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  • One Person, One Idea, One Strategy Can Make A Difference

    Contains 3 Component(s), Includes Credits Includes a Live Web Event on 08/25/2021 at 2:00 PM (EDT)

    How many of us have that inner spark, that desire to “be the change.” With a world filled with those who are in need, as well as those who have the means to help, the opportunities are endless. For our presenter, Liz Moody, CPSM, it all started with a “Dessert and Documentary” night—and one person with a passion to help others. This night, which brought about great conversation, led to an idea that started small and has evolved into a company and community-wide effort that has raised over $130K to construct clean water projects for those who don’t have access. During this webinar, each participant will consider their personal passions in conjunction with their firm expertise to identify potential avenues to start a charitable campaign within their firm. In addition, participants will work in small groups to brainstorm problems and solutions and then develop a charitable campaign plan that will be presented to the audience. By the end of the session, anyone who has ever been told that a problem is too big, or that one person can’t make a difference, will stand inspired and confidently respond: It only takes one.

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    How many of us have that inner spark, that desire to “be the change.” With a world filled with those who are in need, as well as those who have the means to help, the opportunities are endless. For our presenter, Liz Moody, CPSM, it all

    started with a “Dessert and Documentary” night—and one person with a passion to help others. This night, which brought about great conversation, led to an idea that started small and has evolved into a company and community-wide effort that has raised over $130K to construct clean water projects for those who don’t have access.

    During this webinar, each participant will consider their personal passions in conjunction with their firm expertise to identify potential avenues to start a charitable campaign within their firm. In addition, participants will work in small groups to brainstorm problems and solutions and then develop a charitable campaign plan that will be presented to the audience. By the end of the session, anyone who has ever been told that a problem is too big, or that one person can’t make a difference, will stand inspired and confidently respond: It only takes one.

    Presented by Liz Moody, CPSM

    LEARNING OBJECTIVES
    • Identify personal passions that tie into company mission/values/services and community needs.
    • Start a charitable campaign outline.
    • Create a list of future focused action items to take the next step to make a difference.

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Liz Moody, CPSM, LEED AP

    Chief Marketing Officer

    Cannon

    Liz Moody, CPSM, is the chief marketing officer for Cannon, a California-based engineering firm. For 22 years, she has helped guide the direction of Cannon and provide innovative and thoughtful solutions to clients inside and outside the firm. She’s an active participant in the A/E/C industries, having served in organizations including CWEA, ASCE, and the HBA Central Coast. Liz is also the founder and chairman of the Well Worth It Campaign whose mission is to raise awareness and funds for clean, safe water projects around the globe. Since the inception in 2010, the Well Worth It Campaign has helped raise over $130,000 and funded the construction of 21 wells in developing countries. Liz has a Bachelor of Arts from the University of Washington in English Literature as well as a Technical Communication Certification from California Polytechnic State University, San Luis Obispo.

    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!


  • Developing the Leader in You

    Contains 3 Component(s), Includes Credits

    Despite the power of individual leaders, you ultimately decide what you do for yourself. What does it take to lead yourself? What does it even mean to lead yourself, and how can you focus on developing the leader inside yourself? This workshop and conversation will define leadership and the three C’s of internal leadership in order to develop the leader in you.

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    Despite the power of leaders, we ultimately decide what you do for ourselves.

    What does it take to lead yourself? And what does it even mean to lead yourself? This webinar will define leadership and the three C’s of internal leadership to develop the leader in you.

    Learning Objectives

    • Understand the role of a leader in an organization and to one’s self
    • Understand the basis of internal/self-leadership and the impact it has
    • Be able to implement the 3 C's of self/internal leadership

    Presented by: Dr. Benjamin Ritter

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Dr. Benjamin Ritter

    Dr. Benjamin Ritter is aleadership and career coach, national speaker, podcaster, author, and mentor.Ritter is passionate about guiding others in finding, creating, and sustaininga career they love.

    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!


