THE DETAILS

In our ever-changing industry, technical professionals are often being asked to help grow existing accounts and attract new clients. This new paradigm has created additional ways to track and predict the future health of your firm.

Just say no to “cold calling”. In partnership with ACEC of Michigan, we are excited to host Laurie Buckman, CPSM and Melissa Lutz, FSMPS, CPSM. This interactive workshop will provide the insight, skills, and practices that technical professionals can employ daily to grow existing accounts, attract new clients, and provide the predictive information that management requires.  

Learn how to:

• Develop your firm’s unique value proposition 

• Define prospects and capture leads

• Network with ease and effectiveness

• Warm up a cold call

• Employ open and closed-end questing to gain information on projects and client drivers

• Track and evaluate information necessary to plan and evaluate business growth, such as revenue, pipeline development and a sales funnel.

Laurie A. Buckman, CPSM
Vice President of Business Development
The Plus Group

Laurie Buckman has 28+ years of experience in business development for private- and public-sector engineering and environmental consulting services. She began her career as a project geologist/project manager for environmental investigation and remediation projects. Since her transition to business development, her focus has been the development of matrix driven strategies that directly correlate with overall business goals and the associated new market/client definition and outreach. She has also developed and implemented extensive seller-doer training and participation programs as well as door-opening strategies that can be easily implemented by busy technical professionals.

Melissa Lutz, FSMPS, CPSM
Principal/Director of Marketing
Champlin Architecture

Melissa Lutz is a Principal and the Director of Marketing at Champlin Architecture. Melissa is currently the SMPS Society Board of Directors President-Elect, and is the Past-President of the SMPS Foundation. Melissa was one of the Researchers and Authors for the SMPS Foundation’s book, A/E/C Business Development-The Decade Ahead, and continues to serve the Foundation in research endeavors and initiatives. Melissa has recently presented at the SMPS Build Business Conference, the AIA Ohio Valley Regional Conference, SMPS Heartland Regional Conference, SMPS Pacific Regional Conference, CREW Greater Cincinnati, SMPS Chicago, SMPS Indiana, SMPS Greater Cincinnati, SMPS Northeast Ohio, and The University of Cincinnati’s College of Business and has written articles on business development and marketing for various publications.

TICKETS

Please Note: In order to provide our members with the highest quality programs and events, it is necessary to have accurate attendance numbers when scheduling speakers and securing venues. For this reason, no refunds are offered for cancellations, including if the event is rescheduled. However, you may send an alternate to the event at no additional charge. Reach out to us at [email protected] for name changes or questions.