The Best of Business Development

About the Collection

The following 10 programs are included in The Best of Business Development Collection

Business Development in a Virtual World

Proposal Management Tune-Up

In Person or Virtual - Do This and Win the Interview

Business Development in a Post Covid World

Writing Stories Behind Buildings

Wake Up Your Writing: Tips to Avoid Tired, Overused Language

People Management During Rapid Change

New Rules of Strategic Planning

Recruitment and Retention

7 Steps to Communicate Clearly


Each 60-minute webinar in this course is approved for 1 continuing education unit (CEU) for the Certified Professional Services Marketer program. 

Key:

Complete
Failed
Available
Locked
Business Development in a Virtual World
A discussion of how Andrew reacted and pivoted during the recent circumstances, what he did that was new and different, and how these changes will be implemented and integrated going forward. This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. Learning Objectives: - How to reinvent your role and process as a business developer - How to leverage resources and industry organizations - How to create your own networking platform that leads to market sector penetration - How to leverage social media to build your presence in a new market sector Presenter: Andrew Weinberg, FSMPS, CPSM You must register to access.
Proposal Management Tune-Up
Nothing Happens Until Someone Sells Something” is still true and a key part of the business development process in the AEC industry is responding to requests for proposals. In this session, we’ll look at the state of play for proposals today, fundamentals that still matter, as well as ways to improve your responses and make the process more efficient. This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. Learning Objectives: - Take your proposals beyond compliant and make them compelling - Create proposals with empathy that are easy to evaluate - Plan for success from capture to completion - Leverage marketing technology for efficiency Presenter: Travis Wilson, CPSM You must register to access.
In Person or Virtual - Do This and Win the Interview
We must remember, regardless of the format, the purpose of the interview remains the same – TO PERSUADE THE CLIENT TO CHOOSE OUR TEAM. We will dive in and discuss how interviews have changed being virtual and discover what makes a strong persuasive message and practice formulating key messages. We will also look at the five most common needs of clients and how to make sure our message connects and resonates with the client. Virtual or In Person, these techniques will tip the scales and help your team win. This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. Learning Objectives: - Discuss how to craft a persuasive message - Understand how to make virtual interviews better - Discover the 5 most common needs of clients Presenter: Dena L. Wyatt Marketing Evolutions, Inc. You must register to access.
Writing Stories Behind Buildings
Join Susana as she shares and explores examples of inspiration and the organizing thoughts behind the designs of buildings. She'll share the stories of some recent commissions, and the multi-faceted approach in which the design of physical environments could embrace everything from nature to local communities and cultural beliefs. Where does the big idea and inspiration come from when architects start the process of place making? Where does the spark come from? What is the genesis of a building? It’s rationale, its purpose, intention and potential? What do design professionals look at? It varies, but its significance could originate from science, nature, society drivers, or the history and culture of inhabitants of the surrounding area. When the public experiences our buildings, from the inside or outside, they will go through the experience of the transformative, culturally flexible and meaningful connections among the final design and its genesis. We will review ‘Parti’ diagrams which are the early representation of the design concept, also known as “a napkin sketch” or “the big idea concept.” These diagrams represent the ability to draw a building design and program in a conceptual way - one of the most powerful things architect do. SLIDES ARE NOT AVAILABLE FOR THIS SESSION. This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. You must register to access.
Wake Up Your Writing: Tips to Avoid Tired, Overused Language
In these unprecedented and difficult times, words matter more than ever. Don’t let the uncertainty distract you from the new normal. It’s time to wake up your writing and step away from the overused and tired language of the past few months. This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. Learning Objectives: - Learn to identify overused, cliché phrases and avoid them in your written work - Improve the overall quality of your writing - Get tips for finding your brand’s “voice” and using it - Learn to write from values and with authenticity Presenter: Hinda Mitchell You must register to access.
People Management During Rapid Change
Humans are hardwired to resist change. And yet, it is happening all around us every day. So, how do you help your team when you are responding to rapid, ongoing change yourself? In this session, we will discuss how to work with our wiring, not against it, to move our lives and our businesses forward. Join us to discuss practical ways to increase your emotional intelligence and change management skills that you can apply immediately. This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. Learning Objectives: - Develop understanding of the change management process, including stages and phases of development and high-level neuroscience. - Discover the five components of emotional intelligence and how it impacts leadership skills - Understand how to leverage personal communication styles to practically improve employee engagement during change Presenter: Stephanie Polen Creator The Polen Group You must register to access.
