Program Description
Take your business development
skills to the next level! This workshop is designed to enhance your
basic skills to establish and effectively manage productive, profitable
client relationships.
As a business developer, you’ve been
successful in applying your skills to create and maintain a business
development program for your firm. You’ve likely taken SMPS’
“The Basics of Business Development in the A/E/C
Marketplace” to get you started on the right path. What
now?
“Client Development in the A/E/C
Marketplace: Beyond the Basics” is your logical next
step. Led by top-notch practitioners with stellar records of winning
work for their firms, this interactive, one-day seminar will build on
valuable business development skills you already have to help you take
your firm—and your career—to the next level.
Developing long-term, productive client relationships is key to winning
work. This workshop looks at best practices during all stages of
business development and the proposal process to help you focus on
putting the client first and foremost in your efforts. Do your or your
firm:
-
Develop your business development strategy
based on your clients’ goals, history, and needs?
-
Know who is in charge of managing your client
relationships?
-
Understand why you won or lost your last
proposal bid?
-
Have an effective customer relationship
management (CRM) system in place?
If you cannot answer “yes” to each
of the above questions, you cannot afford to miss this seminar! After a
brief discussion of your firm’s goals, position in the
marketplace, and financial and business data, the seminar will focus on
understanding the client and show you how to turn your corporate
knowledge into client benefits and your firm’s competitive
advantage.
By the end of the day, you will learn to:
-
Understand your clients’ personalities
using the DISC profile system
-
Ask the right questions to discover your
clients’ unique goals and needs
-
Align your firm’s capabilities with the
clients’ needs: sell value and differentiation
-
Cultivate clients to act as champions for
your firm
-
Effectively debrief after a win or lose to
understand and/or improve the outcome
-
Utilize your CRM system to manage client
accounts
This workshop also will challenge you to assess
your own interpersonal and leadership skills and to develop strategies
to strengthen each. Through a series of exercises and role-playing
activities, you will hone your ability to make your clients your number
one priority.
The registration fee includes a seminar
workbook; continental breakfast, lunch and refreshments; and 6.5 hours
of Certified Professional Services Marketer (CPSM) continuing education
units from SMPS or 6.5 LUs from the American Institute of
Architects.
Apply your learning on the job with these
take-away resources:
-
100-page seminar workbook
-
Sample BD plan sheets and marketing
plan
-
DiSC personal assessment tool
-
Debriefing checklist
-
Recommended reading list
Teams of three or more employees registering
for this program are eligible for a discounted registration. (Refer to
registration form.) Register today!
Who Should Attend?
-
Attendees of "The Basics of Business
Development"
-
Business Development Associates
-
Business Development Managers
-
Project Managers
-
Principals
The Instructors
"Client Development in the A/E/C Marketplace" 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 client relationships. 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
Karen O. Courtney, AIA,
FSMPS
Chief Development Director, Barton Malow Company
Greg M. Goodwin, Sr.,
FSMPS
Senior Vice President
PBS&J Inc
Kristy B. Kevitt, LEED AP
Principal, Business Development
SmithGroup
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.
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Fax: 703.549.2498
Phone: 800.292.7677, x223
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