Navigating Major Programmes

What happens behind the scenes before a project bid is even accepted? The delivery outcome component of major programmes is fascinating, but a lot occurs long before procurement, design, and development get underway. Taking a step back, and behind the curtain, Riccardo, Shormila, and special co-host Evgenia Jilina, Colliers’ Transit Regional Sector Director, dive deep into what happens before the Request for Proposal is published. The three infrastructure professionals explore the competitive, resource-intensive work that happens upstream: strategic positioning, RFQs and RFPs, partnership decisions, and the internal calculus of whether a proposal is worth the investment of pursuing at all. They break down why “winning” a project is rarely about a single submission moment. Preparing a proposal can cost millions, pull top talent off active work for months, and take months or even years—a lengthy span of time where assumptions, teams, and even the market can change. They make the case that capture planning is so much more than paperwork—it’s the training plan behind the goal: the structure that helps organizations choose which opportunities to chase and show up with the right partners and narrative when it counts. Together, the panel tackles the uncomfortable tension at the heart of public procurement. It’s a system designed to prevent influence, yet meaningful early interactions help clients clarify needs and bidders understand the real problem. In the end, a strategic but authentic engagement approach inevitably weighs into the final decision. Real success is so much more than a lucrative “win”: it’s a mutually beneficial relationship where client, bidder, and the public recipients of the infrastructure all triumph. Key Takeaways: Why capture planning is essential to success, not a waste of time and money;How organizations decide which pursuits are worth prep that costs millions, months, and their best players;What successful early engagement looks like before an RFQ or RFP is issued;Why early conversations should be reframed as “engagement” rather than “influencing”;How to build bid teams around strengths and gaps instead of searching for a unicorn.Quote:“The stakes are high…you’re expected from day one to start on a project that’s bigger than the GDP of some small countries.” - Shormila CharterjeeThe conversation doesn’t stop here—connect and converse with our community via LinkedIn:Follow Navigating Major Programmes: https://www.linkedin.com/company/navigating-major-programmes/Read Riccardo’s latest at www.riccardocosentino.comFollow Riccardo Cosentino: https://www.linkedin.com/in/cosentinoriccardo/Follow Shormila Chatterjee: https://www.linkedin.com/in/shormilac/Follow Evgenia Jilina: https://www.linkedin.com/in/ejilina/  

What does it take to become a celebrated leader in infrastructure? With more than four decades of experience in the public and private sectors, Bruce McCuaig is ideally suited to answer this complex question. He joins Riccardo to reflect on leadership, delivery, and building major programmes that “matter now and one hundred years from now.”Bruce shares what has shaped his philosophy: an enduring enthusiasm for the legacy of transportation projects, a belief in multidisciplinary teamwork, and a practical approach to collaborative management of risk. He breaks down key qualities of senior leadership: listening and guiding, not seizing control and credit. Riccardo and Bruce’s conversation explores the recent shift in Canada toward alliance delivery models. True to his leadership style, Bruce argues that while a broad toolkit of procurement and contracting approaches is useful, collaboration is essential to every successful project, whatever the model. He advocates for giving “fearless advice,” supporting teams with training, and empowering them with trust. In the end, a united approach that puts the public’s best interest front and centre throughout every project ultimately leads to legacies worth building.Key TakeawaysHow a far-ranging career builds judgment, adaptability, and impact across sectors;Why listening is a paramount skill every leader needs to possess;How to develop a culture of collaboration on every major project;Approaching risk as shared and holistic, rather than “ours vs. theirs;”The skills hiring teams should prioritize when filling infrastructure leadership rolesQuote:“Sometimes, there might be a Eureka moment where the senior leader can say ‘this is the solution!’, but [more often], it’s about helping the team get to a solution.”  - Bruce McCuaigThe conversation doesn’t stop here—connect and converse with our community via LinkedIn:Follow Navigating Major Programmes: https://www.linkedin.com/company/navigating-major-programmes/Read Riccardo’s latest at www.riccardocosentino.comFollow Shormila Chatterjee: https://www.linkedin.com/in/shormilac/Follow Bruce McCuaig: https://www.linkedin.com/in/bruce-mccuaig-a1749549/