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Principal’s Forum: The Business Development “Secret Recipe” – September 28, 2016
8:00AM – 10:30AM
In 2015, The Society for Marketing Professional Services and SMPS Foundation embarked on a major joint research initiative to look into how A/E/C firms are handling business development.
Working with several partner organizations, including the American Institute of Architects, Associated General Contractors, and the National Council of Structural Engineering Associations, researchers surveyed more than 1,300 business developers, seller-doers, principals, and marketing directors to conduct a deep dive into the art and science of business development. Who is responsible for BD? How many firms are using seller-doers versus dedicated business developers? How do these positions coexist in firms that have both? What are the primary responsibilities? What skills are lacking?
In addition to the extensive quantitative research, the project entailed qualitative research with business developers and seller-doers as well, adding another layer of depth and insight while complementing the SMPS Foundation’s previous research, which was compiled in the landmark book A/E/C Business Development – The Decade Ahead. The result is the most comprehensive look at design and construction BD ever conducted, focusing on the “who” and painting a very interesting picture of both the present and future of business development. Roles are changing, and will continue to change as firms evolve and become more sophisticated. So what’s the ideal make-up of BD in your firm? Attend this session, where the secret recipe will be revealed!
Credits: 1.5 CPSM; 1.5 AIA
Cost: $55 members, $65 non-members
Hotel Sofitel Philadelphia | 120 S. 17th Street, Philadelphia, PA
Cancellations made by 12:00 a.m. three business days prior to the event will be fully refunded. Due to SMPS Philadelphia’s commitment with meeting facilities for food and beverage quantities, all cancellations after that time and no-shows will be ineligible for a refund.