SMPS Workshop - Succeeding in the New Economy: Creating a High-Performing Marketing & BD Organization

One of the biggest challenges professional services firms face is creating a marketing and business development (BD) culture and attendant structure that positions the firm for future growth and prosperity—one that maximizes the potential of its staff and minimizes low-ROI activities and investments. This workshop will explore several key related topics, including:

• The various types of BD cultures that exist in professional service firms.
• The business case for organizing marketing and BD along client sectors, what makes a successful client sector leader, and pitfalls to avoid.
• The Seller-Doer culture: maximizing its efficacy and best practices.
• Full-time sales people: hiring, their role, how to maximize collaboration
• Elevate marketing: migrating from transactional to strategic thought leadership.

At this workshop, you will:

• Learn to determine the effectiveness of your firm’s marketing/BD structure and culture.
• Build the business case for organizing marketing and BD along client sectors.
• Identify requisite skills and responsibilities for a Client Sector Leader.
• Learn 5 pitfalls to avoid in the marketing/BD planning process.
• Identify strategies for effectively utilizing full-time sales professionals.
• Discover how to position your firm more effectively and maximize ROI.

Speaker: Rich Friedman - President, Friedman & Partners

Rich Friedman is President of Friedman & Partners (www.friedmanpartners.com), a marketing and management consulting firm serving the U.S. and Canadian A/E/C and environmental consulting industries. Rich has worked in and consulted to these industries for 20 years— first as an environmental consultant and business developer for Stone & Webster Engineering, and later as a Partner for ZweigWhite. Rich has worked with firms of all different sizes, including numerous ENR 500 organizations.

THE DISCOUNTED PRICE ENDS AFTER MONDAY, MAY 6!!

PLEASE NOTE AGENDA - 1:30 - 2:00 Registration and check in; 2:00 - 5:00 Program

A happy hour will follow, 5:30-7:30, location TBD.

When: Tuesday, May 14, 2013 1:30 PM - 5:00 PM
Where: Norris Conference Center - Live Oak Room
2525 West Anderson Lane, Suite 365, Austin, Texas 78757
Attire: Business Attire
Event Registration Fee:
Member:  $99.00 for a limited time ( $129.00 original price)
Non-Member:  $149.00 for a limited time ( $179.00 original price)

RSVP Monday, May 13, 2013