USE CASE · GENERATE QUALIFIED PIPELINE
Turn Capital Plans Into Sales Opportunities
Turn capital plans into a searchable forward-demand view, then qualify the projects and owners that deserve account development, research, and pipeline attention.
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THE CHALLENGE
Capital plans need qualification before they become sales pipeline
Capital plans are rich sources of future infrastructure demand. A single plan can contain hundreds of projects with different priorities, funding paths, start years, asset types and levels of technical detail. GFOA's capital planning guidance recommends multi-year plans that identify expected needs, project scope, funding sources and future costs.
Sales teams need a way to extract projects that match their offer, compare them across owners, understand why the work is planned, and identify which records need deeper research or ongoing monitoring. The plan becomes a repeatable qualification input for account development.
The operating shift
Searchable project-level CIP data
Projects filtered to commercial fit and timing
Owner and project follow-up after the plan is published
CIP-TO-ACTION FLOW
Turn the capital plan into a focused account-development list
The useful output is a shortlist of planned projects tied to owners the sales team can work.
01
Published plan
Start with capital plans and municipal budgets that document future projects, equipment, and studies.
02
Structured project
Review owner, project type, status, timing, value, geography, and source-page context.
03
Commercial filter
Narrow the project set to the markets, accounts, timing, and value that match the sales strategy.
04
Current context
Use Intelligence Feeds or REX AI when funding, engineering, timing, or source detail needs an update.
05
Account action
Move the selected project into outreach, account development, CRM, or continued monitoring.
Commercial output
A capital-plan shortlist the account team can develop.
OUTCOMES
Move from a capital-plan line item to a sales action
Use Capital Projects Dashboard to find planned work at scale, compare owners and timing, and create a focused project set for account development.
01
Search planned projects at scale
Find projects, equipment purchases, and studies extracted from published capital plans and municipal budgets.
02
Compare owners and timing
Review project status, projected start year, budget value, geography, and other available fields across the accounts you cover.
03
Save and export the working set
Use recurring filters and exports to keep the relevant project universe organized for territory and account work.
04
Add current opportunity context
Use Intelligence Feeds and REX AI when a planned project needs more recent project, funding, engineering, or source research.
DECISION FRAMEWORK
Which capital-plan projects deserve active account work?
A planned project becomes commercially useful when it matches the team's market, timing, and owner priorities and creates a specific next action.
01
Market fit
The project type and infrastructure need align with the products, services, or technical capabilities the team sells.
02
Owner fit
The public owner is inside the team's territory, named-account strategy, or growth plan.
03
Timing
The projected year, status, and current evidence create enough runway for account development.
04
Commercial scale
The available project value, scope, and owner context support the level of sales attention required.
05
Current movement
New intelligence strengthens the case that the project is advancing or needs further research.
06
Next action
The team can identify the research, outreach, monitoring, or CRM step that follows from the capital-plan record.
RESULT
Capital-plan projects converted into a focused development list
CITYLITICS SUPPORT
Capital planning data built for account and pipeline work
Capital Projects Dashboard turns published capital plans and municipal budgets into structured project records that sales and strategy teams can search, compare, save, and export.
What your team needs to do
Citylitics capability
How it helps
Search planned work
Capital Projects Dashboard
Filter project records by owner, geography, project type, plan year, project status, value, and available project text.
Compare accounts
Capital Projects Dashboard
Review project concentration and forward investment across agencies and utilities to focus account coverage.
Keep a recurring view
Saved filters and exports
Reuse the project criteria that match the team's market and move relevant records into territory, account, and reporting workflows.
Add current project movement
Intelligence Feeds
Use analyst-verified signals from broader public sources when a planned project starts to generate new activity.
Research the specific project
REX AI
Investigate funding, timing, engineering involvement, scope, or the underlying source document when the record needs deeper qualification.
WORKFLOW
Use the capital plan as the start of the account-development workflow
Capital-plan data shows where owners intend to invest. The sales team still needs to identify the records that match its market and timing, then bring current context into the opportunities it chooses to develop.
1
Search the project universe
Filter Capital Projects Dashboard by geography, project type, owner, plan year, project status, value, or relevant project text.
2
Compare owners and projects
Review the project mix and forward spend around the public accounts that fit the team's coverage strategy.
