Business Development: Best Practices for the A/E/C Marketplace could be the answer to your BD prayers. This interactive, one-day seminar will help you to overcome the specific business development challenges preventing you and your firm from expanding your market share and building your business.

The program is led by practitioners with over 50 years of combined industry experience and records of winning work for their firms: Thomas D. Boogher, CPSM, Executive Vice President, Marketing, Sales, and Performance Support for PSI, and Alfred K. Potter II, FSMPS, Senior Vice President, Sales and Marketing for Gilbane Building Company.

Boogher and Potter will present skills and methodologies for developing and maintaining a successful business development program. This highly interactive and fast-paced workshop will help you to:

• evaluate the effectiveness of your current sales efforts
• strengthen your firm’s business development strategy
• role play effective BD solutions in difficult situations.

Upcoming dates and locations include:

March 15—Houston, TX
March 16—Kansas City, MO
April 19—Baltimore, MD
April 20—New York, NY
August 10—New Orleans, LA

Participants will earn 6.5 CPSM CEUs and 6.5 AIA LU hours and take the following resources back to their offices:

• 100-page business development workbook
• Sales Effectiveness Audit
• Pre-Call Planning Checklist
• action items to implement immediately.

The registration fee is $295 for SMPS members and $395 for nonmembers. The fee includes the BDI workbook, continental breakfast, lunch, and coffee breaks.

Visit www.smps.org/interestgroups/bdi.htm for a detailed agenda and registration information.

Looking for regular insights and tips to improve your BD skills?
Check out "The Seller," an SMPS News exclusive column authored by Tom Boogher, CPSM, and Richard Cilley, CPSM. Past columns can be accessed 24/7/365 at www.smps.org/interestgroups/bdi.htm#seller.