Test page for the self starter tool kit.
Do you get a request for brochure from a project manager as he/she is heading out to a client meeting? Did you ever wish your project manager asked for a specific piece of information while talking to a prospective client? Do your project managers have a hard time getting repeat client meetings to discuss upcoming projects?
While clients have less time to meet with consultants to talk marketing, the need for a strong personal relationship is more important than ever. Marketers need to coach their technical staff to get beyond the “me, me, me” marketing fluff and dig deeper to build those relationships and deliver value in every interaction. We take a “train-the-trainer” approach to teach marketers not only the fundamentals of call planning, active listening, and value delivery, but put it into practice through interactive exercises and provide a self-starter kit to implement back at the office.
Detailed Learning Outcomes:
- Develop a pre-meeting planning process to maximize your client face time
- Use active listening techniques to build client relationships and find differentiators to use in proposals
- Learn to deliver value in every client interaction
Self-Starter Tool Kit:
The tool kit includes the following:
- Powerpoint Presentation
- Call Planning Fun Sheet
- LAER Listening Activity Case Studies
- Value Delivery Tools
You can download it here.
Presenters and Contact Information:
Lindsay Diven, CPSM is the Director of Marketing and Business Development for BRPH. She also manages the Marketers Take Flight blog, focusing on helping marketers new to the AEC industry acclimate to the proposal environment. Over the past eight years, she has specialized in developing marketing and business development teams with emphasis on creating workable processes and accountability measures. While her background has been transportation infrastructure, she recently joined a vertical design firm providing her perspectives from varying client and project types. Lindsay has been a member of SMPS since 2005 and is currently the Director of Membership for SMPS Central Florida.
Barbara Stiles, CPSM is a Marketing Manager for Jacobs Engineering Group. She has over 25 years of marketing experience in the A/E/C industry and has extensive experience in program/project development and marketing, public relations, market research, and special event coordination. Her primary area of responsibility is to provide expertise in marketing and strategic planning for the Florida Infrastructure group. Barbara has been a member of SMPS since 1999 and has served on the SMPS Central Florida board for the past six years including a year as Chapter President.
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