A/E/C Seller-Doer Success Bootcamp

Program Format:  Live/Instructor-Led
Program Length:  Two Days
Registration Status: Open

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Register Now for A/E/C Seller-Doer Success Bootcamp

Effectively-trained A/E/C seller-doers don’t just win more work – they win the work that drives lasting and profit-boosting revenue. An increasing number of A/E/C firms adopting the seller-doer model find it now drives top-line revenue better than traditional (and costly) business development and marketing campaigns…

BUT ONLY IF TEAM MEMBERS KNOW HOW TO DO IT.

Selling A/E/C services can be a scary concept for many architects and engineers never exposed to step-by-step instructions PROVEN to work. PSMJ’s new A/E/C Seller-Doer Success Bootcamp is the essential training program for turning creative and technically skilled staff into enthusiastic sales engines for your firm. Over two intensive and interactive days, acquire techniques and confidence to radically shift thinking and embrace a new and valuable role that can dramatically improve your balance sheet.

TOP 10 REASONS TO ATTEND

  1. Establish a high energy culture that creates sales rockstars.
  2. Articulate to clients what really makes your firm the low-risk choice.
  3. Master painless content marketing strategies that bring potential clients to you.
  4. Stay in front of your hottest prospects with good CRM strategy.
  5. Easily identify a target’s needs before even they know them!
  6. Expand client relationships to make your firm indispensable.
  7. Embrace networking as an avenue to better help your clients.
  8. Build a pitch team that gets everyone excited about the pursuit.
  9. Develop proposals that triple your win rate.
  10. Crush client interviews with complete confidence.

BOOTCAMP DETAILS

In our two-day A/E/C Seller-Doer Success Bootcamp, you get this and so much more. No other program packs this kind of punch when it comes to what it really takes to develop and implement winning proposal strategies for A/E/C firms.

GET YOUR SELLER DOER PROCESS ROLLING

  • Establish personal objectives
  • INTERACTIVE EXERCISE: Taking Stock of Strengths and Weaknesses

BRANDING

  • How to differentiate and position your firm
  • How to stand out from the crowd
  • INTERACTIVE EXERCISE: Describing Your Brand
  • INTERACTIVE EXERCISE: Three Ways to Position Yourself to Win

MARKETING

  • Tell, don’t sell (It’s easier than you think)
  • Using valuable content to establish thought leadership
  • How to blend marketing and networking
  • INTERACTIVE EXERCISE: Bringing Your Content to Life

MANAGING

  • Build your energetic seller-doer culture
  • Chart your seller-doer success
  • Effective benchmarks for Principals and PMs
  • Time management secrets for getting it all done
  • Improving outcomes through team-wide accountability

SHIFTING YOUR MINDSET INTO CLIENT MODE

  • Determine what your client really wants and needs
  • Focus your efforts on strategic clients
  • Your key client retention checklist
  • INTERACTIVE EXERCISE: Identify & Manage Strategic Clients
  • INTERACTIVE EXERCISE: Cross Selling for Increased Revenue

THE GLUE THAT MAKES IT POSSIBLE: RELATIONSHIPS

  • Introverts, extroverts, and the 25% rule
  • Think of networking as yeast or as currency
  • Getting in the door for the first time
  • Using social media to extend your reach

HAVE SOMETHING WORTHWHILE TO SAY: BE A STORYTELLER

  • The power of stories
  • Understand your client’s vision and believe in it
  • Using the IFBP technique
  • INTERACTIVE EXERCISE: Pitchin’ the Castle
  • INTERACTIVE EXERCISE: Developing Your Story for Something Real

FOUNDATIONAL SKILLS

  • The rules of client behavior
  • Full proposals, scope and fee proposals, qualifications, interviews
  • Public sector/private sector

STAY FOCUSED! GO/NO GO IS YOUR FRIEND (REALLY)

  • Pull, don’t push. Choose, don’t chase
  • Using the PSMJ Go/No Go app
  • INTERACTIVE EXERCISE: Go/No Go a Potential Opportunity

YOUR PROPOSAL IS A STORY: LEARN HOW TO TELL IT PROPERLY

  • Proposal storytelling fundamentals and the PSMJ IFBP technique
  • Clients decide based on your story—they justify based on your RFP responses
  • 3 keys to a successful proposal story
  • INTERACTIVE EXERCISE: Cover Letter Analytics
  • INTERACTIVE EXERCISE: Rewriting Your Proposal

TAKE A STRATEGIC APPROACH, UNLESS YOU WANT TO TIE FOR SECOND PLACE

  • Leadership and passion are key
  • The RIGHT role for everyone on your proposal
  • How to get EVERY member of your proposal team to actually do their part
  • Making EVERYONE accountable for improving outcomes

MAKE YOUR PROPOSAL EASY TO READ

  • The rule of thirds and other graphical devices
  • You don’t have to be Shakespeare but…a few tips on proposal writing
  • INTERACTIVE EXERCISE: Writing Painlessly

