A Strategic POV · Prepared for Kathleen Abbott, Chief Revenue Officer · Shawmut Design and Construction
The next $2.7 billion may start before it ever becomes pipeline.
Shawmut has set an ambition to grow from approximately $2.3B to $5B. The opportunity is not simply to use Dynamics 365 to track more pursuits — it is to connect Shawmut's relationships, project experience, market signals and AI to identify the right opportunities earlier, position for them sooner, and systematically improve the probability of winning.
Today
$2.3B
Ambition
$5B
Growth Gap
$2.7B
"What if CRM could help identify tomorrow's revenue before it becomes an opportunity?"
Agilidy Point of View
Why the next $2.7B starts before pipeline.
Agilidy
Click to play
The Challenger Insight
Traditional CRM may enter the process too late.
Traditional CRM
Future Shawmut Model
For a company pursuing larger, more complex projects, some of the highest-value commercial decisions occur months or years before an opportunity is formally created.
Shawmut's challenge may not be finding enough projects. It may be recognizing which future projects matter most, understanding where Shawmut has an unfair advantage, and mobilizing relationships and capabilities before competitors do.
The CRM should help answer
"What should be in our pipeline 12, 24 or even 60 months from now?"
The Economic Context
A handful of better commercial decisions can have outsized economic impact.
Current Revenue
≈ $2.3B
Growth Ambition
$5B
Growth Required
≈ $2.7B
Shawmut increasingly competes for large, complex projects where individual pursuits can represent substantial economic value. The business case for commercial intelligence is therefore not primarily about reducing CRM administration cost. It is about improving:
The question is not
"What does better CRM cost?"
The question is
"What is the value of identifying or winning one additional strategic project?"
Illustrative strategic framing based on publicly available information. Specific economic impact should be validated with Shawmut data.
Shawmut Revenue Radar
From market signals to future revenue.
An AI-assisted commercial intelligence layer that continuously identifies projects, accounts and relationships Shawmut may want to develop — before they become formal pursuits.
Capital programs
Permits & approvals
Real estate development
Data center investment
University master plans
Healthcare expansion
Life sciences investment
Hospitality ownership changes
M&A
Executive changes
Public funding
Geographic expansion
Existing clients
Historic projects
Executive relationships
Sector expertise
Geography
Project experience
Capabilities
Partners
Win/loss history
Strategic accounts
AI Reasoning Engine
Strategic fit
Relationship strength
Project value
Timing
Capability fit
Competition
Win probability
Margin potential
Risk
Cross-sector potential
Recommended Action
The objective is not more leads. It is earlier conviction about where Shawmut should invest scarce commercial resources.
Strategic Account Intelligence
Shawmut's relationships may be one of its most valuable data assets.
Public Shawmut materials indicate that more than 80% of revenue comes from repeat clients. That means CRM should do far more than store contacts.
Strategic Account Intelligence
Conceptual dashboard
Client Whitespace at Shawmut
Where does an existing Shawmut relationship create permission to enter the next revenue pool?
Pursuit Intelligence
Growth also requires knowing what not to pursue.
The best commercial organizations do not simply maximize pipeline volume. They allocate pursuit resources toward opportunities where strategic fit, relationships, capabilities, economics and probability of winning justify the investment.
Pursuit Priority Score
PURSUE
High value / high probability
DEVELOP
Strategically important, relationship not mature
PARTNER
Opportunity attractive, capability gap exists
DECLINE
Resources better deployed elsewhere
AI should augment executive judgment, not replace it.
The CRO Experience
What if Dynamics told Kathleen where to focus today?
Kathleen's Revenue Brief
Thursday, 7:00 AM
3
Strategic accounts requiring executive attention
4
Future opportunities detected this week
2
Relationships showing declining engagement
3
Cross-sector expansion opportunities
2
Pursuits whose probability materially changed
1
Executive introduction that could change a pursuit
Example AI Recommendations
The CRO should not have to search CRM for insight. CRM should tell the CRO where executive attention can have the greatest economic impact.
Dynamics 365 as a Commercial Decision Layer
From system of record to system of commercial intelligence.
System of Record
What happened?
System of Intelligence
What does it mean?
System of Recommendation
What should we do?
System of Action
Who should act?
System of Learning
What worked?
Dynamics 365 remains the trusted commercial platform, while AI adds reasoning and proactive intelligence.
Microsoft Platform
Commercial Intelligence Agents
Vibe365 can accelerate routine CRM administration, configuration, documentation and controlled change so Shawmut's internal team can spend more time improving the commercial platform rather than maintaining it.
The Roadmap
Start with economic value. Prove it before scaling.
Days 1–30
Diagnose
- $5B commercial strategy
- Strategic accounts
- Pursuit process
- Relationship model
- D365 environment
- Data sources
- Adoption
- AI readiness
- Commercial leakage
Outputs
- Revenue Leakage Map
- Commercial CRM Assessment
- Strategic Account Model
- Top AI Use Cases
- Prioritized Backlog
- Baseline KPIs
Days 31–60
Connect
- Revenue Radar
- Strategic Account Intelligence
- Executive Revenue Brief
- Pursuit scoring
- Relationship intelligence
Design / prototype the commercial intelligence layer.
Days 61–90
Prove
- One sector
- One geography
- A select group of strategic accounts
- Live pursuits
Measure
- Opportunity creation
- Response speed
- Win-rate indicators
- Account expansion
- Seller / BD productivity
- CRM adoption
Days 91–180
Scale
- Regions
- Sectors
- Strategic accounts
- Business development teams
- Mission Critical
- Enterprise CRM governance
Illustrative Targets
What would success look like?
Illustrative Agilidy Targets · To Be Validated During the 30-Day Diagnostic
+5–10%
Strategic pursuit win-rate improvement
+10–20%
Qualified strategic-account opportunity creation
+10–20%
Cross-sector / cross-geography opportunity identification
20–40%
Reduction in BD research & pursuit preparation effort
25–50%
Faster market-signal-to-action cycle
20–30%
Reduction in routine CRM administration / change effort
These are hypotheses, not Shawmut forecasts. Actual targets should be established using Shawmut's baseline data.
Why Jason / Agilidy
A different type of resource for the commercial transformation.
Jason Wickman
Founder, Agilidy
Jason Wickman combines experience that is typically spread across several consulting roles:
Key Credentials
- 25+ years around CRM, commercial transformation and Microsoft technology
- 12 years directly at Microsoft
- Former Microsoft sales leader with deep Dynamics 365 experience
- Previously built and ran a CRM consulting firm
- Sales and marketing executive experience
- Hands-on technical background
- Builder of Vibe365, an AI-assisted Dynamics 365 administration platform
- Challenger Sale / outcome-first approach
The model is deliberately lean. Jason works directly with the executive team and business. Specialists are brought in only when required.
The objective is not to create another large consulting dependency. It is to establish the strategy, prove economic value quickly and help Shawmut build the capability internally.
A Working Session
What if the next $2.7 billion starts before it becomes pipeline?
I would welcome the opportunity to spend 45 minutes with you pressure-testing this thesis against Shawmut's actual commercial strategy, account model and Dynamics 365 environment.
No formal proposal. No technology demo. Just a working session focused on one question: where could better commercial intelligence materially improve Shawmut's probability of reaching $5B?
© 2026 Agilidy · Prepared exclusively for Shawmut Design and Construction · Confidential