SMPS WI Presents: More Cowbell for Business Development – The Greatest Hits
More Cowbell for Business Development – The Greatest Hits
“More Cowbell” refers to something you need more of, a remedy. As Christopher Walken said in his role as the infamous Bruce Dickenson, “I’ve got a fever, and the only prescription is more cowbell”. Since performing to local, regional, and national audiences, the More Cowbell Band brings to you a collection of their greatest hits in one full-length presentation.
Side A:
Empowering Your Technical Professionals to Become Business Development Rockstars
As the business developer, you may be the lead singer, but unless you’re embarking on a solo career, your band of doer¬seller’s must each master their parts and together you’ll earn your place on the Grammy stage.
This (jam) session will give you unique, fun and proven methods to inspire even those who play cowbell to amp up their role in the business development efforts of the firm. Join the Cowbell crew in an interactive talk show style discussion with diverse industry experts who will share creative, successful, and positive techniques they have employed that changed the way their technical professionals look at business development, the way their firm’s leadership is measuring business development performance, and how these programs highlight BD Rock Stars firms never knew they had. Attendees will receive our primary research publication More Cowbell Anthology: A collection of business development rock stars!
Side B:
Signature Events That Enhance Business Development Relationships
Creating a signature event is like creating a hit record: It takes the right combination of music and lyrics, blended with passion and creativity, to avoid being a one-hit wonder. Any band can play the same 3 power chords, any firm can throw the same old party – your business development relationships go beyond when you position yourself and your firm as a leader in your industry and community though creative, branded events.
Join us for an encore performance in this interactive discussion with four diverse industry experts who share their insights and strategies for planning, implementing and analyzing signature events that have significantly enhanced their firm name recognition and business development relationships. The More Cowbell crew studied events in three specific areas. Events for a cause – those that benefited a charity of a cause as their principal driver. Events that educate – those opportunities that teach the audience. And events that were simply social in nature – we all like to have fun. Attendees will also be able to access much anticipated Even More Cowbell Anthology: Part Deux containing case studies of those hit signature events!
Breakout Sessions
But wait, there’s more! After the Cowbell program, there will be three breakout sessions to learn even more from these great national marketing experts!
TRACK ONE
Six Secrets to Staying Relevant for Non-Technical Business Developers
Andrew Weinberg, FSMPS, CPSM and Kate Mullaney, CPSM
In a shifting world of increasing doer-sellers, how can non-technical business developers stay relevant? Non-technical business developers and marketers have unique skill sets that can be leveraged beyond relevance to distinction. This interactive session will be a high level discussion and conversation of how you can and DO leverage your skills to enable your firm to grow doer-sellers, win more work, maintain more clients, and position yourselves as a leader in your firm, industry and most importantly with your clients.
TRACK TWO
From RFP to Win: Make Your Proposal Stand Out from the Crowd
Donna J. Corlew, FSMPS, CPSM
We spend countless hours refining boilerplate and checking—and double-checking—forms and materials. But what makes a proposal stand out from the rest? In this hands-on, interactive session, we’ll answer three questions using real life examples from the AEC industry:
- Does the response “answer the mail” in meeting what’s requested in the RFP/RFQ?
- Does the response clearly convey your knowledge of the client and project—the issues the client is facing, how you propose to solve those issues, the benefits gained by the client, and evidence of where you’ve previously done it? Does it speak to them, or is it just all about you?
- How does it read—grammatically and visually? Is it easy for readers to pick up on key information and messages?
TRACK THREE
Discover Your Why
Jennifer C. Newman, CPSM and Jason P. Vesuvio
“People don’t buy what you do, they buy WHY you do it” – Simon Sinek. Simon Sinek discovered that inspiring leaders like Martin Luther King, Jr., along with successful brands such as Apple, think, act and communicate in the same way, completely opposite from everyone else. They all inspire action by starting with WHY! Jason and Jennifer will present Simon Sinek’s Golden Circle Concept and guide you through the process of discovering and articulating your WHY to make you a more inspiring leader and help you develop better leaders in your organization.
REGISTER NOW
7:45 a.m. Check-in and networking
8:00 – 11:45 a.m. Breakfast and programs
- Side A – 8:15-9:15
- Break – 9:15-9:30
- Side B – 9:30-10:30
- Break – 10:30-10:45
- Break out sessions – 10:45-11:45
Carroll University Center for Graduate Studies (different location than the main campus)
2140 Davidson Road
Waukesha, WI 53186
$70 for SMPS Wisconsin Members / $110 for non-members
Special Registration Offer!
