Business Development for the A/E/C Industries Program Agenda

About the Society for Marketing Professional Services (SMPS)

7:45 – 8:00 am
Registration/Continental Breakfast

Noon – 1 pm

8:00 am – 4:00 pm
Workshop Topics

Defining Business Development

  • What BD Is and Is Not
  • BD vs. Marketing vs. Sales
  • The Role of BD in the Project Cycle

Strategic Planning

  • Conducting Market Research
  • How Strategic Planning Supports BD
  • Developing a Capture Plan for Project Pursuits

Differentiation and Unique Value

  • Features vs. Benefits Selling
  • How to Define and Communicate the Firm’s Unique Value

Prospects and Leads

  • How to Find and Qualify Leads and Prospects
  • Making an Informed Go/No-Go Decision

DISC Profile

  • What’s Your Personality Type?
  • Tips for Communicating with Different Personality Types
  • How to Recognize Personality Traits in Clients


  • Personal BD Audit
  • Make Networking Work for You
  • Effective Networking Etiquette
  • Using Social Media Effectively

Getting in the Door

  • Cold Call/Warm Call Tips (Dos and Don’ts)
  • Selling Yourself and Your Firm

Proposals and Presentations

  • Killer Cover Letters
  • Getting Shortlisted
  • Proposal Preparation

Building Your Brand

  • Differentiators
  • Attributes of Leaders
  • How to be a Leader

Wrap Up



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