BDI For Darwin

Bridge Inspection Sales Playbook

Darwin, we’ll build your new Business Development Professional’s first 100 accounts in 10 days. The first 25 are below, and they’re yours either way.

If your Business Development Professional seat stays open another quarter, ignore this. If it doesn’t, the next two minutes are worth it.

What we noticed

You acquired WPS Engineering on August 31, which puts BDI’s testing and monitoring in front of the TxDOT districts WPS inspects for. A new business development lead can start from owners that already have a reason to ask the question BDI answers.

Your posting asks one person to find prospects, build relationships with agencies, track funding and procurement, keep the CRM and travel 50% of the time. The list of owners with a dated reason to talk is the part that can be finished before they arrive.

What changes for your new AE

Your new Business Development Professional starts day one with 100 owners you approved, each with the reason to call now, and drafts written to the first five, instead of spending the first weeks building lists between trips. Your technical leaders get introductions to owners who just had a structure problem.

28% of a rep’s time goes to selling Source: Salesforce, State of Sales (7,700+ sellers, 2022)
6.2 months average ramp for a new AE Source: Bridge Group, 2026 AE report (158 companies)
$103K paid before a new AE is fully productive Arithmetic: $200K median OTE × 6.2 months ÷ 12. Inputs: Bridge Group, 2026 AE report (158 companies)
48% of AEs hit quota Source: Bridge Group, 2026 AE report (158 companies)

Your first 25 accounts

Picked from how your article and your site describe the agencies and owners you serve. Each one has the reason it’s here and the source.

Yours either wayKeep these 25 whether or not we ever talk.

Cut any you wouldn’t callTell us why, and we replace it. We keep going until you’d keep at least 80 of the 100.

New Jersey Department of Transportation Phillipsburg, NJ (South Main Street bridge) · State DOT
1

A load rating of zero on a bridge that is being repaired in phases is a load-rating question, and the answer decides what reopens first.

Signal: Apr 29, 2026 Source

Buyer: State bridge engineer
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Michigan Department of Transportation Cheboygan, MI (US-23 bascule bridge) · State DOT
2

A movable bridge closed over water levels is the same kind of structure as the bascules you have monitored for others.

Signal: Apr 13, 2026 Source

Buyer: State bridge engineer
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Washington State Department of Transportation Seattle, WA (SR 99 First Avenue S bridge) · State DOT
3

The agency has repaired nine panels and is designing the replacement of about 75 more, so it needs data on what the rest of the deck is doing.

Signal: Feb 18, 2026 Source

Buyer: State bridge engineer
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
NJ Transit Orange, NJ (Morris-Essex Line rail bridges) · Rail and transit agency
4

An agency saying a bridge is safe while the public can see spalling is asked for the data that settles it.

Signal: Jun 2, 2026 Source

Buyer: Chief engineer or bridge program manager
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Amtrak Newark, NJ (Dock Bridge) · Rail operator
5

A 91-year-old bridge that carries Amtrak, NJ Transit and PATH trains is entering a rehabilitation, which is when load and condition data get asked for.

Signal: Jul 29, 2026 Source

Buyer: Chief engineer, bridges and structures
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Minnesota Department of Transportation Duluth, MN (Blatnik Bridge) and statewide · State DOT
6

A construction start on this scale comes with monitoring and testing needs, and the agency also has aging bridges elsewhere on the network.

Signal: Sep 9, 2026 Source

Buyer: State bridge engineer
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Rhode Island Department of Transportation East Providence, RI (Washington Bridge) · State DOT
7

An agency in the middle of a major bridge rebuild is watching a corridor of structures while it builds.

Signal: Nov 7, 2026 Source

Buyer: Chief bridge engineer
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Iowa Department of Transportation Des Moines, IA (Saylor Creek Bridge, I-35/80) · State DOT
8

Deck patching on one of the metro's busiest corridors is a case for deck evaluation.

Signal: Oct 15, 2026 Source

Buyer: State bridge engineer
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Chelan County PUD Columbia River, WA · Public utility district
9

A utility modernizing the spillways of two dams has the same kind of structure you tested for Grant County PUD at Priest Rapids.

Signal: Jun 10, 2026 Source

Buyer: Dam safety or engineering lead
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Utah Department of Transportation Utah (I-80, I-15 and the Rockville Bridge) · State DOT
10

An agency that already schedules bridge inspections and pavement testing is one that buys the work you do.

