Consulting 101 Workshop: How Consulting Firms Win Work – Saturday, March 2nd

The next Sustainability Skills Seminar Series entitled Consulting 101: How Consulting Firms Win Work is on Saturday, March 2. Marc Tipermas (bio below), President of National Programs at Willdan Group Inc.,  will be conducting the seminar.  If you have not yet done so, please RSVP here.


Event: Consulting 101: How Consulting Firms Win Work

Date: Saturday, March 2, 2013

Time: 10:00 am – 1:00 pm

Location: 501 Schermerhorn Hall

Format: Lecture




Marc Tipermas, President of National Programs at Willdan Group, Inc. will be providing experience-based, practical insights into how and why successful environmental consultants and firms conduct business development activities, and will share his best practices and strategy for “Capture Management” and “Proposal Writing” including:


  • Why Business Development is so important to Consulting Firms
  • How  an understanding of business development can help your career as a consultant
  • Proactively identifying project opportunities
  • The Role of the Capture Manager
  • Techniques for gathering information from Clients and Competitors
  • Evaluating your firm’s competitive position
  • Developing a win strategy
  • Teaming relationships with other firms
  • Making Bid/No Bid Decisions
  • Analyzing how to respond to RFPs
  • Writing winning proposals
  • Preparing for oral presentations to Clients



Marc Tipermas serves as President of National Programs at Willdan Group Inc., and has been its President of National Programs of since June 11, 2007. Mr. Tipermas has spent most of his nearly 40-year career in the professional services industry in a variety of senior executive level business development and operations positions. From 1981 to 1998 he was with ICF Kaiser International, a global consulting, engineering, and program management firm with over 6,000 employees, and was named President and Chief Operating Officer of the company in 1997. Mr. Tipermas served as Senior Vice President for Business Development of Dynamac Corporation, an environmental consulting firm, and has also been an independent business development consultant to several nationwide engineering and consulting firms. Earlier in his career Mr. Tipermas worked at the US Environmental Protection Agency (EPA) and in 1980-81 served as the first Director of EPA’s Superfund Policy and Program Management Office. Prior to his work at EPA he was an Assistant Professor of Political Science at the State University of New York at Buffalo. Mr. Tipermas received an S.B. from the Massachusetts Institute of Technology and also holds PhD and AM degrees from Harvard University in political science.