The primary objective of this interactive workshop is to help participants implement a “proactive” business development model where firms pursue client relationships first, work second. This workshop will give participants the tools necessary to implement a plan for developing new clients and deepening relationships with existing clients. Participants will learn how to schedule and execute business development meetings with measurable outcomes. Participants will learn how to uncover a client’s pains and fears through an effective questioning process model, and will learn how to provide tangible solutions to clients’ needs. Participants will practice developing client meeting agendas and delivering opening statements. They will generate a series of topics to address the “What’s In It For Me (WIIFM)” syndrome that inhibits the sales process. Participants will develop a new client penetration plan they can successfully implement at their firms.

List of Takeaways/Action Items that Attendees can put into place at their companies ASAP:
1. Participants will develop a Client Relationship Development Matrix tailored to their industry
2. Participants will learn the Questioning Process Model for sales conversations
3. Participants will generate a list of Discussion Topics for Client Development Initiatives
4. Participants will learn a format for conducting effective sales meetings with clients

SPEAKER

Cynthia Brown has 30+ years of experience in business-to-business and business-to-consumer marketing and sales. She worked for several consumer products companies prior to joining the AEC industry in 2005. She has held business development positions for three national architecture firms, and a super-regional construction firm. Currently, Cynthia is the director of marketing and business development for a mid-sized, Houston-based architecture firm.

Cynthia was trained as a professional speaker in high school, and was a member of Toastmasters International. She has delivered business development presentations at national, regional and local SMPS conferences and events.

She and husband Steve have been married 31 years and enjoy traveling, drinking wine, and playing golf.

Please rsvp by 11/13 at 5 pm. Prepayment required. Walkins will be accepted depending on availability of space, however, due to off site catering no lunch can be guaranteed. No fault cancellation 48 hours in advance via email to [email protected].  Payment is required at the time of walkin registration. Event questions to [email protected].