AI Knowledge: How We Sell & Win

Technical Sales Operating Model

AI-accelerated framework — scope definition to pursuit-ready assets in minutes.

AI POWERED AI agents execute this operating model automatically — define scope, generate value props, create talk tracks, build reusable assets
Start AI Pursuit Competitive Intel

North Star

Create scope-specific value propositions grounded in the client's value chain, translated into technical win themes, and packaged into reusable pursuit-ready assets.

Commercial
  • Segment Leader
    Leads segment strategy and account planning
  • Account Lead
    Manages key customer relationships
  • Proposal Lead
    Drives proposal development and submission
  • Pricing/Estimating
    Develops competitive pricing strategies
Operations
  • Regional/Area Ops
    Oversees regional operational delivery
  • Branch/Site Execution Leaders
    Manages on-site execution and delivery
SMEs
  • Engineering
    Provides technical engineering expertise
  • Safety
    Ensures safety compliance and planning
  • Scheduling
    Develops project schedules and timelines
  • Logistics
    Plans material logistics and staging
  • QA/QC
    Quality assurance and quality control oversight
  • Digital/Analytics
    Data analytics and digital solutions support
Governance
  • Executive Sponsor
    Provides funding and priority decisions
  • Deal Desk / Risk
    Risk assessment and deal governance (as needed)
Scope Definition — Must be explicit each cycle
Customer Segment + End Market
Commercial, Industrial, or Infrastructure with specific end market
Service(s) in Play
Scaffolding, forming & shoring, industrial services, etc.
Project Type
New build / TA / outage / retrofit / multi-site program
Geography & Delivery Model
Region, local market, and execution approach
Competitive Context
Incumbent vs. challenger positioning
Technical Sales Strategy Flow
Value Proposition

Core benefit for the client — scope-specific, grounded in their value chain

Technical Win Themes

Strategies and themes to achieve the value proposition in competitive context

Reusable Assets

Pursuit-ready tools, pitch materials, and proof points for efficient sales

Value Approach
1
Right team, resources, talk track
2
Foundational capabilities
3
Key Value Channels / Pillars / Story
4
Proof Points (Missions, Icons, Local)
5
Proof Points (Similar, Historic, Solution)
6
Proof Points (Iconic, showing off now...)
Technical Approach
1
Compliant, Knowledgeable of Scope
2
Key Scope Knowledge
3
Key Solution for Scope
4
Constraints, Solutions we Solve
5
Proven Equipment, Solutions
6
Fast-track Animation... Proof
Key Products & Equipment View All 13 Products
Systems Scaffold
Modular scaffolding for complex geometries with integrated engineering
Modular design Heavy-duty capacity Rapid assembly
SafLock System Scaffold
Proprietary rosette-style system with enhanced locking mechanism
Enhanced safety Quick connect Versatile configurations
PERI UP
Advanced modular scaffold and access system for maximum flexibility
Modular components Flexible configurations Industrial grade
CupLok Scaffold
Cup-lock system for rapid assembly and disassembly
Quick assembly Strong connections Standardized components
QuikDeck
Suspended access platform system for work at height
Spans up to 50 feet Multiple configurations Rapid install
Spider SC1000 Voyager
Advanced powered suspended access hoist system
Powered access High capacity Safety rated
Swing Stages
Suspended platforms for facade work
Adjustable length Multiple sizes Power or manual
HAKI Roof Systems
Modular temporary roof spanning large areas, mobile or stationary using Trak
Modular components Span large areas Mobile or stationary
TPE Roofing System
Temporary protective enclosure with steel grillage, columns, and gantry
Weather protection Steel grillage Gantry system
Hunnebeck Shoring
Heavy-duty aluminum shoring system
Up to 24,000 lbs leg loadings Lightweight aluminum 3 main components
Wall Formwork Systems
Crane-set and hand-set wall forming solutions
High pour rates Multiple tie patterns Gang formable
BrandNet
Smart digital worksite solutions for real-time monitoring
Real-time data IoT sensors Digital tracking
Rapid-EPS Edge Protection
Rapid-deploy edge protection system for fall prevention
Quick install OSHA compliant Modular design