B03: Sustainable Client Development: How to Create a Plan!

Schedule: Wednesday 8:00 AM - 9:30 AM

Room: Rm 107C

Track: Modern Marketing & Business Development

AIA Credit: LU

Presented By: SMPS Boston


This session will illustrate how the application of Lean A-3 thinking can help guide the client development process and be the vehicle for the creation of a customized and personalized plan for not only the firm but for all individuals involved with client/business development. What are the most effective strategies to "mine" for new work and how can staff be mentored to take advantage of existing relationships? Many staff members are out in the professional community at meetings, conferences and events. How do you prepare them to identify and take full advantage of the potential opportunities? This session will go into some detail on the use of a tool to help "see" your current system, evaluate the causes and develop a more robust future. It will also present some new ways of looking at client development for the professional who might be reticent about being viewed as "selling."



William Johnson Client Development Manager - New England Terracon Consultants, Inc.