Creating a Comprehensive Heat Map of Prioritized Project-Based Opportunities for a Leading Global Manufacturer that Specializes in Mobility Solutions, Targeting Policy-Driven Opportunities for Public Infrastructure Funding in the US.

Background

  • The Company was seeking to understand how an influx of pandemic-related stimulus funding and a major infrastructure bill would impact the outlook for transportation infrastructure projects, such as airports, transit systems, and intercity rail, and lead to contracting opportunities.
  • It teamed with Capstone in 2021 to identify opportunities at specific airports, transit systems, and other kinds of public infrastructure that could be prioritized for expansion and refurbishment in an environment where federal infrastructure funding was readily available.
  • The goal was to identify specific contract opportunities well before a formal request for proposal (RFP) was issued. This would allow the Company’s Sales Team to work with project managers and local government officials to shape the parameters of RFPs and highlight the Company’s products and services.

Process

  • Capstone conducted its project-based assignment in two four-week phases with Phase I focused on developing large-scale business opportunities while Phase II concentrated on deep-dive diligence on a selected subset of localities to identify specific infrastructure projects in the airport and mass transit systems.
  • After conducting deep-dive diligence, which included focused one-on-one outreach conversations with two dozen stakeholders, Capstone analyzed available sources of federal funding and assessed the impact of this funding on capital budgets for relevant end markets such as mass transit and airports.
  • Capstone followed up with a target list of five states with multiple potential project opportunities for the Company. These project opportunities were primarily airports, train stations, and transit systems that would undertake large capital improvement programs when additional federal infrastructure funding became available.

Outcomes

  • Capstone presented the Company with targeted information on applicable procurement entities and vehicles, providing its sales team a “leg up” to engage with potential customers throughout a two- to three-year time frame.
  • Capstone also customized a strategy to help the Company prioritize regions and projects for its broker-dealer teams to get ahead of the competition.
  • The Company was able to utilize billions of dollars in pre-RFP infrastructure stimulus funds that helped it prioritize regions and projects for its broker-dealer teams and get ahead of the competition.

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