Announcing the Win More Work Breakout Sessions!
Posted by Marta Dabrowski on Aug. 10, 2022 / SMPS CT, Events / Subscribe 0
SMPS Connecticut is excited to announce the Win More Work Breakout Sessions - Research and Planning - Setting the Stage for Success with Shannon Koop; and Ask, Listen, Respond - Skills for Successful Business Development with Kayla McCause, MS, CPSM!
Research and Planning - Setting the Stage for Success | Shannon Koop, Senior Market Researcher at GEI Consultants
Living in a data driven world should, in theory, help us make better decisions but the vast amounts of information available make figuring out what’s relevant and accurate a challenge. We no-go opportunities because we don’t have the time or resources to get valuable research. We rely on instinct alone to advance a pursuit or initiative. Both scenarios are valid and sometimes the best we can do. But in both scenarios more information would have resulted in a better decision. The truth is we need to leverage both to make better decisions. If we can turn insights into actionable questions, we can increase the quality of our competitive proposals, strategic client pursuits, and sustainable business growth. Over time, we stop thinking about research as a product and start thinking about it as questions. Finding balance between the two and thinking about research as a mindset, not a product, can transform the way we do business and operate as firms.
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Identify the types of key market research available to AEC and how it can be incorporated into a marketers’ daily activities.
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How to get to the root of technical or strategic marketing requests, making the research process more efficient and valuable.
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Identify research partners in your firm.
Shannon Koop is a Senior Market Researcher at GEI Consultants. She partners with firm leadership to implement a market research program that informs and directs growth initiatives across the company. She conducts a variety of objective research activities, working closely with internal and external professionals to gain insight into the AEC market from local, regional, and nation-wide perspectives. She developed GEI’s market research program and can speak first-hand to successes and challenges experienced along the way.
Ask, Listen, Respond - Skills for Successful Business Development | Kayla McCause, MS, CPSM, Marketing Strategist at Dragonfly AEC Consulting
Business Development is a critical component for firms looking for ways to grow and thrive in an increasingly competitive environment. However, the skills necessary to effectively DO business development don’t always come naturally, nor are they skills taught in most higher education programs. So, we are often left “winging it” or even feeling like we are “faking it until we make it.” How do I effectively listen and engage with my target client? What is the most appropriate way to respond to their needs? In this interactive workshop session, we will discuss common pitfalls of business development and ways to overcome them as well as explore and practice new sets of skills to use immediately in business development efforts.
Learner Objectives:
• Identify common pitfalls of business development
• Apply active listening skills in conversations
• Identify and understand when and how to use various types of questions to uncover client needs
• Engage in thoughtful and appropriate response(s) to clients' needs
A well-respected leader in the AEC industry, Kayla has held a variety of leadership positions specializing in developing and executing creative marketing and targeted business development strategies, implementation, and coaching. A passionate relationship builder, she believes any successful strategy starts from within and works with clients to develop internal processes, build consensus, and coach technical staff. In her current role as a Marketing Strategist, Kayla works with design and construction firms through a wide range of services including strategic planning, market research, situational analysis, branding/ messaging, and target pursuit strategies and implementation. Kayla has been an active member of SMPS since 2014, earning her CPSM credentials in 2017. Additionally, she holds a master’s degree in Marketing-Communications from Temple University.
Register for Win More Work today! Early bird discount available until 8/17.
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