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DCN Webinar: Client-Centered Proposals

Design and Construction Network

Tuesday, May 6, 2014 from 1:00 PM to 2:00 PM (EDT)

DCN Webinar: Client-Centered Proposals

Ticket Information

Ticket Type Sales End Price Fee Quantity
Early Registration Ended $79.00 $0.00
Registration Ended $99.00 $0.00

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Event Details

We are pleased to welcome back Mel Lester, of The Business Edge, to present his brand new talk titled, "Client-Centered Proposals."

Traditional selling has a fundamental problem: It’s seller-centered rather than buyer-centered. This problem is plainly evident in our proposals, which typically give far more space to our firm’s credentials than to the client’s needs and objectives. RFPs certainly encourage this seller-centeredness, but there’s not one study supporting the notion that focusing on yourself is a better way to sell. So, how can you go against the tide and create client-centered proposals that stand out from all the rest? That’s the topic of this webinar. Join us on Tuesday, May 6th at 1:00 PM (EST) to learn some of the strategies Mel has used in compiling a 75% win rate over the last 20 years.
Key Points covered in this session include:

  • Why the RFP is not your friend, and what to do about it
  • The two best ways to differentiate your proposal
  • How to enhance the value of your services by uncovering the client’s real needs
  • Incorporating the power of story in your proposal
  • How to make your proposals client-friendly


Can't make the webinar on May 6th? Not a problem. Register to reserve a digital recording and we will send it to you after the session to view at your convenience!


About the Speaker: Mel Lester, The Business Edge


Mel Lester of The Business Edge specializes in helping AEC firms improve business performance in diverse areas such as leadership development, strategy implementation, project delivery, business development, client service, employee engagement, personal productivity, and behavior-based safety. He has almost 40 years of experience in our industry, serving in both management and consulting roles. He has worked with some of the most successful firms in the business.
Mel is a popular speaker and trainer, and author of over 200 articles appearing in various industry print and online publications. His E-Quip Blog is a valued resource for A/E firm leaders and business developers.


*Cancellations must be received no later than 12:00pm (EST), FIVE business days before the webinar for a full refund. No-show's and late cancellations will be charged the full registration price.

Have questions about DCN Webinar: Client-Centered Proposals? Contact Design and Construction Network



Design and Construction Network

The Design and Construction Network (DCN) is a social media group focused on building relationships in the AEC industry. If you are interested in joining the Design and Construction Network go to and click "Join Now." All we ask is that you are in the Design and Construction industry and that you are serious about doing more than just “linking” to other people. We are an online network of over 50,000 strong, and growing.

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