Upcoming Speaking Engagements Presenter, 'Information, Resource, and Organizational Management at AEC Firms' March 9, 2012 Harrisburg, PA Presenter of an educational program detailing the various processes utilized when managing a marketing department's information, resources, and personnel at design and construction firms.
Presenter, 'Developing a Marketing Plan' January 18, 2012 Philadelphia, PA Presenter of an educational program detailing an approach to developing and implementing a marketing plan at a design or construction firm.
Guest Lecturer, Pennsylvania State University January 13, 2012 State College, PA Guest Lecturer for a senior-level Architectural Engineering Construction Management course detailing the CM's role during the Business Development process.
Recent Speaking Engagements
Moderator, 'Fast Forward: Marketing Through Leadership Change' November 2011 Philadelphia, PA Moderator of a four-person panel that explores various forms of leadership changes at design and construction firms and presents the impact of the marketing function on the success of such ventures. Based on the research presented in a White Paper, the panel also features individuals that provide first-hand case studies based on recent leadership changes.
Presenter, 'Getting Past the Information Overload and Developing a USABLE Strategic Plan' October 2011 Alexandria, VA Presenter of a 90-minute seminar that demonstrates how to decipher research and analyses and then structure a strategic plan that makes sense, will be implemented, and moves a company forward. The session looks at goal-setting and responsibility assignments and also discusses pushing the envelope of your firm's services and developing contingency plans.
Presenter, 'Implementing a Marketing & Operations Plan for Client Maintenance' September 2011 Chicago, IL Presenter of a 60-minute seminar that highlights the needed integration of technical and marketing staffs in order to perform client maintenance activities with current clients. The process for development and implementation of coordinated - and successful - marketing and operations plans to perform these activities are presented.
Presenter, 'Is Your Marketing Department Hunting & Fishing - or Catching & Killing? Closing the Sale!' August 2011 Chicago, IL Co-Presenter of a 75-minute seminar that explores how to improve your firm's selection success rate - and add to your bottom line. Through case studies and examples, creative techniques covered include Focused Selling, new work selectivity, a formal task checklist, and broadening of the firm's client base.
Presenter, 'Developing a Marketing Plan' June 2011 Philadelphia, PA Presenter of an educational program detailing an approach to developing and implementing a marketing plan at a design or construction firm.
Presenter, 'Using Velcroed Relationships to Exploit Strategic Competitive Advantages' May 2011 Philadelphia, PA Presenter of a 60-minute program that provides guidance for identifying and developing a firm's Strategic Competitive Advantages and then suggested advice for utilizing in-depth relationships between company employees and client representatives to exploit those differentiators and win new work.
Presenter, 'Developing A Strategic Competitive Advantage in the A/E/C Industry' April 2011 Pittsburgh, PA Presenter of a 90-minute seminar that provides guidelines that will assist firms with identifying their unique differentiators, provides methods to utilize these differentiators to develop a Strategic Competitive Advantage, and then provides examples of how to package these differentiators into a concise format that can be presented on a single presentation slide.
Guest Lecturer, Pennsylvania State University February 2011 State College, PA Guest Lecturer for a senior-level Architectural Engineering Construction Management course detailing the CM's role during the Business Development process.
Presenter, 'Developing A Strategic Competitive Advantage in the A/E/C Industry' November 2010 Syosset, NY Presenter of a 90-minute seminar that provides guidelines that will assist firms with identifying their unique differentiators, provides methods to utilize these differentiators to develop a Strategic Competitive Advantage, and then provides examples of how to package these differentiators into a concise format that can be presented on a single presentation slide.
Keynote Speaker, 'The Death of the Business Developer' November 2010 Harrisburg, PA Keynote speaker for a Marketing Forum conference. The session served as the kickoff for an intense half-day program that features workshops and roundtable discussions with expert facilitators. The topic focused on the diminished role of the full-time business developer and the roles and responsibilities for marketing staff in the future.
