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

Focus your sales efforts to generate profits for your firm in this one-day, interactive seminar.

2008-09 Education Series - New Dates Announced! Register Today!

Click on city link to register online.

Washington, DC
November 12, 2008

Los Angeles, CA
November 18, 2008

Houston, TX
March 10. 2009

San Francisco, CA
March 31, 2009

Las Vegas, NV
July 15, 2009

Register Today!

Register online today by clicking on dates and location links on the left.

Registration Form  (download)

Printable Brochure  (download)

Fax: 703.549.2498
Phone: 800.292.7677, x223

Complete form above and
mail with payment to:

SMPS
Attn: Education
44 Canal Center Plaza, Suite 444
Alexandria, VA 22314

Bring "The Basics of Business Development" to Your Office!
Can't make it to one of the locations listed to the left? SMPS will come to you! SMPS' in-house programs offer training for larger teams for a fixed price. This means no time out of the office, no travel expenses, and consistent training for the entire group. Each program can be tailored to meet your organization's needs and schedule. Call 800.292.7677, x228, for details and pricing.

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

What You Get

• 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?

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

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

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.

Registration Fee

*Team and early-bird discounts available. 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. 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.