About | Tickets & Registration | Summit Details | Sponsors | COVID-19

About: 

Busy people don’t have time to waste on bad conferences. And let’s face it – you’re busy! Busy designing concepts, visiting project sites, meeting with clients and pushing your firm to the next level. In alignment with SMPS Connecticut’s mission to advocate for, educate and connect leaders in the building industry, back by popular demand, we are pleased to present the Win More Work Summit: a one-day summit featuring A/E/C thought leaders delivering critical content to position your firm to win more work. Polish your marketing and business development skills and engage with our panels. Conclude the day by networking with attendees and panelists at a cash bar happy hour to enrich your conference experience.

The best part of the Win More Work Summit is that we’re empowering you to design your day and maximize the return on your investment by choosing between the business development or marketing focused learning sessions!

This high-value conference is applicable to anyone in the A/E/C space. Architects, engineers, landscape architects, environmental scientists, construction managers, owners' representatives, specialty contractors, business developers and marketers – that means YOU. Let your business development strategy take flight in 2022. Sign up today!

Location: New Haven Lawn Club, 193 Whitney Ave, New Haven, CT

Event Details:

Tickets and Registration: 

Regular (8/24 -9/23/2022)
SMPS CT Member: $210
Non-Member: $250
Collaborating Industry Association Sponsor: $210

Late (9/24 – 9/28/2022)
SMPS CT Member: $220
Non-Member: $260
Collaborating Industry Association Sponsor: $220

Refunds are not available for this program. In the event that you are unable to attend, registrations can be transferred before September 25th. No shows are responsible for payment in full.

Summit Details:

The people you meet will change your life like nothing else. Networking is how you meet those people! Which is terrible, because you hate networking, you think you're bad at networking and you certainly don’t have time to network.

Right?
Wrong. 100% wrong.

Business executives in all industries worldwide, overwhelmingly agree that strong and effective relationships (the kind you build while networking) are essential to personal and business success, yet only 24% of companies have a plan to foster and manage relationships. That’s crazy! Building relationships will automatically put you ahead of 76% percent of your competition.

Julie is a sought after speaker, networking expert, business strategist, Author of This Sh!t Works: A No-Nonsense Guide to Networking Your Way to More Friends, More Adventures, and More Success, as well as the host of the This Sh!t Works podcast. As a child of the 80’s she wanted desperately to grow up to be part of GLOW, The Gorgeous Ladies of Wrestling! As you can see that dream was never realized. With the energy that she would have brought to the squared circle she now helps countless people transform their careers through networking, thought leadership, personal branding and self advocacy. Julie’s advice and tips strike the perfect balance of humor and expertise gained from more than 20 years of networking experience. Julie shows you that at any stage of your career you can unapologetically be who you are authentically and still be WILDLY successful.

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.

1. Identify the types of key market research available to AEC and how it can be incorporated into a marketers’ daily activities.
2. How to get to the root of technical or strategic marketing requests, making the research process more efficient and valuable.
3. 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.

Creating a Winning Culture Panel 

Join an A/E/C industry panel  as they discuss best practices of working with a multigenerational team; diversity, equity, and inclusion; and driving engagement within your company.

Moderator:

With more than 25 years of experience in the AEC industry, Maria directs the marketing, business development, and communications efforts for BVH Integrated Services, a Salas O’Brien company. She has been a member of SMPS since 1995, serving as a Regional Conference Chairperson, Chapter President, and Chapter Board Advisor. Passionate about mentoring, she also currently co-chairs the SMPS Mentorship Cohort Committee and serves as President of the ACE Mentor Program of Connecticut. Inducted as a Fellow by SMPS in 2016, Maria also received a Lifetime Achievement Award by SMPS Connecticut in 2020. She recognizes the tremendous impact mentors have had on her career, and she is committed to giving back to other professionals as a mentor and chapter advisor

Panelists: 

