Domaine 3: Client and Business Development
Get Your Firm Ready For Generation ZContains 3 Component(s), Includes Credits Recorded On: 06/23/2020
As your firm braces itself for the Z invasion, this webinar will help you prepare. It will cover aspects related to understanding, attracting, engaging, and retaining the next generation of employees and clients so your firm can continue to grow.
Connect and Capture: Writing To Win BusinessContains 3 Component(s), Includes Credits Recorded On: 02/11/2020
During our February webinar, participants will learn how to use language effectively for an intended audience; eliminate wordiness and produce simple, clear, and specific writing; and employ correct grammatical and mechanical standards. Together, these skills will cultivate meaningful relationships and add value to your firm.
How A/E/C Winners Embrace Business DevelopmentContains 3 Component(s), Includes Credits Recorded On: 12/10/2019
Our December webinar will serve as a call to action to build and maintain a BD culture at your firm that leads to sharing ideas, best practices, and resources for driving BD. You’ll learn how to grow your organization and become more valuable to your existing clients. A BD audit and gap analysis will also be shared as well as tips on matching every member of your team with their BD skillset.
Build a Stream of Referrals To Grow Your BusinessContains 3 Component(s), Includes Credits Recorded On: 08/20/2019
The best way to grow your business is to turn your current clients into raving fans. Easier said than done, right? During our August webinar, discover ways to "activate your promoters" so they send you a steady stream of new clients and work. We’re not talking about awkward and uncomfortable calls begging for introductions. Instead, our presenter will show you a process and framework that’s easy, teachable, and immediately measurable—and will help you grow your business quickly and sustainably.
Who Trusts You? The Key To Attracting Clients & AdvocatesContains 4 Component(s), Includes Credits Recorded On: 05/21/2019
During this webinar, you’ll use a 15-question quiz to help determine where you are with someone’s trust and what to do and say next. Why is this important? Because you can’t just rely on digital tools in your marketing toolkit. Face-to-face skills will help your career as a marketer of professional services—and also help your firm succeed. You’ll learn how to create a cadre of advocates who talk about your successes, vouch for your character and competence, and gladly send opportunities your way.
Changing the Referral Game – Leveraging Your Best Clients to Find New OnesContains 3 Component(s), Includes Credits Recorded On: 08/29/2017
You’ve done the hard part! You found a potential client, you earned their trust and their business, and you have or are delivering a spectacular project. You’ve asked for feedback, and the client has said emphatically: “Yes, I am very likely to recommend you to a friend or colleague!”
Networking Like a Rock StarContains 3 Component(s), Includes Credits
Everyone in a firm, regardless of title, is responsible for bringing in the business and retaining clients. Through effective networking, you can become a rock star networker who works a room like there’s no tomorrow. It just takes practice and focus. Networking is more than just eating, drinking, and talking. It’s about making connections and building relationships. Join us for our January webinar and learn how networking like a rock star has nothing to do with selling.
The Secret to the Subconsultant Selection ProcessContains 2 Component(s), Includes Credits Recorded On: 11/15/2016
Wish you were on the project pursuit team and not overlooked over and over again? Join us for our November webinar and learn how to become the favored, go-to consultant for architectural firms.
Enhancing Business Development in the Seller-Doer ModelContains 3 Component(s), Includes Credits Recorded On: 10/18/2016
During our October webinar, you’ll get an insider’s look at how to enhance your business development (BD) skills in the seller-doer model that’s common in many professional services firms. Our presenter Lyle White, vice president for Black & Veatch, will outline a three-year program that achieved significant improvement at his firm by invigorating the BD process.
Secrets of the Selection Committee: Create Proposals and Presentations That WinContains 4 Component(s), Includes Credits Recorded On: 09/20/2016
During our September webinar, you’ll get an insider’s guide into the secret world of selection committees—what they really look for and how they evaluate proposals and presentations. Learn what goes on behind closed doors and which factors influence the final selection.
Winning Interviews: A Recipe to WinContains 2 Component(s) Recorded On: 07/19/2016
Technical professionals usually don’t take communications courses in college—almost all training is in their technical field. When they join a firm, they learn to present by observing others, and sometimes they don’t get any training. Our presenter, who has 30+ years’ experience planning, presenting, and selecting firms, will show you how to interview effectively to get that win.
Creating Clients Who Are Raving FansContains 1 Component(s) Recorded On: 06/21/2016
In this 75-minute webinar, Kelly Riggs, founder of the Business LockerRoom and author of Quit Whining and Start Selling, introduces the keys to the phenomenal customer service commonly associated with companies like The Ritz-Carlton, Chik-fil-A, and Amazon.
How to Win a PitchContains 2 Component(s) Recorded On: 01/19/2016
The biggest challenge in a sales presentation isn't convincing the client you're qualified. It's separating yourself from your highly qualified competitors by creating a better connection with the audience. Join SMPS for a highly engaging webinar that focuses on the fundamentals you must execute better than your competition if you want to consistently improve your chances of winning.
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