Building Your Bottom Line through Business Development
Tuesday, November 19 | 1:00 - 5:00 p.m.
Additional Registration Required
Earn 4 PDHs, 4 hours of CPSM CEUs, and 4 AIA LEU Hours
More work and more money are top priorities for today’s firms. The emerging trend for A/E/C firms is the seller-doer concept. Firm leaders have recognized that waiting for the phone to ring to get business is not a sustainable model. Research suggests that technical professionals will have increasing responsibilities for business development (BD) over the next decade. Chances are, the skills needed to develop and win work were not taught in college. This program is designed for those who are responsible for developing, managing, and advocating for business development activities among their staff and leadership. If you are an aspiring leader in your organization and are looking to perfect your BD skills or develop a BD process at your firm, this program will help you get to the next level by maximizing opportunities with new and existing clients. Business Development is everyone’s business.
Are you responsible for developing, managing, and advocating for business development activities among your staff and leadership? Are looking to perfect your BD skills or develop a BD process at your firm? If yes, this program will help you maximize opportunities with new and existing clients.
Participants will be able to:
• Create a successful business development culture
•Balance between project management and business development activities
•Develop your role in business development—regardless of your title
•Advocate for business development practices throughout your firm
Through the research of the SMPS Foundation, the program will affirm that firms can be more successful by including technical professionals and firm leaders in business development strategies. Marketers and BD professionals may feel frustrated when they're told marketing is " their job" and that it's not the job of others in the firms. This is not the trend, and our program will help participants understand how firms changing their paradigms, which is leading to great support for the marketing and BD activities.
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About the Instructor: Gilbert S. Brindley, P.E., CPSM
Gil Brindley is Director of marketing for H2M, a New York-metro area multi-disciplined A/E firm. As director of marketing, he is responsible for all corporate marketing and communications and works hand-in-hand with the sales and business development teams. As both a marketing professional and licensed practitioner, he has a unique perspective on business development, marketing and operations. Throughout his 25-year career in the A/E/C industry, Brindley has worn many hats - owner, engineer, and contractor.
Upon graduating from the United States Military Academy at West Point with a Bachelor of Science in engineering, Brindley served five years on active duty with the Corps of Engineers in Germany, Virginia, and Oklahoma. After active duty, he began his civilian career in the Washington, DC, market working for F&R as a geotechnical engineer. Several years later, he served as a project manager on the development and construction of the Dulles Greenway, the first privately financed toll road in the United States.