ACEC NM Lunch and Learn - April 2025

Description

Title: Seller-Doer Business Development Best Practices and Strategies

Description: In a client-based service industry, like the architecture/engineering/construction (A/E/C) industry, business development (BD) is no longer relegated to just your BD staff or your marketing team members. In fact, over 75% of A/E/C firms report that their technical staff also have business development responsibilities, according to the Society for Marketing Professional Services (SMPS).

Learn more about how to create value for your clients, where trust becomes your currency to win more work through strategic A/E/C business development best practices. This presentation includes strategies for seller-doer time management, client development, networking with a purpose and how to create ongoing relationships in the A/E/C industry. Learn more about what to do Before, During and After, BD events like large client meetings, professional happy hours, industry-association events and conferences.

Hear from Julie Wanzer, LEED AP, author of Get Them to Care: How to Leverage LinkedInÒ to Build Your Online Presence and Become a Trusted Brand, and Owner of Business Rewritten, a marketing communication firm that specializes in the design and construction industry. As a seller-doer with 22 years of experience, Julie Wanzer can provide impactful insights about business development for A/E/C industry professionals. Her presentation includes several real-world best practices from her range of A/E/C industry clients to help others achieve their business development goals.

Learning Objectives:

• Create more value for your clients and make the best use of your time as a seller-doer
• Build trust with clients as part of your seller-doer strategy
• Best practices and situational strategies for BD events like large client meetings, professional happy hours, industry association events and conferences