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"Sales & Marketing 101 – Fundamentals for
Professional Design Firms
for Professional Design Firms: A Refresher
This seminar explains how design and construction forms win work. Participants will gain knowledge about the fundamental nature of client decision-makers.
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REGISTRATION/CONTINENTAL BREAKFAST
WELCOME/INTRODUCTIONS
- So you want to market and sell professional
design services
- Selling your invisible services
MARKETING & SALES RESEARCH
- Why research yields dividends
- Types of marketing research
- Data gathering techniques
- Trend forecasting
SMPS Domain 1
YOUR FIRM'S IDENTITY
MARKETING PLANS
- Elements of strategic plans and marketing plans
- Frequency of planning
- Monitoring plans
- How firms grow
- Types of businesses
- Why “service” is critical
SMPS Domain 2
LUNCH
RAINMAKING-BUILDING TRUST
- Screening and classifying prospects
- Listening and networking
- Frequency/Types of contacts
- Contact management programs
- Building relationships
- Service and keeping clients
SMPS Domain 3
WINNING PROPOSALS
- RFQ/RFP criteria and decision-making processes
- Steps in the proposal preparation process
- Managing proposals like a project
- Graphic design and production
- Publishing software
- The interview
- Visuals for the interview
- Post-award debriefings
SMPS Domain 4
WRAP UP
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What you will learn:
- why consistent branding is essential in the process of selling invisible services
- why market research creates exceptional efficiencies
- how firm stragetic plans and marketing plans vary
- how rainmakers build trust and why that is critical
- how to create a system for proposal production that results in client-centered, readable sales documents.
Who should attend?
- Proposal/Marketing Coordinators and Support Staff who execute marketing and proposal functions
- Project Managers who both sell and complete projects.
- Executives/Principals who direct and manage the sales and marketing processes.
- Sales Professionals who have direct “rainmaking” and client relationship development and maintenance responsibilities
Instructional Methods
Case Study
Large Group Discussion
Lecture With PowerPoint
Participant Demonstration
Participant Role Play
Pop Quizzes with Prizes
Read and Report
Sample Direct Mail and Critique
Sample Proposal and Critique
Sample Research and Critique
Slide Show With Music
Small Group Interaction and Report Back
Seminar Participant Comments
“A great refresher on many things I knew but forgot.”
Chicago Area Seminar – Architectual firm principal
“ You kept my attention all day-very informative and enjoyable.”
Chicago Area Seminar-Engineering firm president
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Good material. Things moved along quickly and didn’t get bogged down”.
Bloomington, Illinois Seminar-Marketing Support Coordinator
“ Some of your unique methods (like the fluff) will stick in my mind and help me remember the idea behind it”
Sioux Falls South Dakota Seminar Architectural firm doer-seller
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