Best Practices in Business Development

10-18-2012 11:08

INTRODUCTION AIA Practice Management Knowledge Community continues a free Webinar series this month with an in-depth look at the dreaded five letter word--SALES. This webinar will explore Business Development Planning and best practices for measuring your firm’s success and will include results from a survey conducted during registration for this event. DESCRIPTION: The fiscal year is almost over and as firms begin to set their sights on the New Year, we must ask ourselves, “What is our business development (sales) plan?” With time being short and money being shorter, the new fiscal year brings with it both challenges and opportunities. The economy continues to pose challenges for many firms, but new emerging markets, new funding mechanisms and changes in policies also represent new opportunities! This session is designed to examine: 1) The need for Business Development Planning; 2) Best practices in strategic / business development planning; 3) Responding to what has changed from a buyer perspective, and 4) Metrics used to assess your effectiveness. LEARNING OBJECTIVES Attendees will be able to 1. Understand the value of business development planning. 2. How your business development plan supports your firm’s business objectives 3. Articulate the return on investment in developing a sales culture 4. Learn what other participants are doing (or not doing) and the BD challenges they face Presenter: Karen Compton, Principal, A3K Consulting Moderator: Scott Kuehn, AIA, PMKC Advisory Group Member

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AIA PMKC Questions and Answers Log.pdf   551K   1 version
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Business Dev Handout.pdf   2.24MB   1 version
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