A More Productive and Fun Approach to Business Development

SA208-2015

Included in subscription

1.00 LU

4.09

Course expires on: 05/22/2025

$30

Architect$30

Member Price

$45

Non-member Price

Description

Would you like to develop a more effective business development strategy? One that leads to more rewarding and enduring client relationships—and better projects?

Hear from three panelists who will share their perspective and advice on topics such as:

Connecting with current contacts to create new opportunities and relationships
Creating accountability for client relationships and effective channels for communication, feedback, and collaboration
Overcoming a lack of natural inclination toward relationship-building
Being disciplined about staying on track with strategic target clients

You’ll leave with information and templates for developing a more productive and fun business development plan. After this course, you'll have everything you need to become a business development pro!

Course expires 5/22/2025

Learning Objectives

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Better understand what works and doesn’t work when communicating with owners to win new work and gain repeat business.

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Organize yourself anf your firm firms for greater accountability for client relationships and more effective internal channels for feedback and collaboration.

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Use social media/emerging technologies to gain visibility for individual and firm wide expertise and communicate with a broad constituency for opportunities and relationships beyond immediate

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Implement a five-step process for strategic client development that enables you to overcome all of the typical challenges to business development.

Instructors

Niraj Dangoria

Representing Stanford University, Niraj Dangoria will offer an owner's perspective of how architects can improve communication with clients to win work and develop trusted relationships. Niraj has over 25 years experience in institutional facility planning and development, with over $2 billion in completed projects. He plays a key role in selecting architects for work. As a former president of the Society for College and University Planning, he is well regarded in the architectural community.

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Kelly Fehr

Providing business development services to architectural firms for 20 years, Kelly Fehr has created a discovery-driven, strategic client development model. Her work has been informed by first hand experience and direct feedback and recommendations from owners themselves; the model is based on experience with professionals across the US. As a consultant with Cameron MacAllister Group, she advises architects how to make a spirit of exploration and discovery an every day part of business development practice.

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Susan O’Connell

AIA, LEED AP, BD+C

Susan is the leader of AC Martin’s Education Studio. Susan received her BA from USC, Masters from Columbia and is a licensed architect and a LEED AP. She has 25 years of experience in the programming, design and development of projects on university campuses throughout California and the US.

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Amanda Walter

After a decade leading communications programs inside large firms, Amanda Walter founded Walter Communications to help architects create strong, focused reputations through strategic content development, public relations and social media. A co-author of "Social Media in Action: Comprehensive Guide for Architecture, Engineering, Planning and Environmental Consulting Firms," she is considered an invaluable resource for her social media expertise. Amanda will share the latest in emerging methods for connecting with contacts and engaging with clients via new technology and digital communities.

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