Architect, Engineer, Project Manager or Principal:
Then PSMJ's updated Simplified AEC Business Development training program is essential. This is NOT a boring sales seminar with generic tips delivered by someone who has never actually sold AEC project work. It's a transformative career-growth experience with AEC business development experts eager to share real-deal proven strategies, and help you implement them immediately.
Register now to benefit from the same success formula hundreds of technical professionals have used to painlessly land the most valuable projects and clients:
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5 NEW TAKEAWAYS:
The way technical professionals secure great new projects is always evolving. So Simplified AEC Business Development taps into the newest strategies best-in-class seller-doers are using right now and distills them into concentrated, actionable instruction you can actually use to see immediate results:
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You're entitled to a 60-minute one-on-one video consultation with your coach to get expert critique of your pursuit strategy, proposal, presentation, or anything else that will help you to implement what you learned in the workshop. Available up to a year after you complete your workshop.
If the skills you acquire don’t have an immediate and positive impact on your success, just let us know and we’ll arrange for you to attend another PSMJ program at no cost or provide a full refund. Every penny. No questions asked.
You get exclusive online access to a suite of digital tools for quickly turning your new skills into new projects.
Transformative
You'll flip your perception of AEC business development from uncomfortable pitching to consulting and problem-solving, activities you already enjoy, and simplify the BD process!
AEC-specific
You add an essential skillset with training developed JUST for non-sales-oriented architecture and engineering professionals ready to increase their value.
Action-oriented
Get step-by-step instructions, templates, best-in-class implementation tools, checklists and resources that turn your new knowledge into immediate results.
Reality-based
Gain AEC business development skills used in the real-world. No vague theory or generic sales instruction here, just proven ways to land exciting and profitable projects.
Supportive
Maintain your new skills and confidence though our included ongoing live online workshops with your coach and peer A/E/C professionals.
Bill Hinsley
Bill had the unique experience of opening an AEC branch office on his own at just 29 years old, where he attracted more than $200 million of work.
Emily Tigner
Emily brings more than 20 years of executive experience in the AEC industry and a passion for training others to succeed.
Elise Kirchhofer, P.E.
When she isn’t delivering PSMJ programs, Elise is COO at Hoefer Welker where she also oversees the engineering division and is integral to business development.
Wally Hise
As Senior Vice President for Business Development at HDR, Wally leads pursuit teams and has trained the company's most successful seller-doers.
"This was a fantastic program and exactly what our engineering firm needed as we look to grow a new generation of leaders. Bill was a dynamic presenter, clearly knowledgeable, and brought years of experience to this topic. Thank you!"
"We covered a ton of useful and relevant information in an interesting, engaging, and easy to follow way. The stories couldn’t get any better to help explain new ways to approach great ideas."
“Excellent class. Our coach was very energetic and there was plenty of participation and interaction. He offered lots of real world experiences.”
Register for Simplified AEC Business Development and get the roadmap to follow their path, with tested, proven, and immediately applicable instructions that prepare you to:
Simplified AEC Business Development delivers both step-by-step instruction and big-picture mindset shifts to meet these objectives, and so much more.
GUARANTEE: This training program WILL show you how to be an even more valuable business generating revenue engine at your AEC firm by explaining essential mindsets, processes, and strategies used by the most successful seller-doers. We’re so confident in your success that if the skills and tools you acquire don’t deliver a 10X ROI, we will refund your fee or arrange for you to attend another PSMJ program at no cost. You take no risk!
education@psmj.com
617-965-0055
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MINDSET SHIFT: KEYS TO CREATING A BUSINESS DEVELOPMENT CULTURE IN YOURSELF... AND YOUR FIRM
We start with proven strategies to overcome common hurdles to seller-doer success, with hacks that boost confidence, break large challenges into simple tasks, and lay out a PLAN to break free from stagnant growth!
HELP, DON'T SELL: HOW TO RADICALLY RETHINK WHAT YOU PROVIDE AND GRAB A BIGGER SHARE OF BUDGET
Most A/E/C technical professionals miss multiple opportunities to build backlog through new work from existing clients. Learn the metrics, CRM tactics, and relationship steps that bond them to your firm, and open the project spigot!
EXECUTE THE PERFECT TARGETING STRATEGY: PULL-THROUGH MARKETING, NETWORKING, AND LEAD-WARMING
How can you stop wasting time chasing the wrong projects? How do the most successful A/E/C networkers make it look easy? What's the best way to leverage your firm's unique strengths? Establishing client relationships from scratch doesn't have to fill you with dread. Get new confidence and with step-by-step instructions for establishing new client relationships.