A SECTION-BY-SECTION WALK THROUGH OF STRONG PROPOSALS 

  • If you can write a strong cover letter, you can make a strong proposal
  • Some ideas to improve executive summaries, project profiles, and resumes
  • Looking at actual proposal sections—a few good ideas, a few not-so-good
  • INTERACTIVE EXERCISE: Looking at YOUR Proposals

A FEW THOUGHTS ABOUT INTERVIEWS 

  • Strategic thinking and positioning
  • Keep it simple!
  • The interview preparation process-rehearsing isn’t optional
  • Relax! Some tips for staying calm and on-message

 

WHO SHOULD ATTEND

PSMJ’s A/E/C Seller-Doer Success Bootcamp is for anyone who wants to stop running around in circles chasing new work and actually win that work. This seminar is extremely useful for all levels of marketing and business development staff, as well as those Principals, Directors, and Managers who lead business development strategy, proposals strategy, and are part of key client presentations. Spend two days with us, and we guarantee you walk away as a much more effective marketer and manager.


DATES & LOCATIONS OPEN FOR REGISTRATION

September 5-6, 2019 / Philadelphia, PA
October 17-18, 2019 / San Diego, CA
October 31-November 1, 2019 / Chicago, IL
November 14-15, 2019 / Nashville, TN
December 5-6, 2019 / Seattle, WA

Register Now for A/E/C Seller-Doer Success Bootcamp

IS THIS PROGRAM COMING TO YOUR ASSOCIATION?

We frequently offer our popular training programs in partnership with state and local association chapters. These partnership programs are a great way to bring high-value and relevant content to association members and an easy way to generate non-dues revenue for associations!

If you would like to learn more about our association partnership programs, click here.


REGISTRATION BENEFITS

Your registration at this Bootcamp includes instruction, a workbook, unrestricted access to our Proposals Digital Toolbox (a $497 value), and continental breakfast, lunch, and coffee breaks on both days.

Of course, like all PSMJ programs, this Bootcamp includes our 100% money back guarantee. If, for any reason at all, you are not completely satisfied with the value that you receive from this Bootcamp, just let us know and we'll refund your registration fee. Every penny. No questions asked.

 

EARLY-BIRD DISCOUNTS

Our early-bird pricing makes it easy to save a few bucks on your registration and reserve a spot before a program fills up. Here's how it works: 

- When you register 60+ days before a program date, you SAVE $400! 

- When you register between 30 and 59 days before a program date, you SAVE $200!

 

GROUP DISCOUNTS

Discounts are available for 3 or more attendees from the same firm, attending the same program in the same city. Our group discounts are applied as follows:    

- A Group of 3 or More Attendees = 15% Off Each Attendee

If you have 15 or more attendees and want to learn about a cost-effective way to train your entire team with a program that is tailored to your needs and goals, check out our in-house training program options here.

 

CONTINUING EDUCATION CREDITS

This Bootcamp is AIA CES-registered to provide this content. This Bootcamp earns you up to 13 LU Hours, CEUs, or PDHs.  Not all state and licensing boards accept these programs for learning units.  PSMJ is a registered provider with the Florida Board of Professional Engineers (provider #0007694).  PSMJ is a registered provider with the Florida Board of Landscape Architects (provider #0002844 course #0007693). For more information, please contact our education team at (617) 965-0055 or education@psmj.com.

 

BOOTCAMP HOURS

Day 1 - 8:30 am to 5:00 pm
Day 2
- 8:00 am to 3:30 pm

 

TRAVEL AND ACCOMMODATIONS

A block of sleeping rooms is reserved for PSMJ Bootcamp attendees at each location. To secure our negotiated group rate, please make your hotel reservation (not included with your Bootcamp registration fee) before the cut-off date and be sure to mention that you are attending PSMJ's A/E/C Seller-Doer Success BootcampComplete hotel information, including room rates and cut-off dates, can be found here.

 

GUARANTEED TO MOVE THE NEEDLE AT YOUR FIRM—OR YOUR MONEY BACK

This program means business—better business for both participants and their firms. We’re confident it can help you, as it has thousands of A/E/C firm leaders since 1974. If this program, the skills, or the tools you acquire don’t make a positive difference—and increase your firm’s revenue and profitability—we’ll refund your fee or arrange for you to attend another PSMJ Program at no cost.

 

STILL HAVE QUESTIONS?

Do you have any questions about this Bootcamp? Contact our education team at (617) 965-0055 or education@psmj.com. 

Register Now for A/E/C Seller-Doer Success Bootcamp

ARE YOU A PSMJ MEMBER?

In addition to exclusive access to the best firm management content and a community of some of the most forward-thinking A/E/C minds, PSMJ members SAVE $100 on their registration for this event! Not a member yet? Learn more here.