Critical Business Development Strategies for Ambitious Technical Professionals
Name:Critical Business Development Strategies for Ambitious Technical Professionals
Date:October 23, 2018
Time:8:00 AM - 12:00 PM PDT
Registration:Sorry, public registration for this event has been closed.
To win work in today’s competitive market, being a great engineer is not enough.
Ambitious engineers and other technical professionals who want to go above and beyond must show how they can solve problems in business development conversations, teaming discussions with potential partners, and project interviews.
In the Critical Business Development Strategies for Ambitious Technical Professionalshalf-day program, you’ll learn the skills that are critical to expressing your inner genius effectively. Building on the popular Marketing Engineer workshop presented at ACEC for 11 years, the program will enable engineers, architects, and contractors to navigate and succeed in these often-uncomfortable situations by being problem solvers, not salespeople. The skills can be used in situations such as:
Business development conversations with clients and potential clients
Partnering discussions for design-build and other teaming projects
Answering questions as a team in project interviews
Networking situations in which you must make a powerful first impression quickly
Coaching that leaders provide to their staff to communicate effectively
Moving a social media contact from an online connection to a business relationship
Navigating differences in how younger professionals and seasoned professionals connect
Critical Business Development Strategies for Ambitious Technical Professionalsis ideal for engineers and other technical professionals who want to become seller-doers, project managers who are strong technically but need to improve their communication skills, and marketing professionals or leaders who coach team members.
The program will include examples of what to say and do based on participant examples, JTG’s extensive business development and project interview training programs, and selection panel research. Participants will complete a short online survey after registering to ensure the content addresses their needs.
Critical Business Development Strategies for Ambitious Technical Professionalsis interactive, with useful handouts and ideas to implement immediately. During the session, you will have the opportunity to practice the techniques and develop your own plan for using the skills in your most important situations.
Speaker Information Karen Johnston, JTG founder, strategist, and facilitator, has been customizing skill-based training in business development and presentation skills for technical professionals for over 30 years. She understands the impact of business development on winning and acquiring work—and the mind-set of those who “sell” their time and expertise. Karen presented The Marketing Engineer at ACEC for 11 years and has spoken at numerous other A/E/C organizations.
Scott Johnston, JTG principal, strategist, and facilitator, leads the Johnston Training Group programs that enable technical professionals to present powerfully, write purposefully, and facilitate seamlessly. He has helped A/E/C firms at every stage of the process differentiate themselves and win more work—from early proposal creation to the final project interview. Scott has spoken at the Society for Marketing Professional Services, ACEC, and American Institute of Architects events.