Building Your Bottom Line through Business Development

During the next 10 years, over 50% of architectural, engineering and construction firms are expected to increase their use of seller-doers– that’s according to SMPS/SMPS Foundation research, and almost 40% of the firms who participated in the research also say they’ve already increased their use of seller-doers during past 10 years.

As the prevalence of using seller-doers to win more business grows, is your firm prepared to do it effectively? Does your culture foster client relationships? Is accountability clear, with goals established? Are you working with your nontechnical business development and marketing staff to help drive success? Targeted to mid-to senior-level personnel, both technical and nontechnical, this symposium will answer these questions and provide the framework for implementing best practices in business development.

Experienced industry executives who have evolved a business development culture, as well as keynote speakers and a diverse panel of technical professions, will share their experiences and allow plenty of time for dialogue and attendee interaction.


Date: Wednesday, July 12, 2017
Time: 8AM-4PM

Address: JW Marriott Indianapolis
10 S West Street
Indianapolis, IN 46204

Price: $495

Symposium Planning Advisors

Chair, Symposium Facilitator
Andrew J. Weinberg, FSMPS, CPSM

Regional Business Development Manager
Simpson Gumpertz & Heger

Paula Ryan, FSMPS, CPSM
Director of Marketing
Jezerinac Geers & Associates, Inc.

Planning Advisors
Gilbert S. Brindley, P.E., CPSM

Director, NYC Regional Office
H2M architects + engineers

Wally Hise, P.E
Vice President

Opening Remarks and Keynote
Steve Bestard, Vice President, Messer Construction

Creating a Business Development Culture
Karen O. Courtney, AIA, FSMPS, CPSM, Chief Marketing Officer,
Fanning Howey

The Business Development Leader: Your Role in Advocating for BD

Terry Hawley, CPSM, Client Development Manager, Terracon Consultants, Inc

James B. Kleingers, PE, PS, LEED AP, The Kleingers Group

Russ Sanford, CPSM, Senior Manager, Kleinschmidt Group

Fostering the Seller-Doer Culture in Your Firm
Wally Hise, P.E, Vice President, HDR

Panel Discussion/Q & A
Tim Barrick, FSMPS, Principal/Executive VP, RATIO Architects, Inc.
Rana Lee CCIM, EDAC, LEED AP BD+C, Principal, Director of Business Development, SmithGroupJJR
Michael S. Meddock, PE, CPSM, SME, Principal/Vice President

Closing Remarks

Build Business Opening Program & The Welcome Social

This “pre-con” registration is offered separately from Build Business and includes the opening ceremony and program, as well as attendance at the event’s opening reception.

Online Registration
View PDF of Symposium Outline

*Program is eligible for 7.25 CEUs, AIA LUs, and PDHs.