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  • 25 Best Practices, Tips, and Tweaks to Supercharge Your Firm’s Email Efforts

    Contains 2 Component(s) Recorded On: 12/15/2015

    This webinar is designed to help marketers understand how email marketing has evolved, why it should play a central role in their marketing communications strategy, and what's needed to transform email marketing to become more engaging and effective. Attendees will walk away with practical tips, ideas, and best practices they can apply to their firm's email marketing right away!

    Email marketing remains a powerful, cost-effective, yet highly underutilized marketing channel for engaging prospects and clients. But the key to success lies in the proper approach and execution. And while most A/E/C firms are using email marketing, many aren't seeing the results they'd like and could use a boost.

    Does your firm suffer from low open and click-through rates for your email blasts?

    Do you receive a high number of unsubscribes with every email you send out, even emails sent specifically to clients?

    Or does your firm not even rely on email as a primary channel of communication?

    This webinar is designed to help marketers understand how email marketing has evolved, why it should play a central role in their marketing communications strategy, and what's needed to transform email marketing to become more engaging and effective. Attendees will walk away with practical tips, ideas, and best practices they can apply to their firm's email marketing right away!

    Learning Objectives

    During this webinar, attendees will learn:

    • The latest research and stats on email marketing
    • Common email marketing pitfalls to avoid
    • How to optimize email marketing for mobile devices
    • Best practices covering everything from email design, copywriting, content, and deliverability
    • Ways to boost critical email marketing KPIs
    • How to grow subscribers who actually want to hear from your firm


    CEU Credits

    SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $199
    Nonmember Site Registration: $259

    *Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Tim Asimos, CPSM

    Vice President and Director of Digital Innovation, circle S studio

    Tim Asimos provides keen insights on modern marketing principles and an uncommon perspective gleaned from more than 15 years of experience inside and outside the A/E/C industries. As VP and director of digital innovation at circle S studio, Tim leads the agency's development of innovative strategies in website development, content marketing, account-based marketing and marketing technology. A national speaker and syndicated blogger, Tim’s expertise has been featured in numerous publications, webinars, programs, and conferences around the country.

  • Get Presentation Tips From a Pro!

    Contains 2 Component(s) Recorded On: 11/17/2015

    On Tuesday, November 17, join us for a live webinar with presentation and training guru Susan Murphy. In her webinar, "Do This. It Works: Your Step-by-Step Guide to Authentic and Effective Presentation Skills," Murphy will take you through a step-by-step practice of the intellectual and physical skills necessary to make a great presentation. Whether you're explaining a plan to your coworker, showing a strategic plan to the partners, or presenting a proposal to a client, what you say and how you say it are vital. This program shows you exactly how to get the results you need.

    On Tuesday, November 17, join us for a live webinar with presentation and training guru Susan Murphy. In her webinar, "Do This. It Works: Your Step-by-Step Guide to Authentic and Effective Presentation Skills," Murphy will take you through a step-by-step practice of the intellectual and physical skills necessary to make a great presentation. Whether you're explaining a plan to your coworker, showing a strategic plan to the partners, or presenting a proposal to a client, what you say and how you say it are vital. This program shows you exactly how to get the results you need.

    Learning Objectives

    Participants will learn:

    • To think on their feet and change direction during a presentation
    • Target audience interests
    • Practice for continued improvement and coach their colleagues
    • Get support from the powers that be
    • Streamline the interview process
    • Set a communication and presentation standard for the entire firm

    Don't miss this engaging and informative webinar. Take advantage of this amazing opportunity to learn from one of the A/E/C industry's best trainers and coaches.

    CEU Credits

    SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $199
    Nonmember Site Registration: $259

    *Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Susan Murphy

    Principal, Murphy Motivation and Training

    Susan Murphy's career began in travel industry marketing, which led to her position as Club Med Travel Industry marketing director. She then joined Communispond, where she coached presentation and selling skills to Fortune 500 companies. Five years later, Murphy Motivation and Training was born. She uses irreverence and humor to transform professionals into competent presenters. The A/E/C world discovered her when she spoke at an SMPS conference in Boston many years ago. Since then, she has helped A/E/C professionals hone their communication and interview skills.

  • Marketing Automation: What Is It? Do I Need It? How Do I Start?

    Contains 2 Component(s) Recorded On: 10/20/2015

    Don't get stuck in the daily grind and miss the next big thing—marketing automation. By marketing effectively, you'll save time, money, and resources. Best part: marketing automation is the ideal solution for nurturing leads over the multi-year sales cycle found in the A/E/C industry. During the webinar, we'll start at the beginning—What is marketing automation and what can it do? You'll also learn how to decide if it's right for your firm and how to implement the best program.