  • Unpacking Stereotypes and Biases in the A/E/C Industries

    Contains 3 Component(s), Includes Credits Recorded On: 06/02/2021

    Research consistently cites diversity and inclusion as a source of competitive advantage and a key enabler of growth. During this interactive session, the presenters will share data and best practices for recognizing conscious and unconscious bias, avoiding confirmation bias, and how to mitigate the impact of these biases. Participants will hear industry leaders’ advice and their personal experiences in video interviews recorded specifically for this presentation. At the conclusion of the session, each participant will have a better sense of their personal bias and leave armed with resources to address them.

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    We’ve all heard jokes like, “How do you tell the difference between an engineer and an architect?” Or perhaps you’ve been told by someone, “You don’t look like an engineer.” Stereotypes are abound in the A/E/C world, and while they might seem to make good fodder for jokes, they’re holding us back from advancing the future of the A/E/C industries.

    By better understanding the impact of stereotypes among the A/E/C disciplines and the broader workforce, we can gain a better understanding of each other's perspectives and adjust to create thriving relationships and project success. Conscious and unconscious bias is also a key inhibitor of advancing diversity in our industry. As we look to the future, this lack of diversity can hinder innovation and ability overcome the current talent war.

    Research consistently cites diversity and inclusion as a source of competitive advantage and a key enabler of growth.  During this interactive session, the presenters will share data and best practices for recognizing conscious and unconscious bias, avoiding confirmation bias, and how to mitigate the impact of these biases. Participants will hear industry leaders’ advice and their personal experiences in video interviews recorded specifically for this presentation.  At the conclusion of the session, each participant will have a better sense of their personal bias and leave armed with resources to address them.

    During this webinar, participants will:

    • Discover how to understand our own personal bias and trusted resources to help address them personally and professionally
    • Learn ways to approach meetings and decision-making to minimize bias and increase inclusivity

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Lisa Thoele, CPSM

    Aerospace & Defense Business Development Lead

    RS&H

    Lisa Thoele, CPSM, APR, LEED AP leads RS&H’s Aerospace and Defense Business Development and Marketing teams. She is responsible for strategic planning, teaming, as well as capture strategy development and proposal management. A Texas native but Florida bred, she holds a Bachelor of Science in Business Administration with a Major in Finance, Cum Laude from the University of Florida, and a Master of Business Administration from the University of South Florida.

    Danielle Barner

    VP Federal Business Development Director

    Atkins

    Danielle Barner serves as Vice President and Federal Business Development Director for Atkins. She is an experienced business developer with 16 years’ experience in the A/E/C industry working with federal customers. During her career, she has held senior roles responsible for strategic planning, client management, capture management and proposal oversight for growing federal businesses. A mom of two children, she is based in Dallas, Texas, and holds a Bachelor of Arts in Journalism from the University of Richmond.

    Lisa and Danielle have partnered to be drivers of A/E/C industry change, including helping establish the Society of American Military Engineers’ Diversity and Inclusion Working Group and authoring a 2020 Diversity and Inclusion Report.

    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!


  • Strategic Business Development Training: Creating Your Plan for Targeted Growth

    Contains 3 Component(s), Includes Credits Recorded On: 05/26/2021

    This isn’t a general “attend a networking event and send a thank-you email” kind of session. It’s a how-to guide for developing a strategic plan—starting with firmly identifying your core competence in alignment with your company’s vision, mission and strategy to setting aligned marketing goals, defining target markets and clients, and using that research to increase client hit rates. Our presenter will also share real-life examples in today’s markets to help guide you as you navigate changing environments and what to expect as a result.

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    Business development is a term used interchangeably for marketing, sales, networking, and socializing in general. That’s not what it really is when it comes to growing your firm’s business. During this webinar, our presenter will show us how to create and lead real strategic business development efforts and get real results. This training will teach you how to pursue more strategic opportunities that develop deep client relationships with the ones you actually want to do business with, enhance your career, and end in signed contracts with profitable long-term clients.