Signal: Jul 16, 2026 Source

Buyer: State bridge engineer
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Wayne County Department of Public Services Grosse Ile, MI (Swan Drive Bridge) · County road agency
11

A weight limit cut after a routine inspection is where a refined load rating can put the limit back where the structure can carry it.

Signal: Jun 26, 2026 Source

Buyer: County bridge engineer
Why it’s ranked here

A strong fit.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Idaho Transportation Department Idaho · State DOT
12

The department is paying for research into its bridge decks, so deck condition data is a question it is already asking.

Signal: Sep 10, 2026 Source

Buyer: Bridge design or preservation lead
Why it’s ranked here

In the middle.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Maine Department of Transportation Somerset County, ME · State DOT
13

Four bridges in one county flagged in one inspection round is a short list for a load rating.

Signal: October 2026 Source

Buyer: State bridge engineer
Why it’s ranked here

In the middle.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Edenville Dam owner Edenville, MI · Dam owner
14

A dam rebuilt after a failure comes with concrete testing and monitoring requirements.

Signal: Feb 10, 2026 Source

Buyer: Owner's engineer
Why it’s ranked here

In the middle.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Pennsylvania Department of Transportation Harrisburg, PA (South Bridge) · State DOT
15

A ten-year replacement leaves the old bridge carrying traffic while the new one goes up.

Signal: Aug 21, 2026 Source

Buyer: State bridge engineer
Why it’s ranked here

In the middle.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Ohio Department of Transportation Midvale, OH (Barnhill Road bridge over US 250) · State DOT
16

Impact damage from a vehicle is a case where the capacity left in the bridge needs a number.

Signal: September 2026 Source

Buyer: District bridge engineer
Why it’s ranked here

In the middle.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Pennsylvania DEP and the Lake Wynonah Property Owners Association Lake Wynonah, PA · State regulator and dam owner
17

The state has named deteriorating concrete and seepage as the problems, and engineers are preparing repair plans now.

Signal: Oct 1, 2026 Source

Buyer: Property owners' association board
Why it’s ranked here

In the middle.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Hawaii Agribusiness Development Corporation Wahiawa, HI · State agency
18

A new owner of a 120-year-old dam inherits a structure whose condition it has to establish before it spends on repairs.

Signal: Apr 15, 2026 Source

Buyer: Executive director
Why it’s ranked here

In the middle.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Ohio Department of Natural Resources Guilford Lake, OH · State agency
19

A dam in the middle of a rehabilitation is where concrete testing and monitoring are specified; the signal is about eleven months old.

Signal: Dec 3, 2025 Source

Buyer: Dam safety engineer
Why it’s ranked here

In the middle.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Metra Chicago, IL · Commuter rail agency
20

A capital program that includes bridges is a list of structures the agency has already decided to spend on.

Signal: Apr 13, 2026 Source

Buyer: Chief engineer
Why it’s ranked here

In the middle.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Tennessee Department of Transportation Collierville, TN (Wolf River bridge) · State DOT
21

A replacement already contracted tests whether a state with a bridge under construction is a fit.

Signal: Sep 4, 2026 Source

Buyer: State bridge engineer
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: the contract is awarded and the bridge is coming out, so it tests whether replacements belong.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Town of Lake Waccamaw Lake Waccamaw, NC · Town government
22

The town has already picked its engineer, so this row asks whether the route in is the engineer.

Signal: Jul 14, 2026 Source

Buyer: Town manager
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: the town hired a design engineer, so it tests whether to sell through the consultant.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
Burlington County, NJ Cinnaminson and Maple Shade, NJ (Forklanding Road Bridge) · County government
23

A small county bridge already headed for reconstruction tests whether replacement leaves any room for testing.

Signal: May 18, 2026 Source

Buyer: County engineer
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: the bridge is being rebuilt, so it tests whether a bridge on its way out needs a test.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
King County Road Services Baring, WA (Baring Bridge) · County road agency
24

A temporary bridge standing in for a permanent one tests whether a county with a replacement under way has testing needs.

Signal: Aug 6, 2026 Source

Buyer: County bridge engineer
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a temporary bridge and a replacement, so it tests whether replacement projects need monitoring.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.
City of Mill Creek Mill Creek, WA (164th Street SE bridge) · City government
25

A city with one bridge and an engineering evaluation already done tests whether a small city is worth a call.

