The Business Development "Secret Recipe"

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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 1300 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 verses 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!

This program is eligible for 1.5 CPSM credits and 1.5 AIA CEUs.

11:30am – 12:00pm Networking and Registration
12:00pm – 2:00pm Lunch and Program

Cost: $55 members/$65 non-members

Learn more and Register here.

View List of Registrants

Speaker Bio:

Scott D. Butcher, FSMPS, CPSM
Vice President, JDB Engineering   

Scott D.  Butcher, FSMPS, CPSM, is an accomplished speaker and author.  He serves as vice president of JDB Engineering and affiliate companies, past president of the SMPS Foundation, and Fellows Delegate to the SMPS Board of Directors.  He has given close to 200 presentations, including national, regional, and local programs and conferences of SMPS, AGC, ACEC, AIA, SDA, NCSEA, PSMJ, NFMT, ASCE and others.  The author/co-author of fifteen books including his latest, Reputation Design+Build, Scott co-chaired the writing and publishing of the SMPS Foundation book, A/E/C Business Development - The Decade Ahead and authored the new SMPS/SMPS Foundation publication, Sell. Do. Win Business.  A Report on How A/E/C Firms are Using Staff to Win More Work.  Scott has written more than three dozen articles for A/E/C publications, is a Fellow of SMPS, and holds a BS in marketing from Penn State.

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