3
Build the working shortlist
Save recurring filters or export the records that match the team's market, timing, and commercial criteria.
4
Add current context
Use Intelligence Feeds or REX AI when a shortlisted project needs recent funding, engineering, stakeholder, or source-document research.
5
Move the opportunity into account work
Use the qualified project set in territory planning, account development, outreach, CRM, or the customer's existing pursuit workflow.
CAPITAL-PLAN METHOD
Keep each extracted project traceable to the source plan
Capital Projects Dashboard extracts project records from capital plans and retains source traceability to the originating plan. Each extracted project should retain its plan or budget reference, then accumulate later evidence as funding, design and procurement activity changes the timing.
01
Locate capital plans and budgets
The source set starts with public-owner CIP and budget documents.
02
Extract individual projects
Projects, equipment purchases and studies are separated from large documents into workable records.
03
Structure the project metadata
Owner, project text, timing, status and other fields make the plan searchable and comparable.
04
Keep source traceability
Extracted projects retain page-level reference back to the original CIP document.
05
Apply sales qualification
The customer decides which extracted projects fit its markets, accounts and sales strategy.
How to use the capital-plan example
The Austin figures come from the City’s own capital-program materials and show how a seller can work from an official plan. Capital plans establish planned investment and timing context; customer teams decide which projects fit their market, account strategy, and sales capacity. Citylitics Marketing reviewed this page on 15 October 2026 against Austin’s official forecast, GFOA guidance, and current product materials. The Citylitics data-process overview adds detail on extraction and quality assurance.
OFFICIAL PUBLIC-SOURCE EXAMPLE
Austin's five-year CIP creates a project universe before individual procurements appear
The City of Austin publishes a multi-year Capital Improvement Program and financial forecast that provide a concrete starting point for account planning before each project reaches a bid stage.
Signal
The city documents planned capital spending across facilities, transportation, water, wastewater, power and other infrastructure.
Evidence
The FY25-FY29 forecast anticipated $10.5 billion in capital spending and identifies major owner departments, funding sources and planned spending windows.
Interpretation
The plan establishes future demand, but each project still needs a fit, timing and evidence review before it belongs in active pipeline.
Action
A seller can filter the project universe to relevant owners and project types, verify the source and move the strongest candidates into account development or monitoring.
WHO IT'S FOR
For teams turning capital plans into account development
AEC firms
Use owner capital programs to identify future design, planning and program-management work across the markets the practice serves.
Manufacturers & technology vendors
Find planned equipment, system and infrastructure projects that match the company’s product categories and strategic accounts.
Manufacturer's rep firms
Focus territory development on the owners and projects that align with the represented manufacturers and local market priorities.
Distributors
Use future owner demand to plan project-sales coverage, account development and downstream contractor relationships.
WHY CITYLITICS
Make capital plans usable across markets and accounts
Capital Projects Dashboard extracts individual projects, equipment purchases, and studies from published capital plans and budgets, then organizes them with owner, timing, value, geography, status, and source context. Intelligence Feeds and REX AI add current research when a planned project needs a closer look.
Structured project records
Move from long planning documents to searchable project records tied to public owners.
Account comparison
Compare project concentration and forward investment across agencies, utilities, territories, and infrastructure markets.
Recurring research views
Saved filters and exports help teams reuse the project criteria that matter to their coverage strategy.
Current project context
Intelligence Feeds and REX AI help the team investigate new movement around a planned project.
FAQ
Questions for turning CIPs into account work
What does Capital Projects Dashboard extract?
It extracts individual capital projects, equipment purchases, and studies from published Capital Improvement Plans and municipal budgets and organizes them as searchable records.
What can users filter by?
Available fields include owner, geography, project type, plan year, project status, projected timing, budget value, and project text, with the exact fields depending on the source record.
Can teams save a recurring capital-plan view?
Yes. Capital Projects Dashboard supports recurring filters and exports so teams can keep working from the project criteria that match their account and territory strategy.
Where does REX AI fit?
Use REX AI on a specific opportunity when the capital-plan record raises a question about funding, timing, engineering involvement, scope, or the source document.
Turn capital plans into a working opportunity set
Search planned projects by owner, market, timing, and value, then bring current project context into the records that deserve account-development attention.
Talk to SalesExplore Project Intelligence