Meeting/Event Information

Annual Business Development Symposium - POSTPONED

April 24, 2020
8:30 AM EDT - 5:00 PM EDT

CSI Annex
720 Bathurst Street
Toronto, ON J4Y 0K7
Venue website

Event Description

Elevate your connections with Jen Newman, CPSM!

Jen presented to SMPS Ontario last year and was an instant hit. We are delighted to welcome her once again, for a series of practical workshops to help you communicate clearly and effectively, develop powerful proposal strategies, create a successful networking strategy and learn how to work a room, and make the most out of conference attendance.

Presenter

Jen Newman

Jen Newman, CPSM, is a Principal of Elevate Marketing Advisors. Jen draws from her 20+ years of A/E/C-industry experience to help firms grow their people and profits. She believes growth begins where the comfort zone ends. With a firm belief that business development is everyone’s business, she drives her clients to create successful business development plans and trains them to be rock star doer-sellers, marketers, and business developers who accomplish plan goals. Her background in firm leadership has helped raise a new generation of firm leaders that are confidently and enthusiastically helping their firms grow. 

As Elevate's official "Energizer bunny" Jen understands that the best results come from engagement during training and facilitation using real examples with action items, and methods of accountability to ensure learning is extended to implementation, creating competition, and just having plain old fun! 

Symposium Schedule

Morning Session

8:30 AM: REGISTRATION & NETWORKING BREAKFAST

Continental breakfast available for morning and full-day attendees

9:00 AM: WELCOME & ANNOUNCEMENTS

9:15 AM: CREATING CONVERSATIONS THAT COUNT

Communication is critical to professional success. The way you communicate reflects who you are and influences your ability to build relationships with those around you. Whether you are interacting with coworkers or meeting with a client, improving your ability to communicate effectively increases your probability for success. This workshop will give attendees the techniques to better understand their own communication style and communicate clearly and effectively with people who possess a different communication style.

Learning Objectives:

  • Learn the fundamentals of effective communication.

  • Discover what communication style you possess and how to recognize others style as well.

  • Learn how to communicate effectively with people who possess other communication styles.

  • Learn the concepts and benefits of active listening

SMPS Domain of Practice for CPSM CEU’s: Client and Business Development

10:30 AM: BREAK

10:45 AM: PERSUASIVE, POWERFUL, PURSUIT STRATEGY

Once the client relationship is established, you are in the know about the upcoming project, and you’ve got a thumbs up from your Go/No-Go process, it’s time to package your strategy to move through the important proposal stage of the selection process! Most every proposal starts with a cover letter or executive summary. Your competition typically starts with “thank you for the opportunity to present...”. Boring! Your cover letter is the first impression the selection committee has of your proposal. And, some clients say a well-written cover letter that explains how you’re going to solve the client’s issues and successfully deliver the project can often get your team to the shortlist. But, prior to crafting the cover letter, you must lay out your strategy, conduct research, identify differentiators, and define your win theme. Then, you can write a cover letter that balances efficient delivery of key information with a persuasive, well-substantiated pitch, demonstrating a clear understanding of the client’s needs and your solutions for the project. In this program, participants learn to develop proposal strategy and create killer cover letters using a real RFP. Working in teams, they create and deliver their cover letter in a competition with their peers.

Learning Objectives:

  • Discover how to develop a strategy and timeline for your pursuit before the RFP hits the street.

  • Learn strategies for identifying your true differentiators and win theme.

  • Learn what other intel should be gathered in pursuit preparation.

  • Learn how to write an effective cover letter.

SMPS Domain of Practice for CPSM CEU’s: Proposals

12:30 PM: SYMPOSIUM ENDS FOR HALF-DAY MORNING ATTENDEES

AFTERNOON SESSION

12:30 PM – 1:00 PM: REGISTRATION & LUNCH FOR AFTERNOON & ALL-DAY ATTENDEES

1:00 PM – 2:30 PM: INTENTIONAL NETWORKING

Networking is essential to developing business and is often the introduction for building new relationships. But, building LASTING relationships involves more than simply meeting someone at an event, exchanging business cards, and sending a few follow-up emails; it involves real conversations that move beyond “business talk” and focus on personal connections. Who doesn’t want to do business with people they know, like, and trust? Networking events offer the perfect opportunity to do just that, but to be successful and create personal connections, it takes intention. During this hands-on workshop, attendees learn specific methods to maximize networking (i.e. relationship building) through preparation, execution, and follow-up that result in authentic personal connections that further your relationships. This is a great opportunity to bring your technical counterparts with you for or as train the trainer.

Learning Objectives:

  • Through proper preparation, develop a networking strategy that will enable you to maximize your networking efforts and attain your networking goals.

  • Learn the value of reputation vs title through a reputation identification exercise.

  • Learn the most effective way to work a room.

  • Learn how to engage in Big Talk (opposite of small talk) to create more meaningful connections.

  • Learn the strategy and execution behind proper follow up.

SMPS Domain of Practice for CPSM CEU’s: Client and Business Development

2:30 PM – 2:45 PM: BREAK

2:45 PM – 4:15 PM: SUCCESSFUL CONFERENCE STRATEGY

Return on Investment (ROI) can be difficult to assess when developing your conference strategy. However, Return on Objective (ROO) is easy when you are strategic in your conference pursuits. Strategic conference selection along with a pre-planned strategy, implementation, and follow up are the crucial keys to successful ROO. Through best practices and specific examples, participants learn to make the most out of any conference they attend and then work in teams to create plans for real conferences their firms are targeting.

Learning Objectives:

  • Understand the difference between ROI and ROO.

  • Learn how to develop a conference strategy.

  • Learn the importance of preparation, execution and follow up.

  • Learn how to prioritize your follow-up.

SMPS Domain of Practice for CPSM CEU’s: Promotional Activity

4:15 PM – 5:00 PM: USE THE SKILLS YOU JUST LEARNED AT OUR NETWORKING HAPPY HOUR

5:00 PM: EVENT ENDS FOR HALF DAY AFTERNOON & FULL-DAY SYMPOSIUM ATTENDEES

Target audience

Marketing Coordinator, Mid-Level Marketing Staff, Marketing Management / Director, Technical Staff

CEUs

1 CEU per hour of instruction (total of 6 available for full day participants; 3 per ½ day session)

Sponsors

Banko Media

Photography Sponsor

Tickets

$120.00 Member - Morning Session (Breakfast Included)
$108.00 Earlybird rate before March 31

$120.00 Member – Afternoon Session (Lunch Included)
$108.00 Earlybird rate before March 31

$180.00 Member – Full Day (Breakfast and Lunch Included)
$162.00 Earlybird rate before March 31

$160.00 Guest – Morning Session (Breakfast Included)
$144.00 Earlybird rate before March 31

$160.00 Guest – Afternoon Session (Lunch Included)
$144.00 Earlybird rate before March 31

$240.00 Guest – Full Day (Breakfast and Lunch Included)
$216.00 Earlybird rate before March 31