SMPS is excited to present again this year, seller-doer educational programming. We are proud to present the Seller-Doer Symposium – Building Your Bottom Line through Business Development — as a ‘pre-con’ to Build Business 2017 in Indianapolis, on Wednesday, July 12. 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.
Date: Wednesday, July 12, 2017
Address: JW Marriott Indianapolis
10 S West Street
Indianapolis, IN 46204
Symposium Planning Advisors
Chair, Symposium Facilitator
Andrew J. Weinberg, FSMPS, CPSM
Regional Business Development Manager
Simpson Gumpertz & Heger
Gilbert S. Brindley, P.E., CPSM
Director, NYC Regional Office
H2M architects + engineers
Wally Hise, P.E
Paula Ryan, FSMPS, CPSM
Director of Marketing
Jezerinac Geers & Associates, Inc.
This “pre-con” registration is offered separately from Build Business and includes the opening ceremony and program, as well as attendance at the event’s opening reception.
BUILDING YOUR BOTTOM LINE THROUGH BUSINESS DEVELOPMENT
Opening Remarks and Keynote
Creating a Business Development Culture
– 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
Your Role in Advocating Business Development
– Everyone’s job
– What do I look for in individuals (behavior, attributes)?
– Your role in leading business development effort—regardless of your title
Putting a Formal Business Development System/Process in Place
– 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
Build Business MAIN STAGE Opening Ceremony
Build Business Welcome Reception (included with symposium registration)
*Program is eligible for 7.25 CEUs, AIA LUs, and PDHs.