Roundtable Moderator, 'Networking Do's and Don'ts' November 2010 Harrisburg, PA Leader of a one-hour roundtable discussion designed to enhance the impact of the networking process and its success with relationship building. Rotating participants participate via group discussions and direct questions and answers.
Presenter, 'Developing A Strategic Competitive Advantage in the A/E/C Industry' October 2010 Hartford, CT Presenter of a 90-minute seminar that provides guidelines that will assist firms with identifying their unique differentiators, provides methods to utilize these differentiators to develop a Strategic Competitive Advantage, and then provides examples of how to package these differentiators into a concise format that can be presented on a single presentation slide.
Panelist, 'Utilizing Your Firm's GPS - Plan your route for a greater chance of reaching your destination' October 2010 Baltimore, MD Member of three-member panel providing advice to design and construction firms regarding efficiently researching various markets, creatively planning business development efforts, and effectively utilizing tools to make those efforts successful.
Guest Lecturer, Virginia Polytechnic Institute March 2010 Blacksburg, VA Guest Lecturer for a senior-level Building Construction course detailing the strategic planning and business development processes at design and construction firms.
Presenter, 'Information, Resource, and Organizational Management at AEC Firms' March 2010 Harrisburg, PA Presenter of an educational program detailing the various processes utilized when managing a marketing department's information, resources, and personnel at design and construction firms.
Guest Lecturer, Pennsylvania State University January 2010 State College, PA Guest Lecturer for a senior-level Architectural Engineering Construction Management course detailing the CM's role during the Business Development process.
Presenter, 'Enhance Your Firm's Success by Using Velcroed Relationships' January 2010 Austin, TX Presenter of a 90-minute seminar describing the concept of Velcroed Relationships as well as the critical need to develop such relationships between company and client personnel that also includes an extensive Case Study of the process.
Panelist, 'The Advantages of LEED Accreditation for Non-Technical Personnel' October 2009 Philadelphia, PA Member of a four-person panel discussing the personal advantages and corporate benefits for non-technical personnel at AEC Firms receiving their certification as a LEED Accredited Professional.
Presenter, 'International Success in the AEC World - Benchmarks and Best Practices' July 2009 Las Vegas, NV Presenter of a 90-minute seminar based on a published White Paper that investigated the research, processes, and tactics that successful firms utilize to differentiate themselves on the international stage as well as the metrics these firms use to benchmark their success.
Presenter, 'Developing Your Firm's Single Slide SCA' April 2009 Malvern, PA Presenter of a 90-minute seminar that provides guidelines that will assist firms with identifying their unique differentiators, provides methods to utilize these differentiators to develop a Strategic Competitive Advantage, and then provides examples of how to package these differentiators into a concise format that can be presented on a single presentation slide.
Guest Lecturer, Pennsylvania State University April 2009 State College, PA Guest Lecturer for a senior-level Architectural Engineering Construction Management course detailing the CM's role during the Business Development process.
Presenter, 'Don't Put Your Socks On in the Dark' March 2009 Philadelphia, PA Co-presenter of a 90-minute program that provides processes, procedures, and tools to participants that will help them to bring focus to their firm's business development efforts.
Presenter, 'Enhance Your Firm's Success by Using Velcroed Relationships' February 2009 Phoenix, AZ Presenter of a 90-minute seminar describing the concept of Velcroed Relationships as well as the critical need to develop such relationships between company and client personnel that also includes an extensive Case Study of the process.
Presenter, 'Developing Your Firm's Single Slide SCA' February 2009 Phoenix, AZ Presenter of a 90-minute seminar that provides guidelines that will assist firms with identifying their unique differentiators, provides methods to utilize these differentiators to develop a Strategic Competitive Advantage, and then provides examples of how to package these differentiators into a concise format that can be presented on a single presentation slide.