BE IN IT TO WIN IT: DIFFERENTIATE YOUR FIRM AND YOUR PITCH, AND GET OUT OF 2ND PLACE
Converting top-of-funnel leads into bottom-line profits demands the perfect "Win Theme" and a methodical set of prospect nurturing steps. Learn how to communicate your unique advantages and what makes your firm the smart choice.
READING THE CLIENT AND PARTNERING ON THE SOLUTION: HOW TO CRAFT YOUR WINNING PROPOSAL
Next, we explain how to design a proposal that comes at the project from the client's perspective, checking all the boxes and satisfying all their concerns. Just a few simple tweaks to what you're doing now can double, even triple your win rate, so learn from seasoned A/E/C seller-doers how to get it done.
CLOSING THE DEAL: WINNING A/E/C PRESENTATION STRATEGIES FOR NON-SALES PROFESSIONALS
Not all A/E/C professionals are comfortable giving presentations, and even those who are can unknowingly make killer mistakes that crush the proposal, and never know why. Learn how to deliver a gold-medal performance, either in-person or virtually. and double your win rate for the most interesting and profitable projects!
PSMJ Senior Consultant Bill Hinsley has trained thousands of A/E/C professionals across the globe. He served as a Senior Management Analyst for two governors’ commissions and the Associate Vice President of renowned international firms, ARCADIS and Atkins, where he spearheaded $1 million to $11 billion projects. He has had success in many different areas including business development, leadership training, branch office optimization, and strategic planning and growth.
Bill had the unique experience of opening an A/E/C branch office on his own at just 29 years old, where he attracted more than $200 million of work. He knows what is required to make a successful transition to a new market or geographical area. At his branch office, he led marketing success through a decentralized “inform and empowerment” model, instructed hundreds of practitioners on how to leverage others’ overall marketing philosophy to borne success in the competitive A/E/C marketplace, and used innovative business development strategies as an instrument to break into new services and attract new clients.
As a National Director, Bill pioneered a successful $30 million business development plan. With this multi-million dollar strategy, Bill took risks – breaking into new services and attracting new clients – and as the client development lead on the project, the buck (all $30 million of it) proverbially and literally stopped with him. With extensive project management experience in the planning, engineering, procurement, and management of large civil works projects, Bill has served as Senior Project Manager, Principal PM, and Principal-in-Charge.
PSMJ Senior Consultant Emily Tigner has a passion for making complex ideas simple and easy to integrate as well as bringing efficiency into her organizations. With nearly 20 years of experience in the A/E/C industry, she has gained insight into how to sell, plan, and manage projects. Emily is a professional engineer who spent 12 years practicing at a national MEP firm, Henderson Engineers, Inc. As Director of Kansas City Operations at Henderson, Emily led a team of engineers responsible for managing a wide range of projects, from small national accounts to large corporate, education and performance space projects.
Emily then took an opportunity to become a Principal at Lankford Fendler + Associates, another national MEP firm. Her role included overseeing various project types, but she took the lead on creating a formalized business development strategy and tracking system and project management training. At her time with this firm, she was responsible for landing one of the largest projects in the firm's 20+ year history.
SMJ Senior Consultant Elise Kirchhofer, P.E. has the unique executive experience of having served on the design, construction and owner’s side of a project. With over 20 years of experience in the A/E/C industry, this background allows her to understand the project and processes from all sides of the table.
Elise is a professional engineer who spent 15 years practicing at a national MEP firm, Henderson Engineers. As Vice President at Henderson, Elise led a team of engineers responsible for managing a wide range of projects, from small national accounts to large complex healthcare and commercial projects exceeding $100 million.
From here Elise spent time at McCownGordon Construction where she first led up the company’s support services, such as engineering, virtual design and construction and quality control. She then took over as their higher education practice lead.
When she isn’t delivering PSMJ programs, Elise currently is COO at Hoefer Welker where she also oversees the engineering division and is integral to business development.
After graduating with an engineering degree and developing technical and project management skills, HDR Senior Vice President Wally Hise assumed positions of greater responsibility in managing AEC contracts, clients, offices, and regions. His passion and commitment to selling elevated him to executive positions in sales training, sales management, and business development, and he's thrived in a pure BD role for the last 15 years.
"I'm a right-brained engineer who thrives on developing creative solutions, leading people and teams to achieve better results, and WINNING."