Professional Association Engagement That Produces Work

Recorded On: 09/11/2018

Most A/E/C firms’ engagement with professional associates shotgun their approach. They buy advertising, sponsor conferences, and occupy an exhibition booth. Most A/E/C firms walk away wondering about their return on investment (ROI). Did their participation produce actual work? This webinar presentation will take a deeper dive into how A/E/C firms can leverage professional association membership and participation to win work.

Learning Objectives:

During this webinar, participants will understand:

  • Learn how to utilize professional association membership directories to target specific prospects, qualify those prospects and develop new clients.
  • Learn how to create a business development plan to execute client and prospect interaction before, during and after an association conference.
  • Learn how to get on the conference agenda as a presenter and allow your expertise to sell itself.
  • Learn how to cooperate and support a professional association through committee participation and promoting the goals of the association.


Gabe Lett, CPSM, is a business development leader for Olsson Associates in Joplin, MO. He earned the Certified Professional Services Marketer (CPSM) certification in 2011. Gabe is currently serving as president of SMPS Ozarks.