Kent Schwendy, President | CEO, CIL 
Kent Schwendy wants to live in a world where everyone has choices, where the half-million bees he keeps never sting, and where The  Elements of Style are always utilized.  As the President/CEO of CIL, a nonprofit real estate development  company, Kent has over 27 years of experience providing his teammates  the resources they need to succeed, while also tearing down obstacles  that block the path to success. He is a recovering Professional Engineer, a LEED Accredited Professional, Congress for the New Urbanism  Accredited, and a Certified Construction Specifier. Kent believes the key to success is finding, attracting, and keeping good team members. He provides an understanding of the strategic direction of CIL, so every teammate can make tactical decisions that move us forward. Kent holds a Bachelor of Science in Civil Engineering from Rensselaer Polytechnic Institute. Prior to joining CIL, Kent was a partner and senior vice president at a large engineering firm. He served as a Captain in the U.S. Air Force and deployed as an Airbase Combat  Engineer in support of operations “Desert Storm,” "Southern Watch,” and "Vigilant Warrior.” When he is not leading teams, you can find Kent in his shop woodworking, hiking in a quiet, wooded area with ponds and streams, or spending time with his family.

Sharmistha Ghosh, LEED AP, PMP | National Director of Project Controls, WSP USA Inc. 
Sharmistha Ghosh is the National Director of Project Controls for WSP and co-leads the WSP Inclusion & Diversity efforts in the Northeast Region. She has accumulated many years of managerial experience, having managed groups of project controls professionals in day-to-day mega-project environments. Within WSP, she provides leadership for planning, cost control, measurement and reporting, and direction and guidance for the resolution of project control and project management issues. Prior to joining WSP in the Transportation & Infrastructure industry, Sharmistha worked in Commercial Properties & Buildings within a global engineering services firm, leading Project Controls Management teams for large university and school programs. During her career, she has been assigned to numerous projects in the transportation, rail, commercial, and education industries. She is a certified Project Management Professional (PMP), and continues to be a strong advocate of early implementation of project management and controls for successful project delivery. In addition, to her role on WSP’s Inclusion & Diversity Council, Sharmistha is actively involved with Inclusion & Diversity initiatives in the industry and she is also the Program Committee Chair for Conference of Minority Transportation Officials (COMTO) – Connecticut Chapter.

Laura Pirie, AIA, LFA, NOMA | Principal, Pirie Associates 
Laura is the founder of Pirie Associates Architects in New Haven CT, a multi-disciplinary design firm that includes placemaking, community and client engagement, interiors, architecture, and landscape. Her award-winning practice is known for its high degree of craft, comprehensive attention to health and well-being, and timeless design solutions that evoke a spiritual-like connection to materials and place. Laura teaches at the graduate level of the Yale School of Architecture, serves as Vice Chair of Board of CT Main Street Center, and has actively served the CT AIA for the past 10 years, first as co-chair of what was the Design Committee and now as the co-chair of the Design Knowledge Community.

Beth Dupont | Chief Human Resources and EEO Officer, O&G Industries, Inc. 
Beth joined O&G in 2018 after serving 5 years as Chief of Staff at Club Quarters Hotels/Masterworks Development Corporation based in Stamford and NYC. Beth’s previous positions included serving as Director, Organizational Services for the Connecticut Hospital Association. Beth has served on the boards of directors for several organizations, including the Department of Correction’s Industry Re-Entry Advisory Board and Wallingford Hawks Youth Hockey, and most recently, the Northwest Regional Workforce Investment Board, Career Resources based in Bridgeport, and Prime Time House. Beth earned her Bachelor of Arts degree from the University of Connecticut. She also has a master's degree in labor relations from the University of New Haven. Beth has two sons and lives in Cheshire with her husband Dan and her dog Bruin.

Daniel D. Titus | Chief Executive Officer, HRP Associates, Inc.
Dan Titus has over 25 years of experience in the business of environmental consulting. At HRP, he has held the positions of Hydrogeologist, Project Manager, Regional Manager, Vice President, Executive Vice President for Strategic Development and is now HRPs Chief Executive Officer.  Dan has been accountable for operational general management, financial performance, business development and has been directly responsible for regional office startups and capture of some of HRPs largest clients and projects. In the CEO role, Dan is leading redevelopment of HRPs core business strategy, organizing the company and its layered practice model to foster revenue and geographic growth for HRP and its shareholders, and steadfastly serving HRPs deeply unique and vibrant culture.

