2010 Webinar Series
AIA Practice Management Knowledge Community continues a new free webinar series this month with an in-depth look at Business Development practices and techniques and challenges in the new economy.
Business Development: How to Succeed in the New Economy
Wednesday, November 10, 2010 (rescheduled from October 21st)
10:00-11:00 AM Pacific / 11:00-12:00 AM Mountain / 12:00-1:00 PM Central / 1:00-2:00 PM Eastern
1.0 AIA/CES credit is available for this webinar
Registration is free, but required. Visit gotomeeting.com to register.
Description:
One of the biggest challenges architecture firms face is maximizing returns from business development (BD) initiatives. Given the challenging economic landscape and fierce competition, it's imperative that firms engage as many staff as possible in BD. But to successfully develop a BD culture, a number, misperceptions need to be debunked. There is no "one size fit's all" BD mold- a fundamental concept that's the foundation to this interactive workshop. We will address the BD "holy grail": how to drive behavior to achieve a true BD culture using strategies such as education/training; establishing a culture of top-down accountability; tracking/reporting metrics; and incentive/recognition.
Learning Objectives:
- Participants will explore 5 myths about business development and debunk these myths with the help of industry anecdotes and case studies.
- Participants will identify 10 ways in which they can contribute to the business development process in a manner that is commensurate with their BD acumen, interest, and career juncture.
- Participants will be able to define business development return-on-investment (ROI) and 5 metrics by which ROI can be measured.
Presenter: Richard Friedman, President of Friedman & Partners, a marketing and management consultancy
Moderator: Scott A. Kuehn AIA, PMKC Advisory Group
To learn more about other PMKC activities please visit-http://www.aia.org/practicing/groups/kc/AIAS075999