Building Your Bottom Line through Business Development

SMPS is excited to introduce our new series of seller-doer educational programming. As we launch this new endeavor, we are proud to present the Seller-Doer Symposium – Building Your Bottom Line through Business Development — as a ‘pre-con’ to Build Business 2016 in Philadelphia, on Wednesday, August 10. This symposium is created specifically for technical professionals who are also responsible for bringing in work through business development activities.

This workshop is designed with the middle to senior level management staff in mind, those who are responsible for developing, managing, and advocating for these activities among their staff and leadership. Specifically, the program will cover how to bring a seller-doer culture to your firm, and how to put a process in place to motivate, measure, and acknowledge achievement.

You will hear from experienced industry executives who have evolved a business development culture, keynote speakers, and a diverse panel of technical professionals who will share how this has been accomplished at their firms. Don’t miss this important opportunity to increase your bottom line through business development.

See the Agenda.

Seller-Doer-one-page-agendasymposiumDate: Wednesday, August 10, 2016
Time: 8AM-4PM

Address: Philadelphia Marriott Downtown
1201 Market Street
Philadelphia, PA 19107

Price: $345 (With Build Business Registration)
$495 à la carte (Without Build Business Registration)

Symposium Planning Advisors

Chair, Symposium Facilitator
Andrew J. Weinberg, FSMPS, CPSM

Regional Business Development Manager
Simpson Gumpertz & Heger

Planning Advisors
Gilbert S. Brindley, P.E., CPSM

Director, NYC Regional Office
H2M architects + engineers

Wally Hise, P.E
Vice President

This “pre-con” registration is offered separately from Build Business and includes the opening keynote, Ben Cashnocha, as well as attendance at the event’s opening reception.

REGISTRATION IS NOW CLOSED (this event is sold out).


Symposium Outline
Opening Remarks and Keynote
Wally Hise, P.E., Vice President, HDR Inc.

Creating a Business Development Culture
Karen O. Courtney, AIA, FSMPS, CPSM, Chief Marketing Officer, Fanning Howey

– What does it look like, feel like?
– What’s the common denominator?
– What does organizational accountabilty look like?

Roundtable Discussion—Hurdles and Solutions

– Concept—involves all employees/all communications
– Developing a personal brand/thought leadership
– Different roles and expectations
– Motivation, measurement, acknowledgement/reward
– Challenge—balance between project management and business development activities
– How to make the best use of your allocated business development time

The Business Development Leader/ Leadership Segment
Jason Heroux, P.E., Vice President of Business Development, Simpson Gumpertz & Heger Inc.
Kirsten Sibilia, Assoc. AIA, LEED, Principal, Dattner Architects

Your Role in Advocating Business Development
– Everyone’s job
– What do I look for in individuals (behavior, attributes)?
– Motivation
– Your role in leading business development effort—regardless of your title

Gilbert S. Brindley, P.E., CPSM, Director, NYC Regional Office, H2M architects + engineers

Putting a Formal Business Development System/Process in Place
Lyle White, Vice President of Business Development, Black & Veatch

Roundtable Discussions
– Examples of project and business development utilization breakdown
– Implementing proactive client engagement
– Bringing today’s concepts back to your firm (selling up and selling down)
– Review, reinforce, reward

Panel Discussion/Q & A
Angela M. Clark, RHSP, SVP, Director of Client Development, HDR
Vincent J. D’Ambrosio, Senior Vice President, Hill International
Mike Wagner, Chief Marketing Officer, Alan Plummer Associates

Closing Remarks

Build Business Opening Note, The Start-Up of You:
Transform Your Work and Career with Entrepreneurial Thinking
Ben Casnocha (included with symposium registration)

Build Business Welcome Reception (included with symposium registration)

*Program is eligible for 7.25 CEUs, AIA LUs, and PDHs.