Signal: Nov 7, 2026 Source

Buyer: City engineer
Why it’s ranked here

An edge case, on purpose. It’s here to test a rule: a small city with a single bridge, unlike the agencies you serve.
- A bridge, dam, rail or transit owner in the U.S. that BDI’s markets cover: a state DOT, county, utility, authority or rail agency.
- A dated signal in the last twelve months about a structure: an inspection finding, a closure, a weight limit, a funding award or a construction start.
- A structure where BDI’s services apply: load testing and refined load ratings, deck evaluation, monitoring, scour or foundation evaluation.
- Buys evaluation work directly or through on-call or qualifications-based contracts, not only through a design consultant.
- Not already a BDI client from its project examples. Louisiana, Colorado, Virginia, Florida, Texas, Arkansas, Alaska, Connecticut, the Army Corps of Engineers and Seattle DOT are on that page, so they come off.
- Looks like the owners BDI has served: state DOTs, rail and transit agencies, dam owners and utilities.

Your new Business Development Professional’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

How does BDI sell?

An outside read from your articles, your site and your Business Development Professional posting, built to be corrected: tell us anything that’s wrong. Tap a clip to play it from that moment.

In your posts and interviews1 quotes

Why you win
“Bringing WPS into BDI gives Texas bridge owners a single partner for both routine inspections and the specialized testing and monitoring needed to answer more complex questions about a structure.”
Your announcement: BDI Acquires WPS Engineering, August 31

What your customers sayFrom bditest.com/about-us, bditest.com/markets, Your article: On-Call Contracts: A Smarter Procurement Path for Load Testing, Deck Evaluation, and NDT, Business Development Professional posting, Your announcement: BDI Acquires WPS Engineering

Bbditest.com

“We are the trusted resource for instrumented structural evaluation, testing, and engineering for DOTs, the U.S. Army Corps of Engineers, utility owners, commercial building owners, and private engineering firms.”
bditest.com · bditest.com/about-us
Bbditest.com

“BDI supports transportation infrastructure owners with actionable data to ensure safety, optimize performance, and prioritize maintenance.”
bditest.com · bditest.com/markets
BBDI

“Traditional procurement cycles, which can involve drafting scopes of work, advertising solicitations, evaluating proposals, and negotiating terms, often take weeks or even months to complete.”
BDI · Your article: On-Call Contracts: A Smarter Procurement Path for Load Testing, Deck Evaluation, and NDT
BBDI

“These aren’t commodity services.”
BDI · Your article: On-Call Contracts: A Smarter Procurement Path for Load Testing, Deck Evaluation, and NDT
BBDI

“A standard low-bid procurement process can make it difficult for agencies to select providers based on qualifications and capability”
BDI · Your article: On-Call Contracts: A Smarter Procurement Path for Load Testing, Deck Evaluation, and NDT
Bbditest.com

“We deliver the most reliable results that enable advanced infrastructure evaluation.”
bditest.com · bditest.com/about-us
Bbditest.com

“Our trusted approach revolves around custom-built instruments, skilled engineering and field crews, and intelligent data analysis and presentation.”
bditest.com · bditest.com/about-us
BBDI

“A growing number of states are turning to on-call contracts as a more effective procurement mechanism”
BDI · Your article: On-Call Contracts: A Smarter Procurement Path for Load Testing, Deck Evaluation, and NDT
BPBDI posting

“expanding BDI's presence across existing and new geographic markets”
BDI posting · Business Development Professional posting
TSTroy Smildzins

“We see a significant opportunity to continue building BDI into a broader and even more capable infrastructure services company”
Troy Smildzins · Your announcement: BDI Acquires WPS Engineering

Words you use

“on-call contracts”
“SounDAR”
“refined load ratings”

How the list learns your calls

In the first session you react to accounts like these: keep or cut, and why, the way you’d tell a cofounder. Each reason becomes a rule you can read, the pool re-scores, and ten more show whether it learned. Keep eight of ten and the hundred is built on your rules.

You cut one on the call, and say why
It becomes a rule
The pool re-scores
Ten more test it

Which questions can only you answer?

Your article and your site say what BDI tests and monitors, but not which owners you would never pursue, or what an agency has to see before it issues a task order. About 30 minutes of you reacting to real accounts answers these.