The New Rules of Strategic Planning
In this 75 minute, interactive session, Ann will share a case story of how Messer Construction took a very different approach to Strategic Planning. She’ll share 5 New Rules for Strategic Planning, including involving your team in Strategic Planning, how to look at the market broadly, and engage with your customers as you plan; clearly defining where you will play and how you will win; and letting the financial follow, rather than lead Strategic Planning. Participants will work together to identify “what needs to be true” for these rules to apply in their own organizations. This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. Learning Objectives: - 5 Rules for strategic planning - How to look at the market broadly - Engage with your customers - Let the financial follow over leading strategic planning Presenter: Ann Thompson Co-founder & Chief Engagement Officer The Garage Group You must register to access.
Recruitment Trends for 2020/2021 - What firm leaders, marketers, and business developers need to know to win talent!
While none of these trends are surprisingly new to the recruiting landscape, they are of increased importance to our present environments. Companies will need to leverage every option they have to recruit talent. They will need to embrace and incorporate the trends into their benefits, practices and online presence. What is marketing's role in recruiting trends? In this 75-minute, interactive session, attendees will discuss the following items: Trends for Discussion: 1. Remote Work Location 2. Gender and Racial Diversity 3. Flexible Working Hours 4. Employer Branding Carol Metzner, President of The Metzner Group, is an architecture and civil engineering executive recruiter for the North American consulting marketplace for more than 30 years. Carol has conducted recruiting presentations to industry associations and has authored many human resources and recruiting articles for various trade periodicals. Her professional style has lent itself to developing long-term relationships with both clients and candidates. In 2019 and 2020 The Metzner Group was recognized by FORBES as one of "America’s Best Executive Search Firms." You can reach Carol at carol@themetznergroup.com or 240-357-0033. Her website is www.themetznergroup.com and has a wealth of insights and tactics for both A/E employers and job seekers. This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. Presenter: Carol A. Metzner President The Metzner Group Moderator: Jennifer C. Newman, FSMPS, CPSM Principal Elevate Marketing Advisors You must register to access.
7 STEPS TO COMMUNICATE CLEARLY
People love clarity. If you confuse, you lose. It’s all about surviving and thriving…. and conserving calories. If you’re like most architects, engineers or contractors, you’re fed up with spending time and money on communications that don’t work. If you knew what to do differently, you would—but you don’t, and so you feel stuck. Meanwhile, revenues are lagging. Colleagues are confused. Your bottom line isn’t budging. And worst of all, you feel discouraged. Here’s the good news: It doesn’t have to be that way. In this talk, Everest Marketing Services President, Barbara Shuck —a StoryBrand Certified Guide— will share seven simple marketing principles proven to engage colleagues and clients. You’ll walk away knowing how to capture your audience’s attention and compel them to respond. Barbara has spent her career developing communications that help clients stand out. Imagine submitting a proposal with a clear client-focused story about how your firm is the right fit for a project. Imagine a conversation with a colleague where they lean into what you’re saying. Imagine an interview that reflects your professionalism and expertise, where the decision-makers are intrigued with your story... and your score reflects their interest!! Imagine having something clever to say when someone asks you what you do for a living. With 25+ years working for design and construction firms, Barbara understand the frustration of not clearly communicating your differentiators and creating “why us” and “why not them” themes from the consultant’s side of the table. And, because of almost four decades of experience in business, you can count on her to help you communicate clearly, both in writing and verbally. Attend this must-see Acceleration Lab so you can learn 7 Steps to Communicate Clearly. Stop worrying about your communications, and get back to winning at work. This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. Presenter: Barbara D. Shuck, FSMPS, CPSM President Everest Marketing Services, LLC You must register to access.
Reinventing Business Development for the new Economy
The world of Business Development in the industry has significantly changed. We have had to adapt to this digitally focused new normal while maintaining outreach efforts. As a business developer and marketer how do you ensure you stay relevant and present without the platforms we have been so accustomed to? This program is copyright 2020 by the Society for Marketing Professional Services Build Business Conference with all rights reserved. Learning Objectives: - Utilizing your network to expand on new relationships - Utilizing digital media initiatives to stay relevant and present - How to initiate, engage and execute digitally You must register to access.