Get a Leg Up Before the RFP Hits

Recorded On: 09/19/2017

Instructor: Kathy Nanowski, CPSM, Associate/Director of Marketing & Business Development, Fuss & O'Neill

Tuesday, September 19, 2–3:30 p.m. ET/1 p.m. CT/Noon MT/11 a.m. PT

We all know the hard work starts way before the RFP hits. Join us in September as we showcase the sales funnel concept as a tool to prioritize and preposition your firm for future work.

Besides a mind-blowing approach to the project, relationships are a critical factor to increasing your chances of winning. This webinar will highlight the various stages a project goes through in the sales process and will show you how to grow your pipeline through the relationships you already have.  The presenter will also spend some time going over a capture plan, which is a key component in one of the sales stages that’s critical to creating a winning strategy.

Learning Objectives

During our September webinar, the three learning objectives will include:

  1. How proactive marketing and prepositioning can give you an edge over your competition
  2. Explanation of the sales funnel stages that will give you a leg up when the real RFP hits the street
  3. Walking through and handing out a capture plan to help with prepositioning

     Cosential - Built to Win

SMPS webinars are sponsored by Cosential


Kathy Nanowski, CPSM

Associate/Director of Marketing & Business Development, Fuss & O’Neill

Kathy Nanowski is an associate/director of marketing & business development for Fuss & O’Neill. Nanowski coaches managers and principals on relationship-based selling, project positioning, and winning new business. She has 15 years of marketing and business development experience in the A/E/C industries. Throughout her career, Nanowski has embraced a client-focused business model. Whether assessing a company’s CRM system or linking sales metrics to client behavior, she continually asks the question: “What is best for the client?”

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!  

Recordings of SMPS webinars are available to train your marketing professionals. Learn more 


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Live event: 09/19/2017 at 2:00 PM (EDT) You must register to access.
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