    Don't get stuck in the daily grind and miss the next big thing—marketing automation. By marketing effectively, you'll save time, money, and resources. Best part: marketing automation is the ideal solution for nurturing leads over the multi-year sales cycle found in the A/E/C industry.

    During the webinar, we'll start at the beginning—What is marketing automation and what can it do? You'll also learn how to decide if it's right for your firm and how to implement the best program.

    Learning Objectives

    During this webinar, attendees will:

    • Define marketing automation and its vast capabilities
    • Hear case studies of marketing automation in action
    • Identify if marketing automation is right for you and your firm's efforts
    • Learn how marketing automation helps to understand a potential client's behavior, which is necessary for nurturing leads

    CEU Credits

    SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $199
    Nonmember Site Registration: $259

    *Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Perryn D. Olson, CCMP, CPSM

    Account Director, Hinge Marketing

    Perryn Olson has experience working in many industries, and in particular A/E/C. He speaks regularly at professional conferences around the country, and has written extensively for construction industry publications. In 2014, he published his first book, Construction Executive's Guide to Brand Marketing. Based in New Orleans, he is president of SMPS Southeast Louisiana, past co-chair of SMPS Southern Regional Conference, and past president of Executive Connections, a business networking organization in New Orleans. In 2013, he was named one of Engineering News-Record's 20 Under 40 in Texas and Louisiana.

  • Sales And Marketing Are Not the Same: Create and Leverage Your Growth-Oriented Message

    Contains 1 Component(s) Recorded On: 09/15/2015

    Do you ever feel like you have to battle within your company to show how valuable marketing is or to gain dollars for your budget? Does your organization sometimes have more of a sales mindset than a marketing culture? If you spend time or energy thinking about how you have to market to your company about the value of marketing, this webinar is for you. You know sales and marketing are different with unique goals and approaches. But not everyone in our industry understands how critical real marketing is. Showing your leaders how marketing generates growth will change the game for you and your company.

    Do you ever feel like you have to battle within your company to show how valuable marketing is or to gain dollars for your budget?

    Does your organization sometimes have more of a sales mindset than a marketing culture?

    If you spend time or energy thinking about how you have to market to your company about the value of marketing, this webinar is for you.

    You know sales and marketing are different with unique goals and approaches. But not everyone in our industry understands how critical real marketing is. Showing your leaders how marketing generates growth will change the game for you and your company.

    Learning Objectives

    During this webinar, attendees will:

    • Gain clarity on how to convey the difference between marketing and sales throughout your organization.
    • Learn six steps of marketing you can follow to clearly show your Marketing ROI whether you have a marketing team or a single staff member tasked with marketing.
    • Develop strategies to create the ideal message for the ideal message for the ideal market at the ideal time through a process-driven approach.
    • Understand how you can have your boss wanting to invest more in marketing.
    Join us for this must-see webinar to instill a growth-oriented marketing culture that engages prospects, customers, and internal stakeholders... And helps you receive the respect (and budget!) you deserve.


    CEU Credits

    SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $199
    Nonmember Site Registration: $259

    *Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    David M. Mastovich

    President & CEO, Author and Speaker, MASSolutions

    Dave Mastovich has helped companies transform their branding, marketing, and sales for more than a decade. After leading marketing efforts among major Pittsburgh healthcare and higher education players, Mastovich started his own company, MASSolutions, in 2002. As President and CEO, Mastovich leads a team dedicated to helping companies gain a competitive edge by creatively telling their stories to their key target audiences.

    He's author of Get Where You Want to Go, How to Achieve Personal and Professional Growth Through Marketing, Selling and Story Telling and his column/blog, Light Reading, has been featured in more than 50 media outlets with readership of more than one million.

  • Strategic Planning 101 – Demystify the Process

    Contains 2 Component(s) Recorded On: 08/11/2015

    The steady rise in the economy has caused a stir within the A/E/C industry landscape for marketing professionals. How do you differentiate your skills and demonstrate your value in this highly competitive landscape? Knowing about and implementing a strategic plan is a critical ingredient in keeping forward momentum in your career path—regardless of where you are in your profession. This webinar on developing strategic plans will summarize the critical decision-making process, examine how to interpret research and define a process for crafting a workable plan that gains consensus among peers, and achieve buy-in from company executives. Together, we will break down the process, demystify the concepts, and provide usable tools for implementation back at the office.

