Program Description
Whether you’re new to business development or looking for
a structured refresher, "The Basics of Business
Development" is the course for you.
The experts will tell you: Brilliant staff,
extraordinary management, sophisticated systems, and a great marketing
plan amount to nothing if you don’t have work. Led by top-notch
practitioners with stellar records of winning work for their firms, this
seminar you will teach you 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 seminar! 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 prepare for a networking
event and work a room
-
How to generate leads that end in sales for
your firm
-
How to build long-term, profitable business
relationships
-
How to use business development strategy to
increase your firm's profits
Apply your learning on the job with these take-away
resources:
-
100-page Seminar Workbook
-
Personal BD Checklist
-
Go/No-Go Decision-Making Guide
-
Case Studies
-
Sample Lead and Opportunity Activity Reports
-
"The Marketer's Toolbox" of Resources
-
Recommended Book List for Further Reading
Who Should Attend?
The Instructors
"The Basics of Business Development" is taught by a rotating
staff of faculty representing some of the most successful architectural,
engineering, and construction firms in the United States. The
instructors are senior executives within their firms--seasoned, active
practitioners of business development with responsibility for
bottom-line constractual results. Combined, they offer decades of
practical experience. Instructors will be selected from the group below
and are subject to change.
Gilbert S. Brindley, P.E.,
CPSM
Executive Vice President, Professional Services Industries
(PSI)
Michael T. Buell, CPSM
Business Development Director, URS Corporation
Freddie T. Bustillo
District Manager, Business Development, Gilbane Building
Company
Greg M. Goodwin Sr., FSMPS
Senior Vice President
PBS&J Inc.
Kristy B. Kevitt, LEED AP
Principal, Business Development
SmithGroup
Karen O. Courtney, AIA,
FSMPS
Chief Development Director, Barton Malow Company
Thomas J. Neary
Vice President, Director of Business Development, Morley
Builders
Judith Nitsch, P.E., LEED AP,
CPSM
President, Nitsch Engineering
Terri Robinson
Vice President, Business Development & Marketing
HOK
N. Anthony Steinhardt, III,
FSMPS, CPSM
Principal, RATIO Architects, Inc.
|