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Biz Dev 2-day Workshop
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 Export to Your Calendar 9/28/2017 to 9/29/2017
When: 9/28 & 29
9:00 am
Where: Map this event »
United States
Presenter: Karen Compton, A3K consultants
Contact: Zelda Wong

Online registration is available until: 9/25/2017
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This is a dynamic two-day marketing/business development program for small and emerging growth practices. The modules under program could include business development planning and strategy, marketing and proposal development and relationship management.


Through a series of lecture and exercises participants will:
1. Understand the value of business planning
2. Develop a preliminary business development plan that supports your firm’s business objectives
3. Develop a fundamental understanding of business development and marketing
4. Develop value propositions
5. Understand the elements of winning proposals
6. Understand the metrics in developing a sales culture
7. Applications of metrics in business management

Thursday, September 28 and Friday, September 29
Thursday, 9:00am-5:00pm
Friday, 9:00am-1:30pm

Parsons tbd
100 W. Walnut Street
Pasadena, CA  91124

$475 AIA Member pre-registered
$500 Non-AIA Member pre-registered

Workshop package includes handhout materials, breakfast, lunch and refreshments.


Karen Compton, CPSM l Principal
Karen offers a wealth of knowledge gained from more than 20 years within the AEC industry. She founded A3K Consulting in 2006 with a vision of challenging clients to view their business, values and services in ways that surpass convention to achieve their objectives. With a solid reputation as a trusted advisor, Karen provides informed guidance on complex leadership, operational and strategic issues. Karen has been a featured speaker for several national organizations including the AIA Knowledge Practice Community, American Institute of Architects, the Society of Design Administration, the Alberta Association of Architects, the American Society of Landscape Architects and PSMJ Resources on the subjects of business development and business planning. Her articles have been featured in such publications as the Journal of Public Policy, the SMPS Marketer, and the Rainmaker.


Bob Kain, AIA l Executive
Bob has a distinguished career as an architectural firm leader with demonstrated success in executing strategic initiatives. He provides A3K clients with market penetration and growth strategies that engage all levels of leadership within the business development process. Bob will support the assessment of the existing condition, and the development/production of all deliverables under this agreement.

Brandy Little, CPSM, CPCC l Senior Account Manager
With more than 20 years’ experience, Brandy brings a demonstrated competence in strategic market planning, market research, proposal production and business development for the AEC industry. She has built marketing departments from the ground up by advocating for sound marketing strategies. With an emphasis on the public sector, A3K clients benefit from her expertise for improving the return on investment of marketing and business development dollars.


Matthew Sullivan l Account Executive
With 10 years experience in both engineering and architectural environments, Mathew has worked for both small and large firms providing input on public sector pursuits and producing SOQs and proposals. He will be available to provide supplemental on-demand support services as directed by Brandy and the client.


Cancellation Policy:  Cancellations made at least one week prior to the event will be refunded, less a $10 cancellation and processing fee. No refunds for cancellations will be given after that time. No refunds shall be issued for no-shows. Registration may be transferred to another individual.”  AIAPF reserves the right to cancel any event where the minimum number of pre-registration registrants is not met. If such a cancellation occurs, registrants will be notified and given the opportunity to select an alternate and comparable event to attend. In the event such an alternate and comparable class is not available, then the registration fees will be refunded as appropriate. Further, dates, times, classes, program subject matter, instructors, panelists and fees are subject to change, without notice, at any time at the sole and absolute discretion of AIAPF.

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