Each day, architects work to solve problems for clients in countless ways. We are highly trained, skilled and knowledgeable, yet we often lack the training and skills to communicate effectively – especially when it comes to business development. You didn’t get into this field to sell, but there’s no way around it. Fundamentally, in order to do the job, you first need to get the work. That means knowing how to find opportunities, build relationships, and communicate your value with passion. It means being able to think in the moment, find the right words, and connect meaningfully with prospects and clients so that they like you, trust you, and want to work with you. In this engaging 2-part workshop, Dean Hyers and Pete Machalek, authors of Winning AEC Interviews, share their 15+ years of expertise coaching designers, construction professionals, and engineers to over $4 billion worth of new business.
What have architectural firms found valuable?
Michael Fischer, AIA, Minneapolis Office Leader, LHB
“I have always been impressed with Pete and Dean and their ability to translate the art of storytelling into business development skills. We have hired them on occasion to coach our teams before important interviews, where confidently telling a story was the key to success. These are important skills not just for our jobs, but for our lives.”
Peter Smith, FAIA, President & CEO, BWBR
“BWBR has used SagePresence many times over the years. They are skilled at helping you craft the message and tell your story. We have used them to help prepare for interviews and to help individuals hone their skills in storytelling. We continue to return to them again and again and would recommend them to anyone wrestling with finding their voice.”
Agenda (Join us for either session or for both)
8:00 a.m. to 9:00 a.m. Registration for morning session/Continental Breakfast
9:00 a.m. to 12:00 p.m. Business Development session (3 LU)
– A breakthrough understanding of how to network and build professional relationships
– A new level of comfort with leading productive conversations
– An understanding of how to communicate the value of your firm
– Strategies to land new clients and new opportunities
11:30 a.m. to 1:00 p.m. Registration for afternoon session/Buffet Luncheon
1:00 p.m. to 4:00 p.m. Winning Interviews session (3 LU)
– An understanding of how to strategize interviews
– An elevated ability to connect meaningfully with selection committees
– An understanding of how to speak clearly, concisely, and compellingly to decision-makers
– Approaches that bring your strategy to life
Business Development session only (Includes continental breakfast and session)
AIA member $150
Winning Interviews session only (Includes buffet lunch and session)
AIA member $150
Attend both and save!
(Includes continental breakfast, Business Development session, buffet lunch and Winning Interviews session)
AIA member $275
February 6, 2019
8:00 AM – 4:00 PM
1211 W. 22nd St.
First Floor, Training Room
Oak Brook, IL 60523