One of the worst feelings is when a firm spends thousands of dollars to prepare for a big interview, knowing they are the most qualified, and then find out they came in second.
Why don’t these firms win?
Many technical professionals think firms with the best technical knowledge and experience win. But this isn’t always true. Technical professionals need expertise in interview or presentation best practices to really connect with a potential client. They need a recipe to win. To get there, strong communications and presentation skills are a must!
In this webinar, the presenter will help build skills to succeed in client interviews. Whether you’re a technical professional or you work closely with one, you’ll learn all about preparing for a winning interview.
Technical professionals usually don’t take communications courses in college—almost all training is in their technical field. When they join a firm, they learn to present by observing others, and sometimes they don’t get any training. Our presenter, who has 30+ years’ experience planning, presenting, and selecting firms, will show you how to interview effectively to get that win.
Webinar Learning Objectives:
This webinar will help attendees:
- Learn to present a proactive approach from the pre-RFP and RFP stages to best position the firm for the project
- Discover a process for planning activities and assignments, from short-listing to interview day
- Learn tips on how to make a strong presentation, from first impressions to answering questions in the Q & A
- Explore how to post interview follow-up activities to increase the firm’s value with the prospective client
Peter J. Kienle, FSMPS, CPSM, MBA
Marketing/Business Development Consultant, Kienle Communications LLC
Pete Kienle’s career spans 25 years in management, marketing, and business development in the A/E/C industry.
He started as an owner’s representative/project manager on over $250 million of building construction, including serving as the chair or committee member on over 300 A/E firm interviews. In total, he has prepared, coached, participated or evaluated more than 800 A/E interview presentations.
He has an MBA from The Ohio State University and previously served in marketing management roles for four ENR top-500 design firms. Currently, he runs Kienle Communications LLC and provides interview coaching/training, business development training and proposal review and recommendations. He is also an adjunct professor teaching marketing and business courses part-time at Stratford University.
Originally recorded July 19, 2016.
Wednesday, February 8, 3:45 – 5:15 p.m.
Rolands in the Strip
1904 Penn Avenue (First Floor – Back Room)
Light snacks will be provided.
SMPS Members: $15
SMPS Webinars are approved for 1.5 continuing education units (CEU) for the Certified Professional Services Marketer (CPSM) program.
Sponsorship opportunities are available for this program. Please contact firstname.lastname@example.org for more information.
WHO SHOULD ATTEND?
A/E/C Marketers, Business Developers, Firm Principals, Project Managers and more
UPCOMING SMPS EVENTS
Cancellation Policy: Cancellations may be made up to 48 hours in advance for a full refund by contacting email@example.com. If you paid by credit card, your card will be credited. If you paid by check, a refund will be mailed to you within 10 business days. Pre-registered “no-shows” are responsible for the full cost of registration plus a service charge and will be billed accordingly.
When & Where