Register a group of 3 or more attendees from one firm and receive the member rate. (Groups must have at least one SMPS member on staff to receive this discount. Member number required.)
Registration closes end of day Tuesday, March 15.
Donna J. Corlew, FSMPS, CPSM
Chief WIT Officer — C*Connect
Driven by a passion for coaching and helping others identify and maximize your unique talents and expertise, Donna works with firms across the US — small, medium, and large — to facilitate market research, make connections, build chemistry, and coach sales, marketing, and seller/doer teams. Donna has almost three decades of experience marketing professional services, with concentration on management and direction of marketing and client development activities. Her clients benefit from a robust network developed over decades in almost every geographic market and service needed to effectively grow your business. Donna achieved the designation of CPSM in 1993 and elevated to the status of Fellow of in 2004. Active since 1987 on local and national levels, Donna served as SMPS National President in 2007-2008.
Andrew Weinberg, FSMPS, CPSM
Regional Business Development Manager — Simpson Gumpertz & Heger (SGH)
Andrew has served in a marketing or business development capacity in the A/E/C industry for more than 17 years. As the SGH’s first ever full-time business developer in its 60-year history, he is responsible for establishing and strengthening relationships with clients and industry partners, building awareness for the firm’s office in the metro NYC, DC and Chicago markets, leading the initiative to increase the firm’s business development culture. Andrew was recognized as an SMPS Fellow in 2013, and is a CPSM since 2005. He was a chapter board member for 12 consecutive years, has participated in the NY Chapter’s Mentor Program for eight years, and is a member of its Chapter Advisory Council (CAC). At the national level, he is a past chair of the Presidents’ Leadership Symposium (PLS) and currently the chair for the new Seller-Doer Symposium as part of Build Business 2016.
Jason P. Vesuvio
Program Director, Business Development — Faithful+Gould
Jason is the program director of business development for Faithful+Gould Americas, and has 17 years of experience in the architecture/building industry, as a marketer, business developer, and project manager of professional services. His past employers include Structure Tone, HNTB, Pavarini McGovern, and Ellana Construction Consultants. He served as the 2012-13 New York chapter president of SMPS and sits on the board of advisors for Pratt Institute’s CM program and the Manhattan board for the Greater New York Council of the Boy Scouts of America. He also belongs to SCUP, CoreNet, IFMA, ACE Mentoring, ULI, and CMAA. Raised in New Jersey and a proud Brooklynite, Jason is the adoring uncle of 12 nieces and nephews, a hack musician, world traveler, and an Eagle Scout. He’s also not even the best marketer in his home…
Jennifer C. Newman, CPSM
CEO — Ignite Coaching & Consulting, LLC
Jen has served the A/E/C industry for 20 years in a variety of business development and marketing roles. She recently founded Ignite Coaching & Consulting, a full service coaching and consulting firm specializing in doer-seller/business developer training and coaching; relationship, leadership, association and professional development; strategic planning and implementation; facilitation and more. Jens’ combination of a genuine love for relationships and talent for developing and maintaining them coupled with her passion for teaching and her methodical approach to strategy development, implementation, and maintenance have led to her reputation as a leader in the professional services industry. Based in Dallas-Fort Worth, Texas, Jen serves clients across the country. Together, with her husband Derek, they love to travel and spend time with their family and friends, including their dog and three adult children.
Kate Mullaney, CPSM
Senior Associate, Business Developer: Arts, Community & Education Practice
— HGA Architects and Engineers
Kate has more than 17 years in marketing and business development in the AEC industry. She leads business development for the Arts, Community & Education practice for HGA Architects and Engineers in Milwaukee, making her a new member of SMPS Wisconsin. Kate’s role involves strategy, business planning and reporting, strategic client pursuit, and coaching technical staff. Before joining HGA in January, Kate served as regional business development director for HDR Architecture, director of business development for Cotter Consulting, and director of corporate business development for Primera Engineers. She studied Communications at St. Norbert College in De Pere. Kate is a CPSM since 2009, served as President of SMPS Chicago in 2012-13 and was recognized nationally as the President of the Year. She serves as a member of the Business Development Institute faculty for SMPS National, and speaks regionally and nationally on business development topics. In her past life, Kate fronted a rock band and sang backup vocals in several others.
Registration Information
Please register online with the button above. You can pay by credit card or check. Checks made payable to SMPS Wisconsin can be mailed to Megan Kocchi (see registration page). Please include the title of the program and the names of all registrants.
Register at the door the day of the event with a check for an extra $10.
Cancellations are refunded in full if received by 8 a.m. the day before the program. No refunds will be given after this time. Call Katie Muth with questions at 262-923-7690.