    The steady rise in the economy has caused a stir within the A/E/C industry landscape for marketing professionals. How do you differentiate your skills and demonstrate your value in this highly competitive landscape? Knowing about and implementing a strategic plan is a critical ingredient in keeping forward momentum in your career path—regardless of where you are in your profession.

    This webinar on developing strategic plans will summarize the critical decision-making process, examine how to interpret research and define a process for crafting a workable plan that gains consensus among peers, and achieve buy-in from company executives. Together, we will break down the process, demystify the concepts, and provide useable tools for implementation back at the office.

    All marketers should have the skills and confidence to build a plan, incorporate it into the marketing workflow, and gauge its success. This webinar will create a roadmap to show how to make yourself a valuable contributor to the process.

    Learning Objectives

    During this webinar, attendees will:

    1. Gain a comprehensive understanding of the elements, variety of applications, and purpose of a strategic plan to incorporate in the planning process.
    2. Learn a variety of tools available to apply the knowledge gained on a micro and macro level within their firms.
    3. Develop a roadmap and learn specific tactics to insert yourself in the process and be seen as a valuable contributor.
    4. Gain the knowledge to determine the starting point for developing a strategic planning approach for your firm's activities.

    CEU Credits

    SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $199
    Nonmember Site Registration: $259

    *Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Ashley L. Dale, CPSM, CIT

    Owner/CEO, DB Consulting

    Ashley Dale, CPSM, CIT is a marketing and business development professional more than 17 years of A/E/C industry experience. Recognized for industry leadership, communication and relationship-building, Dale has expertise with project opportunity identification, pursuit strategy, client relationship expansion, proposal development and writing, firm promotion, strategic planning and comprehensive MarCom efforts. As the owner of DB Consulting, a strategic marketing consulting firm, Dale continues to work with a variety of firm types, sizes and concentrations providing a range of services from branding to design; proposals to communications; market research to strategic planning and everything in between. DB Consulting is focused on providing services related to "all things marketing" to professional service firms.

    Erik Grandowski, CPSM

    Principal - Director of Marketing and Communications, Pond & Company

    Erik Grandowski, CPSM is a principal and director of marketing and communications for Pond & Company, an Atlanta-based ENR 500 firm with domestic and international offices. Over the past 25 years, Grandowski has drawn upon his rich background in architecture, theatrical design, graphic design, marketing and communications to create solutions that foster brand awareness, win projects, and position companies above their competitors. His passion is collaborating with architects, engineers, marketers, seller-doers, and business developers to improve their skills in strategic marketing, cultivating clients, presentations and communications. To support Pond & Company's 300+ architects, engineers and planners, Erik directs a vibrant staff of 14 marketers, business developers and creative professionals. He is also an active speaker within the SMPS and ACEC communities, presenting on topics such as Finding Your Firm's Strategic Angle, Building a Winning Marketing Team, Seller-Doer Training Essentials, and Achieving Success by Becoming Your Clients' First Choice.

  • Proposal Essentials: Putting Your Best Foot Forward to Get That Foot in the Door

    Contains 2 Component(s)

    Too often we're eliminated from the selection process due to a failed proposal submission—a minor technicality, lack of doing our homework, or neglecting to commit the necessary resources. If we don't prepare properly, we set ourselves up for failure from the beginning. This webinar will help you identify how to get started, what to do to stay on track, and how to help put together a winning proposal. We will identify who must be involved in the process, what information you should keep organized, and key elements of proposals that set yours apart from the competition. You'll learn how to pass the proposal scrutiny process and ultimately win that job.

    Too often we're eliminated from the selection process due to a failed proposal submission—a minor technicality, lack of doing our homework, or neglecting to commit the necessary resources. If we don't prepare properly, we set ourselves up for failure from the beginning.

    This webinar will help you identify how to get started, what to do to stay on track, and how to help put together a winning proposal. We will identify who must be involved in the process, what information you should keep organized, and key elements of proposals that set yours apart from the competition. You'll learn how to pass the proposal scrutiny process and ultimately win that job.

    Learning Objectives

    After attending, you'll be able to:

    • Define the necessary steps to putting together a winning proposal and getting your team to the shortlist interview
    • Understand what separates proposal responses in the eyes of the potential client
    • Have the tools to explain to your marketing/BD staff the importance of team participation
    • Identify reasons that your proposal could be scoring too low
    • Present to your firm the essential difference between a responsive proposal and just making a submission


    CEU Credits

    SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $199
    Nonmember Site Registration: $259

    *Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Ronald C. Kerins, Jr., CCM, LEED AP

    Principal Partner, GREYHAWK

    Ronald Kerins has more than 30 years' experience in all phases of construction management, from design through occupancy. He teaches various courses in construction and engineering for the Philadelphia Engineers Club, Temple University, Widener University, and Lorman Education Services. Kerins holds degrees in architecture and civil and construction engineering technology, as well as an MBA from Pennsylvania State University.

