Business Development Kit

Are you new to business development and looking to stay ahead of the competition in today’s challenging economic environment? Designed for business development beginners, this webinar will help lay a foundation for building a successful BD program for your firm, elevate your skills as a business developer, and effectively build long-term client relationships.

CEU Credits
On-demand webinars are each approved for 1.5 hours of CPSM credit

  • 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.

  • Networking Like a Rock Star

    Contains 3 Component(s), 1.50 credits offered

    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.

    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.

    Learning Objectives

    During this webinar, attendees will learn:

    1. The true meaning of networking
    2. How networking has nothing to do with selling
    3. Tips on networking and questions to ask during a networking event
    4. How you can bring more business to your firm

    Lindsay L. Young, MBA, CPSM

    Chief Difference Maker, nu marketing

    Lindsay L. Young has been in marketing and business development in the building industry for ten years. Her knowledge includes strategic marketing plans, trade show implementation, customer and employee event planning, customer perception surveys, coaching and mentoring marketing and business development staff, and social media presence. She is currently chief difference maker at nu marketing, a strategic marketing consulting company focused on the architectural, engineering, and construction industries. Young helps businesses increase their profits and build their business.

    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.

  • 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.

  • Relationships Matter: Build Enduring Client Connections

    Contains 2 Component(s) Recorded On: 03/31/2016

    In today's hyper-competitive business environment, doing great work is no longer good enough. Nurturing and expanding relationships is necessary to retain long-term clients. As project managers and technical professionals, we are expected to not only do great work and achieve client satisfaction, but also to position our firm for future projects. Every project and client interaction creates an opportunity to achieve these objectives.

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    In today's hyper-competitive business environment, doing great work is no longer good enough. Nurturing and expanding relationships is necessary to retain long-term clients. As project managers and technical professionals, we are expected to not only do great work and achieve client satisfaction, but also to position our firm for future projects. Every project and client interaction creates an opportunity to achieve these objectives.

    Learning Objectives

    This webinar will help attendees:

    1. Understand the topics that lead to meaningful client conversations
    2. Explore tools to promote client retention
    3. Identify behaviors that build strong relationships

    Wally Hise, P.E.

    Vice President, HDR

    Wally Hise has 30 years of industry experience working at engineering and construction firms ranging in size from $20M to more than $1B. His previous responsibilities span most aspects of an AEC company including operations, marketing and management. He has applied sales, marketing and client management principles across the commercial and government markets. In his current role, Wally manages strategic planning, business development, pursuits and proposals, and marketing services for HDR's Federal program. He holds a Bachelor's degree in engineering, and is a licensed professional and certified trainer.