Join a panel of CSMPS board members and pursuit professionals as they discuss how debriefs can uncover critical insights about client expectations, evaluation decisions, and competitive positioning. From requesting candid feedback and navigating difficult conversations to translating lessons learned into measurable improvements, this session will provide practical takeaways for anyone involved in proposals, pursuits, or business development.
Drawing on their experiences across the architecture, engineering, and construction industry, the panel will share real-world perspectives on what makes a debrief effective, how to ask the right questions, and how organizations can turn client feedback into stronger pursuit strategies and better outcomes.
Whether you're looking to improve win rates, strengthen client relationships, or build a culture of continuous improvement, this discussion will offer actionable insights you can apply to future pursuits.
PANELIST INCLUDE:
EMILY MITCHELL | Manager, Marketing & Communications
Mallen Gowing Berzins Architecture
Emily is a marketing and communications professional specializing in proposal development, pursuit strategy, and brand development within the architecture industry. Working in small to mid-sized firms, she has built meaningful experience over the past 10 years developing strategic, graphically clear, and compelling proposals for a range of public and private-sector opportunities.
Forever a learner, Emily brings a “nothing is precious” mindset to her work, believing the strongest outcomes come when ego is set aside and ideas are open to challenge. She is a firm believer in the value of clear, constructive feedback and works to foster an authentic feedback culture within the teams she collaborates with and manages.
FRANCES CARTMEL | Business Development & Marketing Manager
Graham Construction
Frances has more than 20 years of experience in proposal development and pursuit strategy within the construction industry. Throughout her career, she has worked with project teams, executives, and technical specialists to develop strategies and submissions for some of British Columbia's most significant construction opportunities.
Today, as Business Development and Marketing Manager with Graham Construction, Frances leads major pursuits and helps teams navigate the increasingly competitive procurement landscape. Drawing on years of hands-on experience, she brings a practical perspective to pursuit planning, proposal development, team collaboration, and what it takes to stand out when every competitor is qualified.
SHARON CHOI | Marketing Manager
RAM Consulting
Sharon Choi is the Marketing Manager at RAM Consulting, bringing over seven years of experience in marketing and business development within the engineering industry. Her experience spans proposal and pursuit strategy, brand and communications, client engagement, and marketing initiatives that support business growth.
Throughout her career, Sharon has worked closely with technical teams and leadership on competitive pursuits, from developing proposals and shaping win strategies to participating in client debriefs and applying those learnings to future opportunities. Her experience has given her a practical perspective on what firms can learn from both wins and losses, the value of asking the right questions during a debrief, and how client feedback can be translated into meaningful improvements in pursuit strategy.Moderator
Enoque Panzo | Cofounder & CEO
Kiese Technologies
Enoque Panzo has over 14 years working in the construction industry in various roles including Business Development, Project Management, and BIM. He currently runs Kiese, a construction specific CRM company. Enoque is also an instructor at BCIT where he teaches an Introduction to Construction Management course.
He relocated to Vancouver from Philadelphia, PA, and his hobbies include playing football (soccer) and following his favorite sports team which include the Superbowl Champions, Philadelphia Eagles.
