a Request for Proposal (RFP) competition
• Best practices when successfully responding to an RFP
• Developing a winning RFP strategy
• Prepare for and exceling in the interview

Using a hands-on, practical approach, this course will also give you an opportunity to apply what you learn by guiding you through an interactive exercise of presenting your proposal to the ‘client.’ This activity will give you the opportunity to receive guidance and feedback from our training team that will help you to hone your skills in responding to proposals.

Working on reserve lands or with Indigenous ownership involves a distinct set of legal requirements and practical realities. This session explains how reserve lands are governed differently, impacts of financing, title and security, and what to watch for in your contracts.

We’ll cover how to build stronger, more respectful partnerships. Essential for contractors, consultants, and owners pursuing these important projects with the right understanding and approach.

Subcontracting is a critical part of construction—but with growing complexity and risk, it’s more important than ever to understand what you’re signing. This course gives you practical strategies to manage risk, protect your business, and take full advantage of subcontracting opportunities.

You’ll work through key subcontractor responsibilities and contract terms using a custom manual filled with checklists, templates, and tools. You’ll also build your own “Subcontract Handbook” and use a traffic light system to analyze clauses—from green (safe) to red (high risk).

Ideal for new or experienced subcontractors, this course helps you make smarter decisions before and after the contract is signed.

Topics
• Contract law, contract terms and conditions
• Design responsibility
• Performance specifications
• Conduit or flow-down provisions
• Scope of subcontract work
• Payment terms
• Insurance requirements
• On-site responsibilities
• Development of a “Subcontract Handbook”
• Analysis of subcontract clauses using a green, amber and red-light system

With over 40 years of combined industry experience, our comprehensive manual provides practical guides, checklists and templates to support your subcontracting processes on and off the job site.

Part 1: Win more jobs. Avoid costly delays. Keep your projects moving.

Surety bonds are a critical part of winning work and protecting your business in the construction industry—but for many contractors, the process feels complex, time-consuming and full of red tape.

This session breaks down the entire bonding process in practical, job-ready terms, from the basics to the behind-the-scenes decisions sureties make when approving you. You’ll learn how to set up and maintain a bonding facility, avoid last-minute scrambles, and position your company to bid (and win!) bigger projects.

Part 2: Reduce risk. Protect your projects. Avoid costly surprises.

Construction insurance is more than a formality—it’s a critical part of protecting your projects and your company. Far too often, contractors only discover coverage gaps after a claim is denied or a lawsuit lands on their desk.

This practical course focuses on the insurance-related mistakes made in construction—and how to avoid them. Using real-world Manitoba examples, we’ll walk through common scenarios involving builder’s risk, general liability, project specific policies and contract obligations you may not realize you’ve accepted.

Whether you’re managing projects, reviewing contracts, or running your own business, this session will help you understand how insurance really works in the field—and how to avoid costly missteps.