1
Which owner closes fastest for your team: a state DOT, a rail or transit agency, or a dam owner?
Rows 1 and 2 are state DOTs, row 4 is a transit agency and row 9 is a utility. Your answer reorders the list.
2
Is a bridge already slated for replacement worth a call?
Row 15 (Harrisburg South Bridge) and row 21 (Wolf River) are in or headed to replacement.
3
Do small towns and counties belong on a first list?
Rows 22, 23, 25 and 24 test that line.
4
When an owner has already hired a design engineer, do you go through the engineer?
Row 22 (Lake Waccamaw, Schnabel Engineering) and row 9 (Chelan County PUD, Tetra Tech) have one.
5
Is PennDOT a direct client or a consultant's?
Row 15 depends on it.

What does your Business Development Professional’s first morning look like?

Without

The CRM you have now. The early weeks go to learning which accounts you’d call, and why.

With · Business Development Professional, first morning

NJNew Jersey Department of TransportationDraft written
MDMichigan Department of TransportationDraft written
WSWashington State Department of TransportationDraft written
NTNJ TransitDraft written
AAmtrakDraft written

A hundred accounts you approved, the rules behind them and drafts to the first five, so their time goes to buyers.

From week two, your mornings too: one brief, drafts to approve, every message sent by you.

How the 10 days run

What happens in the ten working days?

November 16, 2026 to December 1, 2026. About a day of your time in total.

Before by November 16
You send the customers you’d clone and three deals that went wrong, plus 10 to 20 emails or posts you wrote. “How you sell” is drafted from your talks and posts.
You: 20 minutes
Day 1 November 16
The playbook session: we fill the gaps and correct the draft together. Your CRM is connected.
You: 2 hours
Day 2 November 17
Your first rules are written; a few hundred companies are scored against them.
You: none
Day 3 November 18
You review the first 25 (talking it through is fine).
You: 30 minutes
Day 4 November 19
Your reasons become rules; you see the re-score and judge 10 more. First touches are written in your voice to the accounts you kept, and you read ten. Touches start logging to the CRM.
You: 30 minutes
Day 5 November 20
The hundred is built. The research tool is set up; you test it on three accounts you know.
You: 15 minutes
Day 6 November 23
The morning run is set up; your first morning, with us.
You: 30 minutes
Day 7 November 24
You review all hundred, and any cut is replaced. Team training, session one.
You: 1 hour 20 minutes
Day 8 November 25
Your first morning on your own. Training session two, hands-on for each person.
You: 1 hour plus your morning
Day 9 November 30
Your second morning on your own. Each person on your team runs the morning alone.
You: your morning
Day 10 December 1
Your third morning on your own. A week of touches is in the CRM. Handover sign-off.
You: 30 minutes plus your morning

Who builds it?

The person in the video does the work with you, from the first session to the handover.

$100M+in deals sold in a single year

$0 to $10MARR in 12 months, for a company I built

“Kash and I built ERT Credit together in 2021. He took my MVP and turned it into a SaaS that hit $10M ARR in twelve months.”

Jordan Anderson, CEO, PayStreetgobridgehead.ai/about
“Analytical in approach, technologically-knowledgeable, and earnest in conviction, Kash was able to drive pipeline in a notoriously challenging tech region.”

JBJason Brandt, Managing Director, Sales, ePlus inc.LinkedIn recommendation, April 2020

Where does this go from here?

Three options. Each one is fine.

Not a fit

Say so in a line, and that’s the end of it.

Not now

Keep the 25 and the read on how you sell, and share them. When the role fills, the offer stands.

Talk with Kash

Ask Kash to call you, or email him. He calls to set up a 30-minute strategy session. Bring your cofounder or your sales leader.

Your new Business Development Professional’s first 100 accounts, in 10 days

The first 25 are above, and they’re yours either way.

Email Kash

We build a handful of these a month, for founders hiring now.

