Interactive live online training workshop

8-Hour Live Interactive Online Workshop:

Seller/Doer Business Development Skills

for Architecture, Engineering, Environmental, and Construction Professionals

Overcome the Fear of Business Development

Learn Effective Techniques

Learn How to Create Time for Business Development

Training Workshop Description

Two thirds of the professional services value chain involves business development (Find the Work, Win the Work, Do the Work), so it's important to your firm's success and your advancement that you be successful at business development.

Additionally, the time you spend on business development is indirect labor, which is the largest single component of your firm's overhead, so to remain competitive and provide a return on your firm's investment in business development, it's important that you do it efficiently and effectively.

This highly interactive workshop will help you accomplish three primary objectives:

Overcome the fear associated with business development so that it becomes a more pleasant experience and you're comfortable doing more of it.

Increase your success rate by providing you with techniques that are proven to produce desired outcomes a higher percentage of the time.

Implement practical techniques that will create more time for you to do business development without sacrificing billable utilization or your ability to serve your existing clients.

Learning Objectives

In this 8-hour live interactive virtual training workshop you’ll learn practical techniques you can immediately implement to help you be more successful at business development, including how to:

Identify and qualify prospective clients

Create warm leads to reduce the need for cold calls

Get in-person or virtual appointments with prospects

Gather intelligence that will help you win contracts

Truly differentiate your firm from competitors

Communicate more persuasively

Answer client questions and address their objections

Close a deal

Cross-sell your firm's other services

Turn networking contacts into revenue

Create time for business development

Thursday, October 10, 2024

9:00 AM to 5:00 PM Eastern Time

so each attendee can actively participate.

Training Workshop Fee: $989 per person

Includes reference materials

and an 8-PDH Completion Certificate

for self-reporting continuing education.

Please note that you are required to log on to the workshop

on an individual computer and have two-way video and audio turned on and working to attend the workshop.

Registration Cancellation Policy

You may cancel your registration at any time; however,

to receive a refund or reschedule your written cancellation

must be received by 5:00 PM Eastern Time on Thursday, September 26, 2024.

Notice Regarding Receipt and Connection Link

Following payment you will receive an email with your receipt and instructions

for obtaining your unique Zoom link and passcode for joining the workshop.

If you don't see the email in your inbox, please check your spam folder.

Instructor Bio

Chuck Roberts

The challenges you face as a Seller/Doer are well understood by Chuck because he's an engineer who has marketed, sold, and delivered professional services in roles that have included Project Manager, National Program Director, Corporate Director of Business Development, COO, CFO, and CEO of national and international multidisciplinary Architecture, Engineering, Environmental, and Construction firms. This has involved serving Federal, State, and Local government clients, and private sector clients spanning 35 industries.

Companies inside and outside the AEC industry turn to Chuck for training and guidance on matters involving integrated strategic, tactical, and financial planning, marketing and sales, and operational best practices. As an internationally recognized expert on persuasive communication and transformational leadership, he's been invited to speak at more than 200 conferences and corporate events to share his knowledge and experience gained from personally leading eleven startups, fourteen turnarounds, and countless new service, market, and geographic initiatives, all of which required intensive business development.

Chuck has written two books, more than 70 published articles, and is a highly acclaimed Trainer, Executive Coach, and Professional Ghostwriter of competitive proposals and shortlist presentations. He is the President and CEO of Performance Management Group, Inc.

Regarding Continuing Education Credits

Performance Management Group, Inc. (PMGI) is approved by the Florida Board of Professional Engineers as a provider (No. 0005276) of continuing education for Professional Engineers.

Each attendee submitting a paid registration and attending the full workshop will receive a Professional Development Hours (PDH) course completion certificate for self-reporting purposes.

Many states and various professional societies and associations accept Florida-approved PDH, but you should check to confirm this with organizations and states where you are licensed, registered, or certified, and verify they will accept education credits on the course topic.

What attendees say about our training...

"This is one of the best sessions I've been to with actual demonstrated 'how to' information that I can apply where I work."

"We have had great success over the past few months using some of the ideas and techniques that you provided during your seminar. We have won 3 out of 4 shortlist interviews which has greatly impacted our win/loss ratio."

"Chuck Roberts really held the attention of the room -- I think everyone left wishing the session was an hour longer because he just kept providing value."

"Excellent! Bring Chuck back for other topics."

"Concise and informative."

"The presenter did a good job of explaining the material that made it easy for the audience to grasp -- ideas like these are very helpful."

"Thank you for the excellent two days of [PM] training and discussion. I hope to take your proposal training in the future."

"The class was very beneficial and gave me a new perspective."

"Concise tips and a framework that is sensible and helpful."

"I learned so much in a short time."

"Great content explained clearly."

"Outstanding! Very relevant!"

"Great insight. After 30 years in the profession, nice to learn something new and innovative. Thank you!"

"So many new ideas, my mind is blown!"

"Extremely knowledgeable presenter with depth and candor."

"Chuck is very methodical and informative, and pretty humorous."

"Chuck's presentation style is very easy to listen to, topics were in well-defined segments. Good summary at end."

"Exceptional content that I can take action on in my role."

"So much knowledge."

"All suggested activities are do-able."

"I enjoyed the time immensely. It was a very insightful class. Quite a few 'nuggets' of wisdom and applicable information that I see will aide me in this Project Manager role."

"Terrific practical tools for our industry."

"Great presenter, engaging content, and super helpful visuals."

"Really good content. Great tools, simple for most firms to implement."

"Many helpful real-world tips."

"Great info that can be immediately applied."

"Thank you so much; it was a great course! I have been carrying around your notebook and trying to put your ideas and best practices into the two proposals I currently have on my plate!"

"My mind is on fire. This is just what I needed to hear."

"The time spent in your Project Manage-ment Training class this past week was awesome. Thank you! Your presentation skills are 'off the hook' leaving your audience with much to think about regarding self-improvement...The knowledge and experience you impart, the confidence you exude, and the poise of your presentation made the learning experience very different from any other training I've attended. It made one want to change. It was a packed two days with valuable information, but more impor-tantly, it provided a benchmark from which to jump and take hold of the resources and opportunities that are out there 'for the taking'...if you prepare. Your class was more of an experience than it was training -- thank you again!"

"Thanks for putting on another inspiring class!"

"Has in-depth examples along with his superior knowledge."

"I really enjoyed your class."

"Thanks for getting our new training program off to a great start!"

"...Thank you for being such an amazing and valued partner."