Who Should Attend

 • Principal
• Associate
• Seasoned PM
• Assistant PM
• Department head
• Studio manager or branch office manager

• What you can do to position yourself to win the project…even before the RFP has been issued
• What is the difference between quality clients and strategic clients?
• How to track opportunities and build a proposal pipeline effectively

Choosing the Right Opportunities

• Why you should always do a Go/No-Go assessment
• How to say "no" in a way that creates future opportunities

Responding to RFPs

• What clients are really asking for in RFPs – what it says and what it doesn't say

Develop a Winning Strategy

• How can you position your firm to win the project?
• How to make sure your proposal speaks to the client's most important issues
• Who should be on your team and why?
• How to strategically price a project so everybody win

Different types of Proposals

• What's the right way to write a proposal for public sector work
• Using the 330 form…and how the new stimulus money has changed things
• How to deal with page limits and other unusual requirements

Proposal Management and Preparation Mechanics

• How to clearly define roles and responsibilities during the process…and make them stick

How to Get the Proposal Done Painlessly and Ahead of Schedule

• The top 5 tings you should do in the proposal to ensure you make it to the shortlist
• What 11 steps you must follow to create winning proposals

Style and Content

• What language style you should use to make your proposals more attractive to clients
• Why you should present your firm's qualifications without using boilerplate
• What every part of your proposal should look like
• Examples (good and bad) of what everybody else is doing

• How to organize and effectively lead your presentation team
• The pros and cons of PowerPoint vs. presentation boards
• What role new technologies, like BIM, can (or should) play in your presentation

• What clients expect to see from firms during presentations
• How to ensure your presenters are confident, poised, and someone the client wants to work with
• How to use the right words, body language, and dress to impress
• Who should go to the interview

• How to effectively follow-up after the presentation…and how much time should you wait to do it
• How to debrief – externally, as well as internally

A/E/C Winning Proposals and Presentations Bootcamp
Instructors

Eric H. Snider, PhD, PE, DEE has been involved in the A/E industry for more than 30 years, with a doctorate in chemical engineering from Clemson University. Eric has served in business development roles for the industrial, municipal, and Federal Government sectors for Parsons Engineering, including Sector Division Manager for the Infrastructure and Technology Group's environmental unit. In his present role as Senior Consultant and Technical Director for the Fletcher Group, he directs marketing and strategic planning activities and performs/manages assignments for numerous industrial and Federal clients. Kenneth C. Tichacek, Associate, AIA was trained as an architect at the Illinois Institute of Technology and has been involved in the A/E/C industry for more than 30 years. Most of that time has been spent as a senior business development executive for leading design, and construction and design/build firms. Ken has also spent 1- years with municipal and selected design and construction providers. That background - as both a client and a provider - has given Ken a unique perspective and a client-centered approach. He is a member of the Society for Marketing Professional Services (SMPS) and is a frequent presenter for professional organizations like SMPS, AIA, and ACEC across North America.

At this seminar, we don't just tell you how to improve your proposals and presentations, we send you home with a CD full of tools and materials that help you implement all the new strategies you learn at the seminar to become a better marketer. This exclusive PSMJ tool is available FREE to all registered attendees. This CD gives you important information and ideas such as:

• Proposals and presentation budget calculators
• Proposal results spreadsheet hit rate calculator
• Client and opportunity tracking forms
• Strategic positioning worksheet
• Go/No Go decision-making tool
• Templates for proposal and presentation outlines
• Time allocation grid for presentations
• Master list of interview questions

And Much More!

"I gained numerous ideas to really implement, not just talk about. Thank you!! This was the best proposal class I've been to."
— Sarah Hill, Marketing Coordinator, Cotter Consulting Inc.

"Very helpful. Confirmed many of my doubts about the way my firm writes proposals. Gave me leverage to implement change."
— Annie Barkley, Corporate Communication Coordinator, Messer Construction

Cancellations received in writing at least 30 days prior to the program receive full refunds. Cancellations received in writing at least 11 days prior to the program receive a credit letter, good for 6 months, towards any PSMJ program or product. Cancellations made 10 or fewer days prior to the program and/or no-shows are not eligible for refunds or credits. You may substitute attendees at any time.

Discounts for 3 or more attendees from the same firm attending the same location are automatically applied. Team discount cannot be combined with the early bird discount. 3 Attendees Discount – First two registrations are at full price and the third one is at 50% off the full price. 4 Attendees Discount – First three registrations are at full price and the fourth one is FREE. 5 Or More Attendees Discount – First three registrations are at full price, the fourth one is FREE and the fifth one and each additional registration are at 25% off the full price each.