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 firstname.lastname@example.org
7:45 – 8 a.m.
Noon – 1 p.m.
Lunch & Networking Activity
8 a.m. – 4 p.m.
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
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
What a proactive firm does
SMPS capture planning form: utilization, decision making, pitfalls, best practices
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
Recommendations and resources
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.