    This isn’t a general “attend a networking event and send a thank-you email” kind of session. It’s a how-to guide for developing a strategic plan—starting with firmly identifying your core competence in alignment with your company’s vision, mission and strategy to setting aligned marketing goals, defining target markets and clients, and using that research to increase client hit rates. Our presenter will also share real-life examples in today’s markets to help guide you as you navigate changing environments and what to expect as a result.

    During this webinar, participants will:

    • Discover how to create and lead real strategic business development efforts
    • Learn how to pursue more strategic opportunities that develop deep client relationships with the clients you actually want to do business with

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Larisa Forester, CPSM

    Associate AIA

    Larisa Forester, CPSM and Associate AIA, is known for embracing eternal positivity, new ideas, innovative techniques, diverse cultures, and constant growth. With a background in architecture, art, international business, marketing, and systematic inventive thinking, she uses her experiences to lead firms in international client growth and market expansion. She’s passionate about helping others learn how to create meaningful, lasting relationships through dedication to constantly improving the status quo. After studying in the Côtes-d’Armor, painting in the Louvre, establishing a city holiday, setting a Guinness World Record, and creating new business development and marketing departments for multiple firms, Larisa is always ready for another adventure.

    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!


  • Managing Marketing Workflow

    Contains 3 Component(s), Includes Credits Recorded On: 05/19/2021

    Learning how to effectively set, manage and communicate priorities is often the difference between satisfying our internal clients and being set up to fail. During this webinar, our presenter teaches basic priority setting and communication about marketing workflow. You’ll discover a variety of tools that can help marketing departments and marketing managers juggle tasks appropriately and make sure the important doesn't get lost in the urgent.

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    Learning how to effectively set, manage and communicate priorities is often the difference between satisfying our internal clients and being set up to fail.  During this webinar, our presenter teaches basic priority setting and communication about marketing workflow. You’ll discover a variety of tools that can help marketing departments and marketing managers juggle tasks appropriately and make sure the important doesn't get lost in the urgent.

    During this webinar, participants will:

    • How to prioritize marketing tasks
    • How to effectively manage tasks without clear deadlines
    • Why communicating back, the most often missing step, is so important
    • What tools can assist in managing, assigning, and reporting tasks 

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Sarah Wortman, CPSM

    Sarah Wortman, CPSM has been a manager or director level of marketing and business development teams for over 20 years at firms in the Midwest, East Coast and Pacific Northwest.  Prior to her work in the A/E/C industries, she was a professor of speech communication at DePaul University in Chicago.  She has led marketing teams ranging from one to over a dozen.

    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!


  • Be the Positive Disruptor With Change Management

    Contains 3 Component(s), Includes Credits Recorded On: 05/12/2021

    Rolling out change whether it’s a new technology, process, or policy can meet resistance. In this webinar, our presenters leverage their experience from hundreds of technology implementations to discuss how to successfully manage change. To be a positive disruptor with change management requires a strategic approach. Attend their session to learn why employees may resist change, how to help employees overcome fear, and how to effectively carry out change in any size firm.

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    Rolling out change whether it’s a new technology, process, or policy can meet resistance. In this webinar, our presenters leverage their experience from hundreds of technology implementations to discuss how to successfully manage change. To be a positive disruptor with change management requires a strategic approach. Attend their session to learn why employees may resist change, how to help employees overcome fear, and how to effectively carry out change in any size firm.

    In order to positively disrupt the people and/or processes within your organization, a strong change management plan is critical. During this presentation, we’ll review Dr. John Kotter’s eight-step process detailing how to build the right team, create urgency, and set a vision and goals in order to generate a culture of change.

    Kotter argues that 70% of change initiatives fail due to the lack of necessary preparation or the inability to see the project through correctly. We’re in a season of change, and it’s time learn tips to help us manage and thrive in the disruption.

