WAKE ME WHEN IT’S OVER! Why so many presentations suck and yours don’t have to
Includes a Live Web Event on 10/30/2025 at 2:00 PM (EDT)
Business development isn't just about relationships—it's about communication that differentiates, persuades, and wins. Yet even the most qualified A/E/C firms can struggle to convey their true value—whether in shortlist interviews, client presentations, or prospect meetings.
WAKE ME WHEN IT'S OVER! reframes communication as a daily BD discipline—equipping participants with tools to win more work through every interaction. This workshop explores why technical qualifications alone don't win projects and how BD professionals can elevate their presence and ability to connect.
Learning Outcomes:
- The 3 False Paradigms that sabotage most presentations before they even begin
- The 3 Critical Questions (3CQ) that you need to answer for every audience
- How to transform mounds of data into compelling stories that engage and persuade
- Techniques for gathering intelligence on the actual people in the room—not just company research
- Practical recovery strategies for when technology fails or presentations go sideways
Why This Is Important:
In A/E/C, technical excellence is table stakes. You can have the best portfolio and still lose if your message doesn't land. In a world where every firm claims "client focus," the ability to communicate distinctively and persuasively is how you win.
Whether presenting to selection committees, facilitating pursuit strategies, or prepping principals for interviews, how you deliver determines whether clients choose you or your competition. This workshop gives BD and marketing professionals practical tools to differentiate your firm and increase win rates—one clear message at a time.
Greg Gray
Founder and President
GGI
Greg is an internationally renowned expert on leadership, sales, relationship building, and the customer experience and his keynotes, seminars and workshops have electrified and empowered tens of thousands of people in more than 500 hundred cities across America, the Caribbean, Europe, and the Pacific Rim. Greg’s blend of humor and real world, practical ideas on leadership, service, and relationship building are receiving rave reviews from clients that run the gamut of Industries and Associations.In 1994, Greg co-authored the largest Customer Service training course in United States history. This program, entitled “Excellent Service! Handle with Care!”, was attended by more than 110,000 U.S. Postal Service employees and has become a standard video training series for all new USPS Retail employees.More recently, Greg has developed the “Renaissance Series” - a number of seminars, workshops, and keynote topics designed to deal with a variety of issues around the subjects of leadership, communication, relationship building, and the enhancing the external and internal customer experience.
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!
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- Non-member - $259
- Member - $199
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