Presenter, 'Enhance Your Firm's Success by Using Velcroed Relationships' February 2009 Philadelphia, PA Presenter of a 90-minute seminar describing the concept of Velcroed Relationships as well as the critical need to develop such relationships between company and client personnel that also includes an extensive Case Study of the process.
Presenter, 'Developing a Marketing Plan' January 2009 West Chester, PA Co-presenter of an educational program detailing an approach to developing and implementing a marketing plan at a design or construction firm.
Presenter, 'Learning to Use "Flying Buttress" in a Sentence' December 2008 Harrisburg, PA Presenter of a 2-hour seminar that provides non-technical employees of AEC firms with an overview of the design and construction process as well as defines the roles and responsibilities of critical team members.
Presenter, 'Enhance Your Firm's Success by Using Velcroed Relationships' October 2008 Pittsburgh, PA Presenter of a 60-minute seminar describing the concept of Velcroed Relationships as well as the critical need to develop such relationships between company and client personnel that also includes an extensive Case Study of the process.
Webinar Presenter, 'Don't Put Your Socks On in the Dark' June 2008 Internet Co-presenter of a 90-minute webinar program that provides processes, procedures, and tools to participants that will help them to bring focus to their firm's business development efforts.
Presenter, 'Lessons to Elevate Firm Practice Excellence' May 2008 Baltimore, MD Presenter of a 90-minute seminar describing what makes large, market-oriented design and construction firms successful and then instructing how to apply those techniques to smaller and mid-sized firms.
Presenter, 'Differentiate Your Firm While Retaining Top Talent Through a Comprehensive Training Program' May 2008 Baltimore, MD Presenter of a 90-minute program that presents a "how-to" method of developing and administering a quality training program that will increase a firm's greatest strength - the experience and knowledge of its personnel.
Presenter, 'Capture the WIN! Presentation Strategies and Skills' May 2008 Cincinnati, OH Co-presenter of a 90-minute workshop that provides participants with the tools to create sales presentations that differentiate their firms from the competition......from the initial strategy meeting to the actual presentation and everything in between.
Presenter, 'Don't Put Your Socks On in the Dark' April 2008 Hershey, PA Co-presenter of a 90-minute program that provides processes, procedures, and tools to participants that will help them to bring focus to their firm's business development efforts.
Presenter, 'Information, Resource, and Organizational Management at AEC Firms' March 2008 Harrisburg, PA Presenter of an educational program detailing the various processes utilized when managing a marketing department's information, resources, and personnel at design and construction firms.
Presenter, 'Developing a Marketing Plan' January 2008 Philadelphia, PA Co-presenter of an educational program detailing an approach to developing and implementing a marketing plan at a design or construction firm.
Guest Lecturer, Pennsylvania State University January 2008 State College, PA Guest Lecturer for a senior-level Architectural Engineering Construction Management course detailing the CM's role during the Business Development process.
Presenter, 'Lessons to Elevate Firm Practice Excellence' August 2007 Washington, DC Presenter of a 90-minute seminar describing what makes large, market-oriented design and construction firms successful and then instructing how to apply those techniques to smaller and mid-sized firms.
Presenter, 'Information, Resource, and Organizational Management at AEC Firms' April 2007 Harrisburg, PA Presenter of an educational program detailing the various processes utilized when managing a marketing department's information, resources, and personnel at design and construction firms.
Moderator, 'Regional Revitalization - The Road Map to Success' March 2007 Philadelphia, PA Moderator of a three-person panel examining the impact of Mixed-use Developments and Lifestyle Centers on the revitalization of the Philadelphia region.
Presenter, 'Developing a Marketing Plan' February 2007 Philadelphia, PA Co-presenter of an educational program detailing an approach to developing and implementing a marketing plan at a design or construction firm. Guest Lecturer, Pennsylvania State University January 2007 State College, PA Guest Lecturer for a senior-level Architectural Engineering Construction Management course detailing the CM's role during the Business Development process.
