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Live Webinar

Building a Firm-Wide Business Development Culture

03/24/22 | 2:00 PM - 3:30 PM EST

About the Webinar

The importance of institutionalizing a firm-wide business development culture is paramount to the long-term success of your design firm. Relying on a few key rainmakers puts your firm at risk. Further, the inability to tap and develop future business development leaders all too often results in departure of key talent—to other firms and other industries. This workshop addresses the following topics and others:

  • We’ve Come a Long Way: The Evolution of Business Development in the AE Industry
  • Why Build a Top-Down Business Development Culture?
  • Identification of Key Business Development Talent
  • Cultivation of Business Development Acumen, Skills, and Success Stories

Learning Objectives:

  • Understand and appreciate the economic/organizational drivers for establishing a firm-wide business development (BD) culture.
  • Debunk 4 myths about BD that do the engineering industry a disservice.
  • Recognize what to look for when identifying future BD talent.
  • Create a thoughtful and effective professional development program for emerging BD leaders.
  • Carve out customized BD contributions for each employee that are consistent with the individual’s functional role, career juncture, and BD acumen.


Register for the Webinar:


Rich Best from Rob

Rich Friedman

Founder and President
Friedman & Partners

Rich Friedman is Founder and President of Friedman & Partners (www.friedmanpartners.com), a marketing and management consultancy serving the U.S. and Canadian A/E/C industries. The firm’s niche is crafting and implementing growth strategies through market research; strategic market planning; market positioning and PR strategy/implementation; business development consulting and training; mergers and acquisitions research and outreach; and strategic-level retained executive search. Rich has conducted a number of seminars for professional associations and venues and has been featured in ENR, AIA’s Architect and Practice Management Digest, SMPS’ Marketer, NSPE’s PE magazine, and ACEC’s Engineering Inc. Rich earned a B.S. from Cornell University and an M.S. from Penn State University, as well as an MBA from Babson College (where he was a Summa Cum Laude graduate and a Douglas Scholar in Entrepreneurship).