Maximizing Your Business Development Return-On-Investment

06/20/24 | 1:00 PM - 2:00 PM EST

About the Webinar

Many A/E/C professionals are overwhelmed at the thought of having to conduct business development (BD) on top of project responsibilities, staff mentoring and other key functions. In this interactive webinar, participants will learn networking and other BD strategies and tactics that yield the biggest “bang for the buck” so that the time one invests in BD will have the biggest payoff. Through industry anecdotes, lessons learned, and case studies, we address these topics and others:

  • The difference between marketing and BD…and how they work in synergy
  • The psychology of BD
  • The vital role of asking probing questions (ask more; talk less!!)
  • Networking: Debunking myths; overcoming your biggest challenges; the importance of follow-up
  • How to use LinkedIn effectively for networking and conducting research
  • Your “elevator” speech: What is it; how to craft an effective one; and how to apply to networking and other BD settings

Learning Objectives:

  • Break down the components of the sale—the steps involved and how to achieve success by being “professionally tenacious.”
  • Embrace and leverage the power of asking probing questions to establish rapport and build credibility with prospective (and existing) clients, to gather the necessary intel to make a prudent go/no-go decision, and to deliver a winning proposal and shortlist presentation.
  • Identify ROI maximization strategies for BD outreach, LinkedIn, market positioning, and more.
  • Recognize how to use the project delivery process as a BD opportunity and its importance.

Register for the Webinar:


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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).


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Lucas Hayden

Senior Director of AEC Strategy

Lucas leads AEC strategy for Unanet products. Unanet is built to help AEC firms do business better and Lucas, with a background in development, data, education, and client services, works to provide solutions that help firms solve problems, innovate, and refine their business processes.