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How Technical Professionals Can Be More Successful at Business Development
Overcome Fear & Procrastination
Win More Contracts
Let's call it what it is. Business development is sales, and the sooner you understand the mathematics of sales, learn a few basic but highly effective sales techniques, and discover how to fit "business development" into your busy schedule while still meeting all your technical deadlines, you'll be able to:
Enjoy a higher success rate winning more and better contracts
Experience a lot less stress
More rapidly advance your career by creating sustainable top and bottom line growth for your firm
The ability to succeed in business development is an acquired skill, and like any sport, technique matters. There is a right way (i.e., the most effective way) and there are many wrong ways to do it. Learning the right way will help you improve more rapidly, and the better you get, the more fun and lucrative it becomes.
Unlike architecture, engineering, and construction, where failure is not an option, failure is the price of success in sales. But, although you will likely fail more than you succeed, when you understand the mathematics of sales you can leverage this knowledge to increase your effectiveness and experience success a higher percentage of the time with a lot less effort and a lot less stress.
There is always more to be done than there is time to do it, or is there? By following some simple guidelines you'll find that you have more time than you think. This will allow you to fit business development into your busy schedule while still giving your existing clients the attention they deserve and consistently and reliably meeting your deliverable deadlines.
Learn the three critical success factors necessary to overcome the biggest barriers to sales success.
Overcome fear and procrastination by learning the mathematical equation that defines sales success and the simple change to this equation that will enable you to achieve desired outcomes a higher percentage of the time.
Learn simple techniques that will create the extra time you need to perform business development while still meeting the requirements of your existing contracts.
Dates and Times Offered
Click blue tab with preferred date/time for registration
Challenges faced by the AEC industry are well understood by Chuck because he’s an engineer with 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 12 turnarounds, 11 start-ups, 14 reorganizations, 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, has written two books and more than 70 published articles, and is a highly acclaimed Coach and Ghostwriter. Chuck 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 may request 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.
Register promptly because webinar capacity is limited.
Webinar Fee: $99
Registration Cancellation Policy
Registrants can cancel at any time prior to the webinar.
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."