10 days

from kickoff to your team running it

100 accounts you approve, each with the reason
Drafts to the first five, in your voice
Your team runs it without us
Any account you cut, we replace

BDI sales playbook, in brief

BDI (Bridge Diagnostics, Inc.) is a Louisville, Colorado engineering and technology firm, founded in 1989, that does load testing, nondestructive evaluation, inspection and structural health monitoring for bridges, dams and other infrastructure, and is hiring a Business Development Professional who reports to the CEO.Business Development Professional posting, bditest.com/about-us

The posting asks the new hire to develop relationships with “transportation agencies, rail and transit agencies, infrastructure owners, private-sector clients, construction contractors, and strategic teaming partners.”Business Development Professional posting

BDI’s own article says state DOTs are turning to on-call contracts as “a more effective procurement mechanism” for load testing, deck evaluation and NDT.Your article: On-Call Contracts: A Smarter Procurement Path for Load Testing, Deck Evaluation, and NDT

The first 25 accounts for a new Business Development Professional are bridge, dam, rail and transit owners, each scored on six rules and backed by a dated, sourced signal such as an inspection finding, a closure or a construction start: eleven strong fits, nine in the middle and five edge cases that test the rules.

Prepared by Kash Badami at Bridgehead · November 9, 2026 · Every source

Questions founders ask

Can’t my AE build this when they start?

They can. But wouldn’t you rather they were selling? Reps spend 28% of their time selling, and the average new AE takes 6.2 months to ramp. This replaces the weeks they would spend building the list and learning what you already know.

28%: Salesforce, State of Sales (7,700+ sellers, 2022) · 6.2 months: Bridge Group, 2026 AE report (158 companies)

How much sooner does my new AE get to work?

From day one, because the accounts you approved and the first drafts are waiting. The average new AE takes 6.2 months to ramp, and at a $200K median OTE that is about $103K paid before they are fully productive. Only 48% of AEs hit quota.

6.2 months: Bridge Group, 2026 AE report (158 companies) · $103K: arithmetic ($200K median OTE × 6.2 months ÷ 12); Bridge Group, 2026 AE report (158 companies) · 48%: Bridge Group, 2026 AE report (158 companies)

We tried an outreach tool and it sounded like a robot. How is this different?

Nothing goes out on its own. Every account on the list is one you approved, every draft is written to one person, and you send each message yourself. It learns your voice from what you’ve written and from every edit you make.

How much of my time does it take?

About a day, spread across the ten working days: the 2-hour session on how you sell, short list reviews you can talk through, two training sessions and your first mornings. The hours your AE gets back go to selling, where reps spend just 28% of their time today.

28%: Salesforce, State of Sales (7,700+ sellers, 2022)

What happens after you leave?

It keeps learning. Each week it proposes rule changes from what your cuts, replies and silences showed, and you approve or reject each in a line.

Where does my data live?

In your own accounts: your Claude, your CRM, your files. Nothing runs on anyone else’s side, and any rule can be changed in plain English.

How is it priced?

The first engagement is one fixed price for the ten days. It depends on how many people we train and which systems we connect, so Kash quotes it on a short call. After handover, you can keep us on a retainer to keep supporting your sales process and refining it, if you choose that route.

The research behind this page 6 sources · 1 postings · 8 customers · 52 stores looked at

Your talks and posts

Your open roles

Business Development Professional, first posted November 8, 2026

Your customers

Louisiana DOTD · Colorado DOT · Virginia DOT · Arkansas DOT · Alaska DOT · Texas DOT · U.S. Army Corps of Engineers · Grant County PUD (santehq.com/customers and your posts). Customer photos are from santehq.com/customers.

How the 25 were picked

52 stores found and scored on 6 rules; the 25 chosen to teach: 11 strong, 9 middle, 5 at the edges. Logos are from each store’s own site.

Sources: the posting, bditest.com and your May and August articles, plus state and agency releases, trade press and local news, each opened and saved on November 9, 2026, or, where the publisher blocks automated reading, its headline, date and summary saved.
BDI’s project examples name clients that are not on this list: Louisiana DOTD, Colorado DOT, Virginia DOT, Florida DOT, Arkansas DOT, Alaska DOT, Texas DOT, Connecticut DOT, New York City DOT, Seattle DOT, the Army Corps of Engineers, Grant County PUD and the Delaware River Bridge Authority. Reclamation and the FHWA are named on the markets page, so they are off too.
Pennsylvania DOT appears only through a consultant job on I-380 near Scranton, so it stays on the list; tell us if it is a direct client.
The last five rows are on the list to test the rules: small towns and counties, replacements already contracted and a temporary bridge.
Where a source gives a month and no day, the date shown is the month.