    During this webinar, participants will:

    • Discover a clearly defined eight-step process to help them succeed
    • Master how to create urgency for change in their organization
    • Understand the power of building the right team, forming a strategy, and enabling others
    • Learn to communicate the vision and goals to sustain results to shape a culture of change
    • Gain tips and insights to not only manage change but to thrive in disruption


    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Courtney Kearney, CPSM

    Owner

    CKearney Consulting

    Known for her love of data, Courtney Kearney, CPSM, owner of CKearney Consulting (CKC), brings her marketing skills and years of experience to a technical world of databases, processes, and numbers. She’s a CRM thought leader, and writes white papers, leads round tables and gives presentations at local and national conferences. Courtney has served in several leadership roles in SMPS Fort Worth including the role of president. She enjoys spending time with her nurse husband and two amazing daughters.

    Chaz Ross-Munro, CPSM

    Manager, Professional Services

    Cosential

    Chaz manages a team responsible for providing comprehensive CRM and proposal automation solutions for some of the world's best A/E/C firms. She brings 15 years of A/E/C marketing experience and has helped secure more than $700 million in contracts. Chaz is the author of Sink or Swim Faster! Making a Splash in Marketing Professional Services (a great resource to help onboard new AEC marketers). She’s a CPSM, holds a CF APMP through the Association of Professional Management Professionals, and is a Certified Scrum Master (CSM). Chaz is also a contributor to the SMPS Marketer journal, has co-presented an SMPS webinar on proposal automation and frequently presents at SMPS regional conferences.

    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!


  • Building an Authentic Long-Distance Culture

    Contains 3 Component(s), Includes Credits Recorded On: 04/14/2021

    Staff are often separated by miles and time zones and yet required to work with the same efficiency as team members in the same office. How can you forge productive long-distance relationships? How do you help your team grow and develop? How can you give more than lip service to team building and an authentic culture? Come learn how to foster collaboration, productivity, fun, personal development, and a healthy culture across multiple offices and different levels of influence.

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    Staff are often separated by miles and time zones. Yet, they’re required to work with the same efficiency as team members in the same office.

    How can you forge productive long-distance relationships? How do you help your team grow and develop? Firms do this through team-building and by creating an authentic culture.

    During this webinar, learn how to foster collaboration, productivity, fun, personal development, and a healthy culture across multiple offices and different levels of influence.

    Learning Objectives

    • Amp up communications to do more than transactions
    • Unlock the factors that foster genuine connection
    • Learn tips for discovering what employees are really experiencing
    • Delve into three techniques for enhancing the team’s work experience regardless of your level of influence

     

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Kate Robinette, CPSM

    Partner

    GO! Strategies, LLC

    Kate Robinette, CPSM, is a partner at GO Strategies, LLC. Her superpower is combining marketing and business development with people management and leadership. This mix unlocks employee engagement, potential, and growth. She turns the same skills that help build meaningful relationships with external customers inward to improve the employee experience and company culture. Kate helps people work smarter, have more fun, and reach their goals.

    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!


  • Get Discovered: SEO Strategies That Work

    Contains 3 Component(s), Includes Credits

    More than one billion Google searches are conducted every month. Every time someone conducts a search, it presents an opportunity for businesses and marketers to influence consumer decisions and preferences. Showing up and being visible on the internet allows you to generate a lead or even better—acquire a new client. Search Engine Optimization (SEO) makes it possible for any business to take advantage of this opportunity. It’s no wonder SEO has been listed as the top 10 most requested skills on LinkedIn since 2014. In this presentation, attendees will get a high-level look into what it takes to rank at the top of search engines results pages and increase website traffic.

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    Presenter:
    Nicole McCullum, SEO, Trainer & Digital Marketing Consultant, Founder of Captivate
    Wednesday, March 10, 2021, 2–3:30 p.m. ET/1 p.m. CT/Noon MT/11 a.m. PT

    Session Description

    More than one billion Google searches are conducted every month. Every time someone conducts a search, it presents an opportunity for businesses and marketers to influence consumer decisions and preferences. Showing up and being visible on the internet allows you to generate a lead or even better—acquire a new client.

