Business Development Workshop

Do you know where to find new project leads and connect with clients?

Whether you’re a new or seasoned business developer, Business Development for the A/E/C Industries will provide you with the skills and tools to build more business for your firm in any economy. Led by seasoned, active A/E/C practitioners with responsibility for bottom-line contractual results, this program will strengthen your business development skills to position your firm for success in 2018. During this interactive, day-long workshop you will gain the special skills, techniques, and tools necessary to develop and maintain a successful business development program for your professional services firm.

Who Should Attend:

Business Development (BD) for the A/E/C Industries is ideal for professionals who are:

new to business development

looking for formal BD training

working in a technical profession and responsible for BD and client development

transitioning from marketing to BD

training technical staff to develop business


Gain insight into your specific business development needs. You will be challenged to evaluate the effectiveness of your current sales efforts, to strengthen your firm’s business development strategy, and to explore effective solutions to challenging business development situations.



The Benefits of Attending:


By the end of the day, you will understand how to:

define BD and identify trends

generate leads that end in contracts

execute BD strategies to build profitable business for your firm


(check with Natalie on the fees to make sure these are correct)


Early rate*                                Regular rate

SMPS members             $395.00                                    $445.00

Non members               $545.00                                    $595.00


*Early discount of $50/person will apply to registrations received and paid 30 days prior to the workshop date. Member registration rates apply to the named SMPS member and are not transferable.


Team discount: Teams of three or more employees from the same company benefit from a $100/person discount. Fax all team discount registration together to 703.549.2498.


Cancellations: Registration fee will be refunded if 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 of 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’s liability is limited to the workshop fee. Requests must be sent to


Sample Agenda


7:45 – 8 a.m.

Registration/Continental Breakfast


Noon – 1 p.m.

Lunch & Networking Activity


8 a.m. – 4 p.m.

Workshop Topics





Defining Business Development

What is BD

Seller-Doer and dedicated BD staff models

Your personal brand

Differences between BD and marketing

BD roles in the sales process

Trends in BD


Lead Generation

Sales funnel and prospecting, how to generate leads

Importance/how to of networking

Qualifying best practices and tactics

Qualifying leads, Go/No Go decisions


Business Development Planning

Context within planning hierarchy: strategic plan, business plan, marketing plan, BD plan, individual capture plans

Sample BD plan

Articulating your unique value proposition


Capture Planning

What a proactive firm does

SMPS capture planning form: utilization, decision making, pitfalls, best practices


Execution Strategies

Targeting, warm/cold calling, first call script

Client visits, first meeting/uncovering client drivers, qualifying opportunities

Advancing toward a sale: Proposal 101 and BD role in preparing for the presentation


Wrap up

Recommendations and resources

Earn CEUs

Business Development for the A/E/C Industries is approved for 6.5 hours of Certified Professional Services Marketer CEUs and AIA learning units.

Meet the Faculty

Business Development for the A/E/C Industries is taught by a rotating 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 contractual results. Combined, they offer decades of practical experience. Instructors will be selected from the group below and are subject to change.