How to Differentiate Your Firm
in a Proposal
Differentiating your firm from competitors:
Helps your seller/doers to be more successful at business development and win more contracts
Gives your clients the needed justification for selecting your firm as a preferred provider, and
Enables you to command higher fees by reducing client sensitivity to prices.
Stating that your firm is full-service, a trusted advisor, innovative, responsive, employee-owned, local, one of the top ENR-ranked firms, and all the other things that other AEC firms typically say does not differentiate your firm. And, without differentiation, your firm is viewed by clients as a price-sensitive commodity much like gasoline because clients have difficulty telling one firm from another. Being different can help you beat a stronger competitor.
In this webinar you'll learn how to create a competitive advantage by using three qualitative analytical tools to truly differentiate your firm on any proposal. These tools can also be used to strengthen your brand and assist you in developing a more effective strategic plan.
In this powerful webinar you'll learn:
Why being different can help you beat a stronger competitor.
How to use three qualitative analytical tools to differentiate your firm on any proposal.
How to use differentiation to create a powerful message that will increase your ability to win new contracts and become the client's preferred provider.
How to use differentiation as leverage for obtaining higher fees
Register promptly because webinar capacity is limited.
Webinar Fee: $99 per person
Includes reference materials
and a 1-PDH Completion Certificate
for self-reporting continuing education.
Webinar Registration Cancellation Policy
Registrants can cancel at any time prior to the webinar.
Challenges faced by the AEC industry are well understood by Chuck because he’s an engineer with over 40 years of experience who has served as Seller/Doer, Corporate Director of Business Development, COO, CFO, and CEO at national and international multidisciplinary AEC firms.
He’s a proven change agent, having successfully performed 11 startups, 12 turnarounds, and launched countless new market, service, and geographic initiatives.
Firms inside and outside the AEC industry ranging from startups to over $76 billion in annual revenue have turned to Chuck for training and guidance on strategy, marketing, sales, operations, and transformational leadership.
As an internationally recognized expert on the science of persuasive communication, he's been invited to speak at more than 120 conferences and corporate events. Chuck has written two books and more than 70 published articles, and is a highly acclaimed Trainer, Executive Coach, and Professional Ghostwriter of competitive proposals and presentations.
He is the President and CEO of Performance Management Group, Inc.
Regarding Continuing Education Credits
Performance Management Group, Inc. (PMGI) is approved by the Florida Board of Professional Engineers as a provider (No. 0005276) of continuing education for Professional Engineers.
Each attendee submitting a paid registration will receive a Professional Development Hours (PDH) course completion certificate for self-reporting purposes.
Many states and various professional societies and associations accept Florida-approved PDH, but you should check to confirm this with organizations and states where you are licensed, registered, or certified, and verify they will accept education credits on the course topic.
What attendees say about our training...
"This is one of the best sessions I've been to with actual demonstrated 'how to' information that I can apply where I work."
"We have had great success over the past few months using some of the ideas and techniques that you provided during your seminar. We have won 3 out of 4 shortlist interviews which has greatly impacted our win/loss ratio."
"Chuck Roberts really held the attention of the room -- I think everyone left wishing the session was an hour longer because he just kept providing value."
"Excellent! Bring Chuck back for other topics."
"Concise and informative."
"The presenter did a good job of explaining the material that made it easy for the audience to grasp -- ideas like these are very helpful."
"Thank you for the excellent two days of [PM] training and discussion. I hope to take your proposal training in the future."
"The class was very beneficial and gave me a new perspective."
"Concise tips and a framework that is sensible and helpful."
"I learned so much in a short time."
"Great content explained clearly."
"Great insight. After 30 years in the profession, nice to learn something new and innovative. Thank you!"
"So many new ideas, my mind is blown!"
"Extremely knowledgeable presenter with depth and candor."
"Chuck is very methodical and informative, and pretty humorous."
"Chuck's presentation style is very easy to listen to, topics were in well-defined segments. Good summary at end."
"Exceptional content that I can take action on in my role."
"So much knowledge."
"All suggested activities are do-able."
"I enjoyed the time immensely. It was a very insightful class. Quite a few 'nuggets' of wisdom and applicable information that I see will aide me in this Project Manager role."
"Terrific practical tools for our industry."
"Great presenter, engaging content, and super helpful visuals."
"Really good content. Great tools, simple for most firms to implement."
"Many helpful real-world tips."
"Great info that can be immediately applied."
"The time spent in your Project Manage-ment Training class this past week was awesome. Thank you! Your presentation skills are 'off the hook' leaving your audience with much to think about regarding self-improvement...The knowledge and experience you impart, the confidence you exude, and the poise of your presentation made the learning experience very different from any other training I've attended. It made one want to change. It was a packed two days with valuable information, but more impor-tantly, it provided a benchmark from which to jump and take hold of the resources and opportunities that are out there 'for the taking'...if you prepare. Your class was more of an experience than it was training -- thank you again!"
"Thank you so much; it was a great course! I have been carrying around your notebook and trying to put your ideas and best practices into the two proposals I currently have on my plate!"
"Thanks for putting on another inspiring class!"
"Has in-depth examples along with his superior knowledge."
"I really enjoyed your class."
"Thanks for getting our new training program off to a great start!"
"...Thank you for being such an amazing and valued partner."