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Friday Exchange: Proposal Process – June 1, 2018
8:00 AM to 10:00 AM
Are your proposal submissions getting your firm on the short list or winning the job?
Friday Exchange is something new for SMPS Philadelphia. There will be four sessions this year led by experts in the topic to be discussed. Attendees can submit questions or ideas related to the topic beforehand or the morning of. The hope is that a real discussion will take place and ideas will flow freely. Notes from the meeting will be distributed to all attendees.
Responding to RFQs and RFPs requires strategy, creativity and ability to present your firm’s attributes in the best light. The objective of a proposal is to convince the client that your firm is the best choice to meet their needs. If you are like many of us seeking the winning formula (or at least the best combination of variables to be considered) for preparing a proposal, join the discussion led by Kathy Kostiuk, CPSM, Director of Marketing and Business Development at GREYHAWK. SMPS Philadelphia invites you to discuss the best practices of creating proposal submissions that will get you to the shortlist interview.
Topics will include:
- Making an informed Go/No Go Decision
- Who should be involved in the proposal effort
- When does it make sense to team
- Tools for your toolbox
- Debrief whether you win or lose
Join us for this round table style, peer-to-peer exchange of wisdom, lessons learned, and best practices. Attendance will be limited to 25 and a light breakfast will be provided.
Speaker: Kathy Kostiuk, CPSM
Director of Marketing and Business Development at GREYHAWK
Kathleen Kostiuk serves as Director of Marketing and Business Development for GREYHAWK, a professional construction management and consulting firm headquarter in Mount Laurel, NJ. She is a Shareholder with the firm and has more than 30 years of experience providing marketing, business development, administrative and technical support for the construction management and claims consulting industry. Throughout her career she has been instrumental in leading marketing and business development groups, marketing planning and reporting, establishing new office locations, as well as supporting business operations on a corporate level.
Through Kathy’s leadership, GREYHAWK’s marketing efforts have become more defined and focused, thus creating more opportunities for success. Her attention to detail in both proposal preparation and presentation rehearsals have prepared GREYHAWK teams to be better positioned to win work. She mentors her colleagues to ‘be involved’ in the process. She is involved with internal and external marketing, and leads training and education sessions. She has been a presenter for SMPS as well as Lorman educational webinars.
Kathy has achieved the Certified Professional Services Marketer (CPSM) certification through the Society for Marketing Professional Services (SMPS), an organization dedicated to serving the Architecture, Engineering and Construction (AEC) industry. She is an active SMPS member and presenter, as well as former Board Member where she served as Director of Education/Certification. Kathy is also a member of Commercial Real Estate Women (CREW).
AIA Learning Objectives
- Attendees will be able to define the decision-making factors in assessing whether or not to respond to an RFP
- Attendees will learn who makes the best team members
- Attendees will learn what makes a proposal memorable
- Attendees will be able to define their firm’s strategy – advantages and discriminators
This program has been approved for 1.5 AIA CES LUs (pending) and 1.5 CPSM CEUs.
Cost: Members $15; Nonmembers $30
Attendance cap is 25 individuals. Register by 5/30/2018
Due to the limited number of attendees for this event, please remember to cancel if you can’t attend.
Special Thanks to Our Event Sponsor:
Langan | 1818 Market Street, Suite 3300, Philadelphia, PA 19103
Cancellations made two weeks prior to the event will be fully refunded, minus a 50 processing fee. 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 maybe substituted for another at no charge up until 24 hours prior to the event by emailing email@example.com.