Diversified Client Panel 

Join us for a diversified client panel as they discuss current and upcoming opportunities in Connecticut and ways to position your firm to win more work.

Moderator: 

Julia Su. Jack | Architect, City of Hartford 
Julia Su. Jack graduated with her Bachelor of Architecture from Howard University  decades ago and her career started out traditionally as she went straight to work in an  architectural firm. But the tide would turn after she took a leave of absence from work  to focus on her growing family. When she returned to her career, circumstances would  take her through many different professional roles in a variety of sectors across the  Architecture, Engineering and Construction (AEC) industry. She worked in architecture,  interior design, pre-construction management, non-profit construction employment  management, project controls in the transportation sector, and more, finally landing as  an Architect for Connecticut’s Capital City. She would claim that her most empowering professional experience was in her work at  Capital Workforce Partners, in collaboration with Habitat for Humanity, where she  endeavored to engage young men and women in the fields of construction. With such a  growing, yet still small, pool of female constructors she felt immeasurably passionate  about her work there.  Julia’s most transformational personal experience came because of her facing down her  50th birthday, when she struggled to find her purpose and to know herself. That period  of self-discovery propelled her to earn her Architecture License -AND- to create the  F50Woman movement; a movement created to Bring Together a Diverse Community of  Women; to Build Unshakable Character and Achieve Extraordinary Things.

Panelists: 

Mark Carlino, PE | Engineering Administrator, Connecticut Department of Transportation  
Mark is the Engineering Administrator for the Connecticut Department of Transportation (CTDOT), managing the Office of Engineering, which includes the Divisions of Bridge Design, Highway Design, Facilities & Transit, Traffic Engineering and Rights of Way. Mark is the co-chairman of CTDOT’s Complete Streets Standing Committee and previously served as CTDOT’s Transportation Planning Director where he was responsible for the advancement of the Community Connectivity Program. Mark’s experience in transportation includes a history of involvement in regional transportation planning activities, serving over 15 years on the Transportation Committee of the Hartford MPO (CRCOG), and involvement in state transportation issues as a prior member of the Advisory Board for the Connecticut Transportation Institute’s Technology Transfer (T2) Center. In his current role, he is particularly dedicated to optimizing traffic operations, improving pedestrian safety and emphasize the importance of multimodal transportation in our everchanging and complex environment.

Charles Warrington, PE | Director of Project Management, Colliers 
Charles Warrington is the Director of Project Management with Colliers Project Leaders based out of Madison, Connecticut. Colliers is an Owner’s Project Management and Commissioning & Energy Services firm serving many markets throughout the United States. Chuck has been with Colliers for the past nine years after an 18-year career with the state of Connecticut. He leads Collier’s Connecticut teams with a concentration in the public sector. Chuck specializes in the public K-12 market with a deep understanding of the Office of School Construction Grants and Review process.

Carolyn Bligh | Director, Facilities Design, ESPN
Carolyn is the Director of Facilities Design for ESPN, headquartered in Bristol Connecticut. She leads the design and space planning for the company’s 1.2 million SF HQ campus, and 40+ remote locations. She strives to design workspaces that are flexible, and inspiring, provide choices, and supports health, wellness, and DEI initiatives. Carolyn has a 25+ year career with extensive environmental branding expertise. She helps build brand-centric communities, supporting ESPN’s rich culture of sports, entertainment, and innovation.

Sponsorship Opportunities:

If your firm is sending more than one person, make sure to look at our sponsorship opportunities and leverage free registrations with more exposure! Our annual sponsorships now include Win More Work sponsorship benefits. Additional stand-alone sponsorship opportunities are also available (learn more). If you're interested in becoming an annual sponsor or purchasing a WMW sponsorship visit our sponsorship catalog.

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