Business development activities take practice, finesse, savvy, preparation, and good communication skills. As business developers, or any of us in client-facing roles, we are presented with numerous opportunities and scenarios for establishing or developing relationships with clients and prospects. There are also many different styles of approaches and communication. While some are very effective, others result in challenges or not achieving the right results. Preparation is key. Practice is essential. This interactive session will examine three common scenarios and dissect their components. Situations will be acted out LIVE in front of the audience, followed by input and Q&A from the audience, and on-the-spot feedback from the client. Attendees will discover what works and what doesn’t, how to get the desired information, and how to further your relationship goals.Schedule:
Andrew Weinberg, FSMPS, CPSM, has served in a marketing or business development capacity in the AEC industry for over 20 years. He recently joined Whitestone Associates, Inc. as Director of Business Development, where he will help build a firm-wide concerted business development acumen and process, and together with the leadership team develop a strategic plan and marketing plan furthering future growth and value for their clients. Andrew will be covering the northeast region, Northern Virginia through Maine, working with their five offices to build awareness and value with all constituents.Andrew is active with SMPS since 1998, recognized as a Fellow in 2013, and is a Certified Professional Services Marketer (CPSM) since 2005. He currently serves as Chapter Champion for the NY Chapter, and participates in its Mentor Program and Chapter Advisory Council. Andrew also serves as Chair for the annual Seller-Doer Symposium at Build Business, the SMPS national conference.
Throughout her career, Kayla McCause, CPSM, has served in a variety of leadership positions where she has been able to pave the way with creative marketing and business development strategies, implementation, and coaching. Chosen for roles that include developing quality internal and external marketing campaigns, she has earned a reputation as a planning and execution expert with an undeniable penchant for the details.Kayla has been an active member of SMPS since 2014, earning her CPSM credentials in 2017. Most recently, she served on the programs committee for the 2018 SMPS Northeast Regional Conference, and was elected as Director-at-Large on the SMPS Philadelphia chapter's Board of Directors. Additionally, she holds a Master's degree in Marketing-Communications from Temple University.
Scott Stelzer, PE, is an Enterprise Account Manager (Federal Government) at Trimble Buildings (SketchUp and Sefaira). Scott has been advising architects, engineers, and contractors on how to apply digital technology to their practices since 2000. As a licensed civil engineer and former CAD manager, he understands design and how the proper tools can help the process. Prior to joining Trimble, Scott advocated for Building Information Modeling (BIM) and helped his clients to adopt and optimize the BIM process. An active member of the AEC community, Scott is the former Director of Sponsorship of the New York City chapter of the Society for Marketing Professional Services. He's a graduate of Chicago's Second City Improv Program.
Gil Brindley is a Director with UHPC Solutions, a specialty concrete contractor focused on Ultra High Performance Concrete for bridge rehabilitation projects. In his role, he works as seller-doer – developing new business and managing operations. As both a certified professional services marketer and a licensed engineer, he has a unique perspective on business development, marketing and operations.Throughout his 33-year career in the AEC industry, Mr. Brindley has worn hats of the owner, engineer and contractor. His journey from operations into marketing and business development began as a project director working for national contractor in Pittsburgh. That journey included acquisitions, strategic planning, communications, and new office start-ups. With a B.S. from the United States Military Academy and an MBA from Case Western Reserve University in Cleveland, Gil brings 16 years of SMPS experience at the chapter, regional and national level. Mr. Brindley has been an SMPS member since 2002, belonging to four different chapters, serving as President, Membership Chair and National Business Development Institute Chair. A long-time member of the BDI faculty, he has been teaching the Basics of Business Development and Managing a Business Development Team classes since 2009.
When Sarah was a child, her mother kept telling her she should be a detective as she was always observing everything around her and describing it back in great detail. This curiosity, combined with a passion for design, has led to a career of seeking out ways to improve the business pursuit processes for the firms with which she works.With over 15 years’ experience in the AEC industry, Sarah recently launched Hoffhaus Creative LLC which provides brand, marketing, and communications consulting for professional services firms. Finding inspiration in helping others grow professionally, Sarah is part of the SMPS-NY Chapter Advisory Council and mentor program, a judge for the Society’s Striving for Excellence and Marketing Communication Awards, and a speaker at SMPS regional conferences. She is also a past SMPS-NY chapter president.