The Basics of Business Development in the
A/E/C Marketplace

Is your business development plan ready for the rebound?

Whether you’re new to business development or looking for a structured refresher, "The Basics of Business Development" will provide you with the skills and tools to build more business for your firm during the economic recovery.

Led by experienced A/E/C practitioners with stellar records of winning work for their firms, your investment in this program will strengthen your business development plan to position your firm competitively in 2010.

In this interactive, day-long workshop you will learn the skills and methodologies for developing and maintaining a successful business development program for your firm.

• Do you really understand the business development cycle?
• Are you cultivating leads and sales?
• Do you have a formal process for contact management in place?
• Can you articulate your company’s unique value proposition?
• Are you successful at networking?
• Is your network generating sales for you and your firm?

If you cannot answer "yes" to each of the questions above, you cannot afford to miss this workshop. In addition to basic business development training, gain insight into your specific business development needs and concerns. You will be challenged to evaluate the effectiveness of your current sales efforts, to strengthen your firm’s business development strategy, and to role play effective business development solutions to difficult situations.

By the end of the day, you will understand:

• What business development is, what it is not, and how it is done
• Why business development is critical to your firm's success
• How to effectively conduct market research and generate leads that end in sales for your firm
• How to understand and communicate with different personality types
• How to prepare for a networking event and work a room
• How to develop a unique value proposition for your firm
• How to build long-term, profitable business relationships
• How to use business development strategy to increase your firm's profits

Who Should Attend?

• Associates
• Business Development Associates
• Business Development Managers
• Marketing Managers
• Principals
• Project Architects
• Project Engineers
• Project Managers

Earn CEUs

"The Basics of Business Development in the A/E/C Marketplace" is approved for 6.5 hours of Certified Professional Services Marketer CEUs and AIA LU Hours.

Early-bird discount of $50/person applies to prepaid registrations received 30 days in advance of program date. Teams of three or more employees from the same firm benefit from a $100/person discount on each applicable registration rate. Team registrations must be submitted together and faxed or mailed to SMPS National.

Cancellation Policy

Cancellations must be received in writing by mail, fax, or e-mail and sent to SMPS, 44 Canal Center Plaza, #444, Alexandria, VA 22314, 703.549.2498 (fax), or continuouslearning@smps.org. Registration fees will be fully refunded if written cancellation is received two weeks prior to the event. No registration fees will be refunded with less than two weeks' notice. A substitute may attend for no extra charge or registration can be transferred to the same event in another city within 12 months or the original event, provided SMPS is notified of the substitution or transfer prior to the start of the event. A registration can be transferred only once and fees cannot be refunded after a transfer has been made. If SMPS cancels a workshop for any reason, SMPS' liability is limited to the workshop fee. SMPS policies are subject to change without notification.