Portland Business Development Workshop

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Position your firm for success with Business Development for the A/E/C industries.

Business Development for the A/E/C Industries will provide you with the special tools and techniques necessary to develop and maintain successful business development practices for your professional services firm. Whether you’re a new or seasoned business developer, the workshop will strengthen your skills to build more business for your firm in any economy.

This in-person, interactive workshop is led by seasoned, active practitioners in the A/E/C industries with responsibility for bottom-line contractual results. By the end of our day-long program, you’ll understand how to:

  • Define BD and identify trends
  • Generate leads that end in contracts
  • Executive BD strategies to build a profitable business for your firm
  • Differentiate between business development and marketing
  • Build Business by managing the client relationship

Register today.

Workshop and Registration Information

Location: Courtyard by Marriott Downtown Portland/Convention Center, 435 NE Wasco Street, Portland, OR 97232
Faculty: Laurie Buckman, CPSM, Vice President of Business Development, Process Plus and Karen O. Courtney, AIA, FSMPS, Chief Marketing Officer, Architect, Fanning Howey Architects/Engineers

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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
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Early rate* Regular rate
SMPS members $395.00 $445.00
Non members $545.00 $595.00


Register Today