2011 Webinar Series
AIA Practice Management Knowledge Community continues their free Webinar series this month:
Client Research: Debunking Myths and Maximizing ROI
Thursday, October 13, 2011
1:00-2:00 PM Eastern / 12:00-1:00 PM Central / 11:00-12:00 PM Mountain / 10:00-11:00 AM Pacific
1.25 AIA/CES credit is available for this webinar
Registration is free, but required. Go to: https://www3.gotomeeting.com/register/640332486
Reserve your seat today!
Description:
'If you don't ask, you don't get!' This truism is particularly relevant in client research. There's so much valuable information to be gathered, but few firms/individuals have the knowledge base and skills set to ask the right questions, of the right people, at the right time. In this webinar, we'll explore four types of client research: client/prospect perception studies; continuous client monitoring; project satisfation surveys/interviews; and reference validation. With an eye toward ROI maximization, we'll also address: When should firms employ each of the four tools? How can firms leverage the data yielded in real time to address problems and seize opportunities? How can firms use the data to modify their positioning and business development strategies, as well as their project delivery process?
- Participants will explore four myths about client/prospect studies and debunk these myths with the help of industry anecdotes and case studies.
- Participants will identify five key elements of a client/prospect study that should drive the questions asked as well as the applications of data gathered.
- Participants will define three strategies for leveraging the client/prospect study process in the project delivery, business development, and strategic planning process.
- Participants will learn nine tips for maximizing return-on-investment from client/prospective client research.
Presenter: Richard Friedman, President of Friedman & Partners, a marketing and management consultancy
Moderator: Scott A. Kuehn, AIA, PMKC Advisory Group
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To learn more about other PMKC activities please visit the Practice Management webpage.