This webinar will provide valuable and practical steps for implementing strategic business development processes and use case studies to illustrate the benefit these processes have and the critical link to realizing revenue. |
The uncertain economic times have forced many firms to change the way they do business. With limited resources and a more critical eye towards cost savings and efficiencies, firms are finding new ways of capturing limited project opportunities. This webinar will demonstrate, through three successful case studies, the need for implementing processes that support strategic business development with practical applications you can apply in your firm. Topics covered include:
- How firm’s entering markets they have historically no experience working in can get involved in a short amount of time.
- The roles of marketers vs. technical managers in the chase for new clients or projects.
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Understanding what keeps your client up at night…how this significant piece of information make the difference in a competitive marketplace
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How to better illustrate the benefits your firm offers (beyond stating what you do and how long you have done it)
- What is your firm's X-factor for your firm and how do you sell it?
Who would benefit from this information?
- Principals / Owners
- Marketing / Business Development Managers and staff
- Project Managers
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 Derrick Smith is one of six owners of MacKay & Sposito, Inc. a 35-year old multi-disciplinary firm in the Pacific Northwest. Derrick manages one of the firm’s branch offices while also serving on the corporate Board of Directors Executive Committee. His leadership and foresight has launched the firm’s energy business line which is now one of the top revenue sources company-wide. He maintains client relationships with key public municipalities and Port Authorities throughout Oregon and Washington as well as large master planned developers. Derrick holds a Bachelor of Science Degree in Civil and Environmental Engineering from Brigham Young University and a Masters Degree in Business Administration (MBA) from the W.P. Carey School of Business at Arizona State University. He is a licensed Professional Engineer in Washington, Oregon, and Idaho. Derrick has 10 years of design and land use planning experience working on and managing a broad range of project types.
 Lisa Schauer serves as an Associate and the firm’s Business Development Manager. She brings political expertise combined with public relations experience having worked for governmental agencies, non-profits and private companies. She holds several leadership positions on boards and within her local community including her position on ZweigWhite’s Marketing Now Advisory Board. Lisa is responsible for the firm’s planning, strategically positioning, leading and managing the marketing and business development efforts at their corporate and branch offices. She is a Certified Professional Services Marketer.
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