    Kathleen M. Kostiuk, CPSM

    Marketing Manager, GREYHAWK

    Kathleen Kostiuk also has more than 30 years' experience, specifically in the A/E/C industry. At GREYHAWK, she is responsible for managing all aspects of marketing and business development. Kostiuk is a member of SMPS Philadelphia and sits on the membership and CPSM certification/continuing education committees.

  • Prepping Your People to Get Up in Front of Others

    Contains 2 Component(s) Recorded On: 06/16/2015

    How to Help Your Professional Staff to Overcome Fears of Public Speaking Long considered one of the worst phobias, speaking in front of others is an essential skill in acquiring new business for A/E/C firms and building your firm's brand. This webinar will give you helpful tools and techniques and show you how to build confidence when presenting to co-workers, clients, and other professionals. In addition, you will become a more supportive marketing partner through active listening and helpful critique that will encourage your co-workers to become articulate professionals and overcome their fear of public speaking.

    How to Help Your Professional Staff to Overcome Fears of Public Speaking

    Long considered one of the worst phobias, speaking in front of others is an essential skill in acquiring new business for A/E/C firms and building your firm's brand. This webinar will give you helpful tools and techniques and show you how to build confidence when presenting to co-workers, clients, and other professionals. In addition, you will become a more supportive marketing partner through active listening and helpful critique that will encourage your co-workers to become articulate professionals and overcome their fear of public speaking.

    Learning Objectives

    This webinar teaches attendees:

    • How the audience can guide your presentation even before you show up
    • Some of your best tools are completely unique to you and your presenters
    • How preparation makes all the difference
    • Ways you (the marketer) can make them (the experts) better communicators
    • Simple ways to support your team—even if you're not in the room and no matter who is watching


    CEU Credits

    SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $199
    Nonmember Site Registration: $259

    *Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Mary Jo Mrochinski

    Marketing and Business Development, CH2M Hill Alaska

    Mary Jo Mrochinski is a marketing and business development professional for CH2M HILL Alaska. She has been coaching for presentations and other business-to-business communications for more than twelve years. In addition, she is a professional actress (as seen on CSI: Crime Scene Investigators) and an improvisational comedian who performs weekly with Scared Scriptless and Urban Yeti Improv in Anchorage, Alaska.

  • Evolution of Technology: Innovations in Building Information Marketing

    Contains 1 Component(s) Recorded On: 05/19/2015

    During our May webinar, Julie Huval, CPSM, explains how building information is no longer something that's done only by the technical side —it's now a firm part of marketing. Using integrated technology creates solutions before there are problems and provides a collaborative space for ideas—all necessary for your upcoming project pursuits.

    In the A/E/C industry, you need to make the most of building information marketing. Building Information Marketing (BIMktg) is the integration of the marketing function into the Building Information Modeling (BIM) process. BIMktg helps reduce waste and redundancy. Promotes best practices. And when used right, gets you in front of forward-thinking project owners.

    During our May webinar, Julie Huval, CPSM, explains how building information is no longer something that's done only by the technical side —it's now a firm part of marketing. Using integrated technology creates solutions before there are problems and provides a collaborative space for ideas—all necessary for your upcoming project pursuits.

    Learning Objectives

    Our presenter will show you how to:

    • Pinpoint barriers of technology implementation
    • Discover how building technology is being used to pursue work
    • Learn the advantage of integrated technology
    • Including BIMktg in your projects


    CEU Credits

    SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $199
    Nonmember Site Registration: $259

    *Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Julie Huval, CPSM

    Marketing, Beck Technology

    Julie Huval oversees the marketing and communications efforts of Beck Technology, a software development company. She is a contributing author to several industry publications, and is a frequent public speaker on marketing, business, and construction technology. Huval earned an MBA from The University of Texas at Arlington and a Bachelor of Arts in journalism and environmental studies from Baylor University. She recently became a graduate of SMPS University Leadership Advancement Program at the University of Maryland. Additionally, she and is a Certified Professional Services Marketer.

