Converting Doers to Sellers (BD for Technical Staff) – October 3, 2017
5:00 PM – 7:30 PM
Much like how Autobots change from a car or truck into a robotic fighting machine, we all wish our technical staff could convert from a doer to a seller with a single word.
That’s not the case, but there are some parallels to be drawn here. Autobots can combine together to become more than they are separate (leveraging your technical and business development staff relationships and experience to build your business). Technical professionals have the ability to become a hero by transforming, from a doer to a seller and bringing in a big win for their firm.
Technical professionals are increasingly being asked to do more to help build their company’s business. Terms like seller-doer, doer-seller and technical sales have been around for a long time. But what does it really take to turn your technical staff doer into business developer seller that can build relationships, extend market awareness and get new work for your organization.
During this 2-hour interactive program will address business development culture and process with a focus on the seller-doers that will be leading the efforts. This practical, solutions oriented program will leave you with a full plate of ideas and proven steps that can you help you and your technical staff transform.
AIA Learning Objectives
- Gain an understanding of the differences and overlap between marketing, business development and selling; Understand what a successful sales process looks like
- Learn how firms develop a business development culture and what practical steps your firm can put in place to build a BD culture
- Understand the role of the Project Manager in developing business for the firm and how to balance that effort with their project duties
- Discover how to uncover client expectations to define and understand them
Speaker: Gilbert S. Brindley, P.E., CPSM
Director, New York City Regional Office
H2M architects + engineers
Gil Brindley is Director of the New York City Regional Office for H2M, a NY metro area multi-disciplined AE firm. As both a marketing professional and license practitioner, he has a unique perspective on business development, marketing and operations.
Throughout his 30-year career in the AEC industry, Mr. Brindley has worn hats of the owner, engineer and contractor. His journey from operations into marketing and business development began as a project director working for national contractor in Pittsburgh. That journey included acquisitions, strategic planning, communications, and new office start-ups.
With a B.S. from the United States Military Academy and an MBA from Case Western Reserve University in Cleveland, Gil brings 16 years of SMPS experience at the chapter, regional and national level. Mr. Brindley has been an SMPS member since 2000, belonging to four different chapters, serving as President, Membership Chair and National Business Development Institute Chair. A long-time member of the BDI faculty, he has been teaching the Basics of Business Development and Managing a Business Development Team classes since 2009.
Cost: Members $35; Nonmembers $55
AIA Center for Architecture | 1218 Arch Street, Philadelphia, PA 19107
Cancellations made two weeks prior to the event will be fully refunded. Due to SMPS Philadelphia’s commitment with vendors, all cancellations after that time and no-shows will be ineligible for a refund, though a registrant may substitute for another event at no charge up until 5 days prior to the event.