    Search engine optimization (SEO) makes it possible for any business to take advantage of this opportunity. It’s no wonder SEO has been listed as the top 10 most requested skills on LinkedIn since 2014. In this presentation, attendees will get a high-level look into what it takes to rank at the top of search engines results pages and increase website traffic.

    During this webinar, participants will:

    • Discover how search engines work and what they look for
    • Explore tactics to succeed at SEO in today’s digital climate
    • Learn what target audiences search for online to find businesses
    • Explore top tools that many SEO pros leverage to win at SEO and how they use them
    • Pinpoint how to quickly detect problems in a website’s SEO

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Nicole McCullum

    SEO Trainer & Digital Marketing Consultant, Founder

    Captivate Designs

    Nicole McCullum has been at the forefront of internet marketing for over 15 years. As the founder of Captivate Designs, a web design, digital marketing and digital training company, she uses her expertise to help businesses leverage the internet to grow. Nicole has also trained thousands of business owners and marketing professionals from companies like Gucci, S’well, and Pfizer on how to execute successful digital marketing strategies. She has contributed to and been quoted in business publications such as Forbes, Bloomberg

    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!


  • Emotional Intelligence in Building Business, Partnerships, and Dealing with People

    Contains 3 Component(s), Includes Credits

    Never underestimate the rewards of creating goodwill, healthy emotional intelligence, and putting ourselves in another person’s shoes. In fact, how we empathize with another person can bond or break the team spirit in a work environment.

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    Session Description

    Never underestimate the rewards of creating goodwill, healthy emotional intelligence, and putting ourselves in another person’s shoes. In fact, how we empathize with another person can bond or break the team spirit in a work environment.

    The more we’re connected electronically, the less we become connected emotionally. Artificial intelligence, voice recognition, data analysis, and even screen time and online communications are changing the face of many industries.

    The need to develop a higher level of emotional intelligence is more important than ever. During this webinar, participants will learn about:

    • Practicing the art of empathy and self-awareness and putting ourselves in another person's shoes
    • Establishing healthy emotional principles when it comes to communicating
    • Validating another person and how they feel, whatever the circumstances

    Cosential - CRM and Proposal Generation for AEC

    SMPS webinars are sponsored by Cosential

    Preethi Fernando, MA

    Virtual Presenter | Author

    Preethi Fernando is a speaker and the author of six books, including Diversity and Inclusion. She’s the winner of Stephen King’s Haven Foundation Award, given to one author each year. Originally from Sri Lanka, Preethi now calls Loveland, CO, her home.

    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!


  • Master This - Leadership Accountability

    Contains 3 Component(s)

    Accountability or ownership is the one thing that a leader wants every employee to exhibit. Unfortunately, few understand that accountability is a process you create, not something you simply demand. In this three-part interactive series, participants will learn a detailed process for creating and maintaining a culture of accountability.

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    Accountability or ownership is the one thing that a leader wants every employee to exhibit. Unfortunately, few understand that accountability is a process you create, not something you simply demand. In this three-part interactive series, participants will learn a detailed process for creating and maintaining a culture of accountability.

    Learning Objectives:
    • Understand why accountability is often equated with finding someone to blame
    • Learn the three critical steps to creating a culture of accountability
    • Understand how to set clear expectations and gain buy-in from the employee
    • Discover the most powerful performance management tool ever
    • Learn exactly how to coach an employee; a method that dramatically reduces conflict and treats the employee with respect and dignity

    Kelly Riggs

    Author, Speaker &Business Performance Coach

    Kelly Riggs is an author, speaker, and business performance coach. Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a serial entrepreneur, and was selected to join the Forbes’ Coaches Council in 2019.

    He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

    His third book, Counter Mentor Leadership: How to Unlock the Potential of the 4- Generation Workplace, was co-written with his Millennial son, Robby Riggs. It was selected as the 2019 Gold Medal winner in the leadership category by Axiom Business Books Awards.