Seller-Doer Kit

Nowadays, more technical professionals are involved with client and business development than ever before. With this webinar, you’ll discover how to enhance your BD skills in the seller-doer model that’s common in many professional services firms.

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

  • Winning Interviews: A Recipe to Win

    Contains 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.

    One of the worst feelings is when a firm spends thousands of dollars to prepare for a big interview, knowing they are the most qualified, and then find out they came in second.

    Why don't these firms win?

    Many technical professionals think firms with the best technical knowledge and experience win. But this isn't always true. Technical professionals need expertise in interview or presentation best practices to really connect with a potential client. They need a recipe to win. To get there, strong communications and presentation skills are a must.

    In our July webinar, our presenter will help build skills to succeed in client interviews. Whether you're a technical professional or you work closely with one, you'll learn all about preparing for a winning interview.

    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.

    Learning Objectives

    During this webinar, attendees will:

    • Learn to present a proactive approach from the pre-RFP and RFP stages to best position the firm for the project
    • Discover a process for planning activities and assignments, from short-listing to interview day
    • Learn tips on how to make a strong presentation, from first impressions to answering questions in the Q & A
    • Explore how to post interview follow-up activities to increase the firm's value with the prospective client

    Peter J. Kienle, FSMPS, CPSM, MBA

    Marketing/Business Development Consultant, Kienle Communications LLC

    Pete Kienle's career spans 25 years in management, marketing, and business development in the A/E/C industry.

    He started as an owner's representative/project manager on over $250 million of building construction, including serving as the chair or committee member on over 300 A/E firm interviews. In total, he has prepared, coached, participated or evaluated more than 800 A/E interview presentations.

    He has an MBA from The Ohio State University and previously served in marketing management roles for four ENR top-500 design firms. Currently, he runs Kienle Communications LLC and provides interview coaching/training, business development training and proposal review and recommendations. He is also an adjunct professor teaching marketing and business courses part-time at Stratford University.

  • Secrets of the Selection Committee: Create Proposals and Presentations That Win

    Contains 4 Component(s), 1.50 credits offered 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.

    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.

    Many secrets will be revealed to help your firm better understand your chances for success. Some insider tips will be fairly obvious, but many will come as a complete surprise to those who labor painstakingly on proposals and presentations hoping for success.

    You'll hear valuable insights plus tips and recommendations for improving writing and presentation skills. Examples will include proposal and presentation successes and failures. “Little Piggy Proposals," “The Cram," and “Death by PowerPoint" are all covered with insight and humor to drive home the point that proposals and presentations need to be about the client, not the presenter.

    Learning Objectives

    During this webinar, attendees will:

    • Better understand the selection process
    • Learn what selection committees typically look for
    • Discover what can influence the selection of professional services firms
    • Explore how to write better proposals that will get noticed
    • Learn techniques for more effective presentations

    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: $179
    Nonmember Site Registration: $239

    *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 https://onlinelearning.smps.org

    Gary R. Coover, P.E.

    Coover Consultants, PLLC

    Gary Coover is the author of Secrets of the Selection Committee published by Rollston Press earlier this year. As principal of Coover Consultants, PLLC, a marketing and engineering consultancy, he works with firms nationwide to better focus their A/E/C marketing and proposal efforts. Experienced on both sides of the RFP process in government and private sectors, Coover has served on countless selection committees and written hundreds of proposals. His experience, along with lessons learned from the School of Hard Knocks, has completely changed how he approaches proposals and presentations.

  • Enhancing Business Development in the Seller-Doer Model

    Contains 3 Component(s), 1.50 credits offered 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.

    Developing new business is always challenging in a competitive environment. It can be even more challenging for professional services firms. In many cases, selling is about building relationships, solving problems, and understanding your customers' goals and issues.

    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.

    The program, titled Intensified Client Engagement (ICE) concentrates on market drivers, client relationships, and opportunity development to win more work, especially value-based work. The ICE approach combines sales professionals with seller-doers in a progressive “get business" process as a team.

    Learning Objectives

    During this webinar, attendees will:

    • Gain knowledge from the ICE initiative that is relevant to your business goals and objectives
    • Apply the process and principals to your on-going BD efforts for the ICE Success Story
    • Learn how business developers and seller-doers, working as a team, is key to the formula of winning new business
    • Review ways to understand clients better so that it shows differentiated value to them
    • Develop improved proposals for winning more work

    Lyle A. White

    Vice President, Black & Veatch Corporation

    Lyle White is vice president and global director of business development for Black & Veatch's Power Generation Services Group. In this role, he works with regional area directors around the world for client engagement initiatives, new business development, sales strategy, and marketing support.

    White currently leads the Black & Veatch ICE initiative, a training and implementation program designed to invigorate the BD process. White also coordinates industry leadership activities and participation at conferences, symposiums, and forums. He works with the Global Marketing and Communication Group to develop differentiated collateral, presentations, and effective ways to reach and influence clients.

    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.

  • Prepping Your People to Get Up in Front of Others

    Contains 2 Component(s) Recorded On: 06/16/2015

    How to Help Your Professional Staff to Overcome Fears of Public Speaking Long considered one of the worst phobias, speaking in front of others is an essential skill in acquiring new business for A/E/C firms and building your firm's brand. This webinar will give you helpful tools and techniques and show you how to build confidence when presenting to co-workers, clients, and other professionals. In addition, you will become a more supportive marketing partner through active listening and helpful critique that will encourage your co-workers to become articulate professionals and overcome their fear of public speaking.

    How to Help Your Professional Staff to Overcome Fears of Public Speaking

    Long considered one of the worst phobias, speaking in front of others is an essential skill in acquiring new business for A/E/C firms and building your firm's brand. This webinar will give you helpful tools and techniques and show you how to build confidence when presenting to co-workers, clients, and other professionals. In addition, you will become a more supportive marketing partner through active listening and helpful critique that will encourage your co-workers to become articulate professionals and overcome their fear of public speaking.

    Learning Objectives

    This webinar teaches attendees:

    • How the audience can guide your presentation even before you show up
    • Some of your best tools are completely unique to you and your presenters
    • How preparation makes all the difference
    • Ways you (the marketer) can make them (the experts) better communicators
    • Simple ways to support your team—even if you're not in the room and no matter who is watching


    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!

    Mary Jo Mrochinski

    Marketing and Business Development, CH2M Hill Alaska

    Mary Jo Mrochinski is a marketing and business development professional for CH2M HILL Alaska. She has been coaching for presentations and other business-to-business communications for more than twelve years. In addition, she is a professional actress (as seen on CSI: Crime Scene Investigators) and an improvisational comedian who performs weekly with Scared Scriptless and Urban Yeti Improv in Anchorage, Alaska.