  • Budget, Track and Monitor Your Marketing Expenditures for the Best ROI

    Contains 2 Component(s) Recorded On: 04/21/2015

    By better understanding financial implications of each phase of the marketing cycle, from the inception of an opportunity through contract award, we can provide critical leadership to guide sound business decisions and successful proposal processes. During the webinar, we'll learn how to better understand how marketing activity—and behavior—cascade throughout operational performance. Starting with the Go-No-Go process and deploying easy-to-use budgeting and tracking tools, we'll explore how to define the real cost of doing business early on to drive long-term profitability.

    As marketing professionals, we enjoy unique opportunities to drive value for our organizations by engaging in all aspects of business performance. But too often, the marketing function is associated solely with the achievement of sales goals instead of with overall operational practices that measure success in our organizations. This webinar provides hands-on tools to help marketing teams in business performance, by introducing and implementing cost-control concepts and measures that help drive profitability.

    By better understanding financial implications of each phase of the marketing cycle, from the inception of an opportunity through contract award, we can provide critical leadership to guide sound business decisions and successful proposal processes. During the webinar, we'll learn how to better understand how marketing activity—and behavior—cascade throughout operational performance. Starting with the Go-No-Go process and deploying easy-to-use budgeting and tracking tools, we'll explore how to define the real cost of doing business early on to drive long-term profitability.

    Learning Objectives

    During this webinar, attendees will learn how to:

    • Become a trusted advisor and come to the table with data to guide decision-making
    • Build agreement around tools that create team success
    • Tie opportunity costs to "the big picture" of profit
    • Lead a team with metrics that inspire accountability
    • Look for opportunities to influence change within your firm


    CEU Credits

    SMPS Webinars are approved for 1.5 continuing education units for the Certified Professional Services Marketer (CPSM) program and 1.5 learning units from the American Institute of Architects. Recordings of SMPS Webinars are approved for 1.5 CPSM CEUs.

    Per-Site Registration Fee*

    SMPS Member Site Registration: $199
    Nonmember Site Registration: $259

    *Remember: Webinars are open to your whole staff. Your team can participate from one location in your office for one fee. Register today and benefit from affordable, convenient, actionable learning and earn valuable CPSM CEUs and AIA LUs!

    Kate Pixley

    Marketing Director, ESA

    Kate Pixley, ESA's Northern California marketing director, has more than 18 years' experience in the environmental industry. She has designed management programs that spark and inspire thriving marketing and business cultures. With a background in art and education, Pixley's approach to marketing leadership is grounded in mentoring and team-building with the idea that organizational achievement starts with collaboration and a shared vision of success.

    Onallee Elsberry-Crabtree

    Marketing Manager, ESA

    Onallee Elsberry-Crabtree, Marketing Manager in ESA's Northern California Region, promotes creative and collaborative approaches to energize marketing within business. With more than 11 years of experience in the A&E industry, Onallee believes in establishing positive marketing momentum through trusted partnerships, open communication, and implementable solutions.

  • Proven Techniques to Win Business and New Clients

    Contains 2 Component(s) Recorded On: 03/17/2015

    Successful business developers understand that developing a solid relationship leads to opportunities and, ultimately, to new work coming in the door. Firms that chase public work need to position themselves well ahead of an RFP. Ones chasing private work need to become "go to" confidants for current and potential clients. There's a way to accomplish this and business owner, Jon Davies, will show you how during our March webinar.

    Business development isn't rocket science—it's people science. It requires discipline, organization, and the ability to read people. Whether your clients are public or private, there are strategies to win business.

    Successful business developers understand that developing a solid relationship leads to opportunities and, ultimately, to new work coming in the door. Firms that chase public work need to position themselves well ahead of an RFP. Ones chasing private work need to become "go to" confidants for current and potential clients. There's a way to accomplish this and business owner, Jon Davies, will show you how during our March webinar.

    Learning Objectives

    During this hands-on webinar, attendees will learn:

    • Proven techniques and strategies for building quality business relationships to win projects
    • Ways to build a professional network
    • The important questions to ask and information to gain before a project "hits the streets"
    • Strategies to help technical staff and different personality types overcome fears of business development
    • When to push and when to back off on a non-responsive potential client
    • Tips and tricks on identifying potential clients and building a system to identify projects before your competitors

    Jon T. Davies

    Director of Client Services, BHC Consultants LLC

    Jon Davies has been in the A/E/C industry for 15 years and is an owner and managing partner at BHC. He has presented to professional associations both locally and nationally regarding proven strategies for winning work. The majority of his time is spent building relationships with public sector decision-makers and positioning BHC to win projects. He believes the "new normal" offers new opportunities for firms willing to focus time and energy on client services and business development.